©SIRJOEL EXAM SOLUTIONS
10/10/2024 11:44 AM
SSN301 Exam Questions With Correct
Answers
C - answer✔Negotiation is fundamentally a skill involving analysis and _____________ that
everyone can
learn.
A) preparation
B) cooperation
C) communication
D) process
E) innovation
d - answer✔At the top of the best practice list for every negotiator is
A) managing coalitions.
B) diagnosing the structure of the negotiation.
C) remembering the intangibles.
D) preparation.
E) protecting your reputation.
e - answer✔Negotiators should make a conscious decision about whether they are facing a
fundamentally
distributive negotiation, an integrative negotiation, or a
A) combative negotiation.
B) group negotiation.
C) cooperative negotiation.
D) creative negotiation.
, ©SIRJOEL EXAM SOLUTIONS
10/10/2024 11:44 AM
E) a blend of both distributive and integrative negotiation.
b - answer✔The goal of most negotiations is achieving which of the following?
A) A final settlement
B) A valued outcome
C) An agreement per se
D) A value claiming goal
E) A value creating goal
c - answer✔Excellent negotiators understand that negotiation embodies a set of
A) values.
B) alternatives.
C) paradoxes.
D) BATNAs.
E) principles.
e - answer✔Research suggests that too much knowledge about the other party's needs can lead to
a
A) quick and positive outcome.
B) dilemma of honesty.
C) negative effect on your reputation.
D) groundwork for agreement.
E) suboptimal negotiation outcome.
d - answer✔Negotiators need to be reminded that certain factors influence their own behavior.
What are those
factors?
A) strengths
B) tangibles
C) weaknesses
, ©SIRJOEL EXAM SOLUTIONS
10/10/2024 11:44 AM
D) intangibles
E) negotiables
a - answer✔Getting the other party to reveal why he or she is sticking so strongly to a given
point is an
example of which of the following practices?
A) Remember the intangibles
B) Actively manage coalitions
C) Savor and protect your reputation
D) Remember that rationality and fairness is relative
E) Master the key paradoxes
D - answer✔Thomas proposed that what two personality dimensions can represent the levels of
concern underlying the five conflict management styles?
A) the degree of assertiveness and the degree of competitiveness
B) the degree of aggressiveness and the degree of competitiveness
C) the degree of aggressiveness and the degree of cooperativeness
D) the degree of assertiveness and the degree of cooperativeness
E) None of the above state Thomas' two personality dimensions.
B - answer✔As identified by Thomas' research, the accommodating style is
A) high on assertiveness and low on cooperativeness.
B) low on assertiveness and high on cooperativeness.
C) high on assertiveness and high on cooperativeness.
D) low on assertiveness and low on cooperativeness.
E) None of the above describes the accommodating style.
E - answer✔Pro-socials
A) have a preference for outcomes that benefit both self and others with whom they are
interdependent.
, ©SIRJOEL EXAM SOLUTIONS
10/10/2024 11:44 AM
B) are more oriented toward problem solving.
C) achieve more integrative outcomes than pro-self negotiators
D) are more oriented toward reciprocal cooperation.
E) All of the above
D - answer✔Self-efficacy
A) is a perception of the extent to which external circumstances control the negotiation.
B) refers to the extent to which people perceive that they have control over events which occur.
C) is the negotiator's capacity to understand the other party's point of view during a negotiation.
D) is considered to be a judgment about one's ability to behave effectively in a given situation.
E) None of the above describes self-efficacy.
B - answer✔The extent to which people perceive that they have control over events that occur is
called
A) self monitoring.
B) locus of control.
C) Machiavellianism.
D) the negotiator's degree of assertiveness.
E) None of the above describes the extent to which people perceive that they have control over
events that occur.
A - answer✔Self-monitoring
A) refers to the extent to which people are responsive to the social cues that come from the
social environment.
B) refers to the extent to which people perceive that they have control over events which occur.
C) is considered to be a judgment about one's ability to behave effectively in a given situation.
D) is the negotiator's capacity to understand the other party's point of view during a negotiation.
E) None of the above describes self monitoring.
E - answer✔In experiments by Christie and Geis, high Machs
10/10/2024 11:44 AM
SSN301 Exam Questions With Correct
Answers
C - answer✔Negotiation is fundamentally a skill involving analysis and _____________ that
everyone can
learn.
A) preparation
B) cooperation
C) communication
D) process
E) innovation
d - answer✔At the top of the best practice list for every negotiator is
A) managing coalitions.
B) diagnosing the structure of the negotiation.
C) remembering the intangibles.
D) preparation.
E) protecting your reputation.
e - answer✔Negotiators should make a conscious decision about whether they are facing a
fundamentally
distributive negotiation, an integrative negotiation, or a
A) combative negotiation.
B) group negotiation.
C) cooperative negotiation.
D) creative negotiation.
, ©SIRJOEL EXAM SOLUTIONS
10/10/2024 11:44 AM
E) a blend of both distributive and integrative negotiation.
b - answer✔The goal of most negotiations is achieving which of the following?
A) A final settlement
B) A valued outcome
C) An agreement per se
D) A value claiming goal
E) A value creating goal
c - answer✔Excellent negotiators understand that negotiation embodies a set of
A) values.
B) alternatives.
C) paradoxes.
D) BATNAs.
E) principles.
e - answer✔Research suggests that too much knowledge about the other party's needs can lead to
a
A) quick and positive outcome.
B) dilemma of honesty.
C) negative effect on your reputation.
D) groundwork for agreement.
E) suboptimal negotiation outcome.
d - answer✔Negotiators need to be reminded that certain factors influence their own behavior.
What are those
factors?
A) strengths
B) tangibles
C) weaknesses
, ©SIRJOEL EXAM SOLUTIONS
10/10/2024 11:44 AM
D) intangibles
E) negotiables
a - answer✔Getting the other party to reveal why he or she is sticking so strongly to a given
point is an
example of which of the following practices?
A) Remember the intangibles
B) Actively manage coalitions
C) Savor and protect your reputation
D) Remember that rationality and fairness is relative
E) Master the key paradoxes
D - answer✔Thomas proposed that what two personality dimensions can represent the levels of
concern underlying the five conflict management styles?
A) the degree of assertiveness and the degree of competitiveness
B) the degree of aggressiveness and the degree of competitiveness
C) the degree of aggressiveness and the degree of cooperativeness
D) the degree of assertiveness and the degree of cooperativeness
E) None of the above state Thomas' two personality dimensions.
B - answer✔As identified by Thomas' research, the accommodating style is
A) high on assertiveness and low on cooperativeness.
B) low on assertiveness and high on cooperativeness.
C) high on assertiveness and high on cooperativeness.
D) low on assertiveness and low on cooperativeness.
E) None of the above describes the accommodating style.
E - answer✔Pro-socials
A) have a preference for outcomes that benefit both self and others with whom they are
interdependent.
, ©SIRJOEL EXAM SOLUTIONS
10/10/2024 11:44 AM
B) are more oriented toward problem solving.
C) achieve more integrative outcomes than pro-self negotiators
D) are more oriented toward reciprocal cooperation.
E) All of the above
D - answer✔Self-efficacy
A) is a perception of the extent to which external circumstances control the negotiation.
B) refers to the extent to which people perceive that they have control over events which occur.
C) is the negotiator's capacity to understand the other party's point of view during a negotiation.
D) is considered to be a judgment about one's ability to behave effectively in a given situation.
E) None of the above describes self-efficacy.
B - answer✔The extent to which people perceive that they have control over events that occur is
called
A) self monitoring.
B) locus of control.
C) Machiavellianism.
D) the negotiator's degree of assertiveness.
E) None of the above describes the extent to which people perceive that they have control over
events that occur.
A - answer✔Self-monitoring
A) refers to the extent to which people are responsive to the social cues that come from the
social environment.
B) refers to the extent to which people perceive that they have control over events which occur.
C) is considered to be a judgment about one's ability to behave effectively in a given situation.
D) is the negotiator's capacity to understand the other party's point of view during a negotiation.
E) None of the above describes self monitoring.
E - answer✔In experiments by Christie and Geis, high Machs
