Relationships in Negotiation MCQs
Relationships in Negotiation MCQs
The following Relationships in Negotiation MCQs have been compiled by our experts through research, in order to test your knowledge of the subject of Relationships in Negotiation. We encourage you to answer these 20multiple-choice questions to assess your proficiency.
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1: _____ is when one’s goal is to keep another person happy at the expense of oneself.
A. Altruism
B. Hedonism
C. Selfishness
D. All of theses
2: _____ is a rule of exchange describing when one person is willing to provide for another regardless of when they might be paid back.
A. Negotiated exchange
B. Generalized exchange
C. Reciprocal exchange
D. All of theses
3: Impression management is a _____ management of how someone else perceives you.
A. Conscious
B. Unconscious
C. Insensible
D. Inattentive
4: _____ is a rule of exchange describing when one person is willing to provide for another and expects to be paid back immediately.
A. Negotiated exchange
B. Generalized exchange
C. Reciprocal exchange
D. All of theses
5: _____ is a rule of exchange describing when one person is willing to provide for another and expects to be paid back at some point in the future.
A. Negotiated exchange
B. Generalized exchange
C. Reciprocal exchange
D. All of theses
6: Relationship power is also known as referent power.
A. True
B. False
7: Relationship power is also known as expert power.
A. True
B. False
8: The potential influence an individual has as a result of _____ with other people.
A. Relationships
B. Personal ties
C. Both a and b
D. None of these
9: Rules of exchange are the standards by which one judges another’s _____ in a relationship.
A. Viewpoints
B. Idea’s
C. Perspective
D. Actions
10: Self monitoring is the ability to know how you are being _____ by others.
A. Perceived
B. Recognized
C. Viewed
D. All of these
11: Relationship power is also known as ______ power.
A. Resource
B. Expert
C. Coercive
D. Referent
12: Relationships are judged on standards considered ______ exchange.
A. Rules of
B. Generalized
C. Reciprocal
D. Negotiated
13: According to the text, ______ is the willingness to act on the words, actions, and decisions of another party.
A. Trust
B. Reciprocity
C. Altruism
D. Relationship-building
14: Lewicki and Bunker (1996) identify 3 stages of trust based on ______, ______, and ______.
A. Relationships; reality; reason
B. Liking; reciprocity; good judgment
C. Calculus; knowledge; identification
D. Exchanges; power; discipline
15: The best way to repair trust is ______.
A. Justify
B. Vent
C. Forgive
D. Apologize
16: An important issue to consider in negotiations is the possibility of the perception that trust has been broken.
A. True
B. False
17: Impression management is a conscious management of appearances.
A. True
B. False
18: Inconsistency will help build dependable relationships and trust.
A. True
B. False
19: Using a relationship route is a very “cheap” way of influencing people.
A. True
B. False
20: Relationships are a resource that can be used but also need to be replenished.
A. True
B. False
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Relationships in Negotiation MCQs
