Sample Questions


1. What does negotiation process involves?

A. Two or more parties try to create differences.    
B. Two or more parties try to resolve differences.
C. Two or more parties try to avoid differences.
D. None of the above

2. What happens in the lose-win strategy?

A. Both parties are dissatisfied with the negotiated result.
B. One party is satisfied and the other dissatisfied with a negotiated settlement.
C. One party is prepared to give concessions, and the result may go one way or the other.
D. None of the above

3. What is style is used, when people who wait for others to initiate the negotiation process before they reveal their feelings and ideas?

A. The self-bargaining negotiation style.    
B. The self-protecting negotiation style.
C. The self-actualizing negotiation style.
D. None of the above

4. What is the basis of coercive power in negotiation?

A. A capacity to seek information and consider the ideas of others.    
B. The control over resources desired by others.
C. Punishment, authority and use of force, whereby others are compelled to behave a particular way.
D. None of the above

5. What does the five step negotiation for an agreement involves?

A. Clarifying wants, displaying, proposing, narrating and checking.
B. Clarifying wants, proposing, bargaining, gaining agreement, and following-up.
C. Clarifying wants, discussing, postponing, negating and checking.
D. None of the above

Answers:      1 (B), 2 (C), 3 (A), 4 (C), 5 (B)


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