Quiz 2 negotiation skills – Flashcards
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All of the issues involved in a negotiation are collectively referred to as the bargaining mix.
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True
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BATNA is the area between parties' resistance points.
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False
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BATNA is the most ideal alternative outcome one party to a negotiation could get without negotiating with the other party.
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False
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A frame is the lens through which you view a negotiation.
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True
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The opening offer is the best outcome each party can resonably and realistically expect to obtain as a result of the negotiation.
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False
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Reciprocity is the notion that if someone does somthing for you, you own them.
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True
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WATTA is the worst outcome you might face if you do not come to a negotiated agreement.
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False
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In most sales transactions the seller effectivly makes the initial offer when she names a price.
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True
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Research shows that negotiators who set challenging goals consistantly achieve better outsomes than those who don't.
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True
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The resistance point is the best outcome each party can reasonably and realistically expect to obtain as a result of the negotiation.
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False
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The settlement point is what the parties actually agree upon.
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True
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What does BATNA stand for?
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A. Best Alternative to Negative Agreement B. Best Agreement to a Negotiated Alternative (Answer) C. Best Alternative to a Negotiated Agreement D. Best Agreement to a Negative Alternative
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What does WATTA stand for?
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A. Worst Alternative to Negative Agreement B.Worst Agreement to a Negative Alternative C. Worst Agreement to a Negotiated Alternative (Answer) D. Worst Alternative to a Negotiated Agreement
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Which of the following is not defined when preparing a negotiation?
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A. Settlement point B. Initial offers C. Target Points (answer)D. Resistaince points
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Which of the following is the point at which the parties agree?
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A. Target point (Answer)B. Settlement point C. Bargaining point D. Resistance point
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According to the Dual Concerns Model if your concern about your own outcome is high and your concern for the other party's outcomes is low, your approach would be:
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A. Problem Solving B. Yeilding (Answer)C. Contending D. Inaction
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According to the Dual Concerns Model if your concern about your own outcome is low and your concern for the other party's outcomes is high, your approach would be:
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A. Contending B. Inaction C. Problem Solving (Answer)D. Yeilding
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According to the Dual Concerns Model if your concernabout your own outcome is high and your concern for the other party's outcoes is high, your approach would be:
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A.Contending B.Yeilding C. Inaction (Answer)D. Problem Solving
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According to the Dual Concerns Model if your concern about your own outcome is low and your concern for the other party's outcomes is low, your approach would be:
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(Answer)A. Inaction B. Contending C. Problem Solving D. Yeilding
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According to the Thomas-Kilmann Conflict Styles Model if your concern for the relationship is low and your concern for the substantive outcomes is low, your approach would be:
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A. Competing B. Collaborating C. Accommodating (Answer) D. Avoiding
