Chapter 1 The Nature of Negotiation: What it is and Why it Matters
Multiple Choice
1. Negotiation is considered a social process in which:
A. Independent parties are required to communicate to resolve their individual issues.
B. Interdependent people with mutual interests interact to achieve their desired
outcomes.
C. Interdependent people with conflicting interests interact to achieve their desired
outcomes.
D. Desired outcomes are best achieved face to face.
ANS: (C)
2. Recent evidence suggests that negotiations should be conducted _______________ in order to
find the best solutions for everyone involved.
A. By professional, third-party negotiators.
B. In one sitting.
C. Competitively.
D. Collaboratively.
ANS: (D)
,3. Due to advances in technology and changes in the workplace, negotiation is becoming:
A. Increasingly computer-driven.
B. An increasingly important skill for people to hone.
C. Less relationship-oriented.
D. More confrontational.
ANS: (B)
4. The Dual Concerns Model of negotiation offers ________ different approaches for handling
conflict.
A. Two.
B. Three.
C. Four.
D. Five.
ANS: (D)
5. Which of the following is a ‘lose-win’ negotiation strategy?
A. Competitive.
B. Accommodation.
C. Avoidance.
D. Collaboration.
ANS: (B)
,6. The two dominant strategies of the Dual Concerns Model are:
A. Competitive and integrative.
B. Integrative and interest-based.
C. Principled and win-win.
D. Integrative and collaborative.
ANS: (A)
7. The strategy of an integrative approach to negotiation involves:
A. Winning at any cost.
B. Competing.
C. Creating value.
D. Limiting resources.
ANS: (C)
8. Creating value is best described as:
A. Attaching substantial importance to both the relationship and the substantive terms
of the outcome for both parties.
B. Attaching substantial importance to the relationship but not to the substantive
terms of the outcome for both parties.
, C. Attaching substantial importance to the substantive terms of the outcome for both
parties but not to the relationship.
D. Attaching substantial importance to your own terms and outcome.
ANS: (A)
9. The idea behind ‘creating value” is to allow both negotiating parties to:
A. Maximize outcomes.
B. Save face.
C. Benefit from the negotiation.
D. Avoid conflict.
ANS: (C)
10. The situational characteristics that determine which negotiating strategy is most
appropriate are:
A. Goals, resources, and the level of the relationship and trust.
B. Goals, resources, and the level of negotiating sophistication of each party.
C. Goals, resources, and the level of competitiveness.
D. Goals, resources, and the level of collaboration.
ANS: (A)
11. Negotiations are generally:
Multiple Choice
1. Negotiation is considered a social process in which:
A. Independent parties are required to communicate to resolve their individual issues.
B. Interdependent people with mutual interests interact to achieve their desired
outcomes.
C. Interdependent people with conflicting interests interact to achieve their desired
outcomes.
D. Desired outcomes are best achieved face to face.
ANS: (C)
2. Recent evidence suggests that negotiations should be conducted _______________ in order to
find the best solutions for everyone involved.
A. By professional, third-party negotiators.
B. In one sitting.
C. Competitively.
D. Collaboratively.
ANS: (D)
,3. Due to advances in technology and changes in the workplace, negotiation is becoming:
A. Increasingly computer-driven.
B. An increasingly important skill for people to hone.
C. Less relationship-oriented.
D. More confrontational.
ANS: (B)
4. The Dual Concerns Model of negotiation offers ________ different approaches for handling
conflict.
A. Two.
B. Three.
C. Four.
D. Five.
ANS: (D)
5. Which of the following is a ‘lose-win’ negotiation strategy?
A. Competitive.
B. Accommodation.
C. Avoidance.
D. Collaboration.
ANS: (B)
,6. The two dominant strategies of the Dual Concerns Model are:
A. Competitive and integrative.
B. Integrative and interest-based.
C. Principled and win-win.
D. Integrative and collaborative.
ANS: (A)
7. The strategy of an integrative approach to negotiation involves:
A. Winning at any cost.
B. Competing.
C. Creating value.
D. Limiting resources.
ANS: (C)
8. Creating value is best described as:
A. Attaching substantial importance to both the relationship and the substantive terms
of the outcome for both parties.
B. Attaching substantial importance to the relationship but not to the substantive
terms of the outcome for both parties.
, C. Attaching substantial importance to the substantive terms of the outcome for both
parties but not to the relationship.
D. Attaching substantial importance to your own terms and outcome.
ANS: (A)
9. The idea behind ‘creating value” is to allow both negotiating parties to:
A. Maximize outcomes.
B. Save face.
C. Benefit from the negotiation.
D. Avoid conflict.
ANS: (C)
10. The situational characteristics that determine which negotiating strategy is most
appropriate are:
A. Goals, resources, and the level of the relationship and trust.
B. Goals, resources, and the level of negotiating sophistication of each party.
C. Goals, resources, and the level of competitiveness.
D. Goals, resources, and the level of collaboration.
ANS: (A)
11. Negotiations are generally:
