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Negotiations Exa Prep Multiple Choice
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Questions in this quiz (37)
1'People's demands may be incompatible, but their goals might be compatible or at least complementary'. Why is that important?
- Acomplementary -compatible –aligned
- Bincompatible -compatible -complementary
- Cthe same -compatible
- Dthe same -complementary
2This is not true about guided preparation:
- AUnderstand your positions
- BList all issues to be negotiated
- CKnow the importance of all issues
- DList the most desired terms for each issue
- EKnow the underlying interests for each issue
3This is true about your walk-away point
- AIt is the “hubris” problem
- BIt is known as the “agreement bias”
- CYou should refer to it after accepting a proposal
- DIt refers to the maximum you will accept
- EIt should always be flexible
4This is true about your BATNA?
- A(a)It is the best answer to a negotiated alternative
- BYou should always have one
- CIt always gives you leverage
- DIt always helps you to leverage your power
- EIt is the best alternative to a negotiated answer
5If someone asksyou to reveal your BATNA, this answer will not have a negative impact on your selling price:
- AReveal your ZOPA
- BRespectfully, I can’t answer this question
- CReveal your BATNA
- DReveal a BATNA inflated between 50%-75%
- EReveal a BATNA inflated between 25%-50%
6This is a common recommendations about BATNAs:
- AReveal yours under special conditions
- BSpend as little time as possible researching the other party’s
- CBe prepared to engage in bid wars
- DLie about yours
7This is true about “Negotiators need to be trilingual”:
- AThey must “speak” value, persuasion and sales
- BThey must “speak” interest, values and persuasion
- CThey must “speak” power, value, and interests
- DThey must “speak” rights, interest and power
8This is true about win-win questions:
- AMust satisfy all “triple I” principles
- BElicit information about untruthful statements
- CElicit information about underlying demands
- DDo notgive other parties an incentive to lie
- EDon’t allow the other party to confirm or refute
9This is not true about revealing interests:
- ANegotiators should maintain poker faces at all times
- BThe reciprocity principle is a reason for doing so
- CDirect disclosure is one method of doing it
- DSubtle signaling is one method of doing it
10This is true about multiple offer strategy:
- AAlmost guarantees leaving no money on the table
- BIt consists of consolidating multiple offers into a single package
- CPrioritizing the issues comes before the unbundling phase prior to the negotiation
11This is true about post-settlement settlements:
- AIt represents a mutual improvement over a given deal that both parties find acceptable
- BIt is negotiated before the first agreement
- CIt is unilaterally decided after the agreement
- DIt is a settlement in a mediation session
12This is true about the similarity principle in negotiation:
- AIt is often part of the negotiation pregame
- BIt doesn’t work for social networks
- CIt could be said is the opposite of building rapport
- DIt doesn’t impact a negotiation at all
13This is not true about saving face:
- AIt’s a negotiator most sacred possession
- BIt means preserving one’s public image, reputation, and status
- CHelps others protect and maintain their profits
- DHelps others manage their own esteem needs
14These 2 are not true about save facing strategies:
- AApologize for something
- BSay you care about the relationship
- CAsk for feedback
- DPoint out the concessions you earned
- EFocus on the present
15These 2 are true about dealing with difficult people at the negotiation table:
- AReplace behavioral statements with dispositional
- BLabel your feelings, not people
- CChange your behaviors and feelings
- DIt is perfect okay to have venomous feelings for another person
16These 2 are not true when building, and preparing your negotiation team:
- ASelect people who have negotiation-technical-interpersonal expertise
- BOnly recruit members to cover the three expertises above
- CAssign overlapping roles
- DThe team can pursue their individual goals
17These2arenottrue about women in negotiations:
- AThe backfire effect is about revealing the gorilla in the room, and that helps women perform better
- BThe backfire effect is about men’s ability to claim a larger slice of the pie
- CThe right brain mindset is about empowering people by having them prepare their own mindsets
- DThe right brain mindset is about preparing women’s right mindset before negotiations
18This is not true about cultural differences in negotiations:
- AIndividualists accept circumstances
- BCollectivists take others into account when deciding
- CHierarchical cultures recognize tenure
- DEgalitarian cultures the merit of one’s ideas determines one’s status in an organization
19This is true about negotiating on the phone:
- AIt is to your advantage if you are in a position of power
- BEngaging in small talk is not recommended because of the risk of being misinterpreted
- CArranging for a short face-to-face meeting before the call helps
- DMultitasking while on the phone is fundamental for success
20This is not true about the kinds of reputation:
- ALair-manipulators do anything to gain advantage
- BTough-but-honest negotiator makes few concessions
- CNice and reasonable negotiators make more concessions
- DCream puff negotiators gain advantage by tricking others
21This is true about trust in negotiations:
- ADeterrence-based, knowledge-based, and value-based are the three types of trust
- BDeterrence-based trust is fairly expensive to use
- CKnowledge-based trust is known as “gentleman’s agreement”
- DValue-based trust is known as “brainstorming understanding”
22These are all true about the ICE rule:
- AOffer incentives to close the deal
- BMake the offer clear
- CGive an immediate offer
- DProvide the negotiator with tools to be more effective
23‘People’s demands may be incompatible, but their goals might be compatible or at least complementary’. Why is that important?
- Acomplementary -compatible –aligned
- Bincompatible -compatible -complementary
- Cthe same -compatible
- Dthe same -complementary
24These are all true about guided preparation:
- AUnderstand your positions
- BList all issues to be negotiated
- CKnow the importance of all issues
- DList the most desired terms for each issue
- EKnow the underlying interests for each issue
25These are all true about the ‘first offer’:
- AYou should always make it
- BNegotiators fear it because of the ‘winner’s curse’
- CNo one will accept it
- DIt represents your aspiration point
- EShould fall outside ZOPA
- FIt always has an anchoring effect
- GIt always has a chilling effect
- HIt always results in a boomerang effect
- IYou should always write your first offer down
26Skilled negotiators should speak _______ language. (Mark all that apply)
- ATough
- BComfortable
- CNice
- DUncomfortable
- EValue creation
- FValue claiming
27These are true about creating value:
- AIt is more important than claiming value
- BIt means being creative about how you ask
- CIt comes after claiming value
- DIt is independent than claiming value
- EIt comes before claiming value
28These are all true about the 4 sand traps in negotiations
- ATo prevent it, know your ZOPA
- BIt is your walk-away point
- CLeaving money on the table is one of those
- DWalking away from the table is one of those
- EAgreeing with better terms is one of those
- FThe “agreement bias” is one of those
29These are true about your walk-away point:
- AIt is the “hubris” problem
- BIt is known as the “agreement bias”
- CYou should refer to it after accepting a proposal
- DIt refers to the maximum you will accept
- EIt should always be flexible
30These are all true about your BATNA?
- AIt is the best answer to a negotiated alternative
- BYou always have one
- CIt always gives you leverage
- DIt always helps you to leverage your power
- EIt is the best alternative to a negotiated answer
31These are common recommendations about BATNAs:
- AReveal yours under special conditions
- BSpend as little time as possible researching the other party’s
- CBe prepared to engage in bid wars
- DLie about yours
32These are all true about ‘reservation price’
- AAfter you identify it, convert it to your BATNA
- BIt is the least a buyer will accept to pay
- CIt is the maximum a seller is prepared to accept
- DIt is the balance between what the buyer is willing to pay, and the seller to accept
- EIt is the monetary equivalent of your BATNA
33A homeowner’s asking price is $100,000. He is prepared to accept $80,000 -$90,000, but will sign a deal for $72,500.He has received three offers so far: $100,000; $95,000; and, $110,000. (1) What is the difference between the homeowner’s aspiration price and his reservation price? (2) What is the difference between his selling price and the average of his psychologically comfortable price zone?
- A(1) 37,500 –(2) $27,500
- B(1) $25,000 –(2) $37,500
- C(1) $27,500 –(2) $25,000
- D(1) $25,000 –(2) $15,000
34These are all true:
- AAspiration point is revealed by your opening offer
- BAspiration point is your chilling effect
- CBoomerang effect is your chilling point
- DBoomerang effect is your opening offer
- EYour first offer is supposed to be chilling
- FYour first offer is supposed to reveal your aspiration point
35These are true about the two basic kinds of negotiations:
- AKnown as single-sum and multiple-sum negotiations
- BKnown as single-issue and multiple-issue negotiations
- CThose fixed-sum are directly opposed
- DThose variable-sum are directly opposed
- EThe variable-sum are those that for one to win, the other loses
- FIn fixed-sum the ZOPA can be expanded
- GUnbundling multi-issue negotiations into single-issue negotiations, negotiators create more opportunities for win-win trade-offs.
36These are true about win-win questions:
- AMust satisfy all “triple I” principles
- BElicit information about untruthful statements
- CElicit information about underlying demands
- DDo not give other parties an incentive to lie
- EDon’t allow the other party to confirm or refute
37These are all still true about revealing interests:
- ANegotiators should maintain poker faces at all times
- BThe reciprocity principle is a reason for doing so
- CDirect disclosure is one method of doing it
- DSubtle signaling is one method of doing it
- ENever be the first to do it
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- Quiz on Negotiations Exa Prep Multiple Choice, created by Amber Lizama on 20/11/2019.
- Author
- Amber Lizama
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- English
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- Created on 20 Nov 2019 · updated on 20 Nov 2019
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