The First Examination
Please type or print clearly
INSTRUCTIONS: Answer directly on these sheets. To answer the questions, circle the letter of the correct answer. Complete the top portion of this page and return it with the completed test. Make sure to keep a copy of your completed examination far your records. No photocopies will be graded.
1. We all negotiate as part of:
(a) an elitist activity.
(b) our jobs.
(c) our daily lives.
(d) social activities.
2. Positive results are achieved by using negotiation when:
(a) one side completely destroys the other side.
(b) one side feels that it has been as successful as possible.
(c) one side involves those who will be affected by the outcome in the negotiation.
(d) neither side wins.
3. Regardless of individual objectives:
(a) the student who masters the four basic elements of negotiation will win more negotiations.
(b) the student who masters the four basic elements of negotiation will negotiate with more confidence.
(c) lack of methodical personal preparation is a guarantee of failure at negotiations.
(d) the better the student understands and practices the four basic elements of negotiation the more skilled he or she will become.
4. The first step in the negotiation process is:
(a) locating a site for the session.
(b) making an agenda.
(c) doing primary research.
(d) identifying the issues.
5. An inaccurate view of negotiation issues:
(a) is rarely possible since both sides are dealing with the same situation.
(b) prevents an objective analysis of the situation.
(c) prevents formulating sound assumptions.
(d) is a problem that is inherent in the negotiation process.
6. The process by which a situational difference is broken into logical elements, each is studied objectively, and data are then reassembled is called:
(a) negotiation analysis.
(b) systematic analysis.
(c) deconstructive analysis.
(d) elemental analysis.
7. The negotiator who lacks experience may think the negotiation objective can be identified:
(a) before the negotiation.
(b) early in the negotiation.
(c) late in the negotiation.
(d) after the negotiation.
8. The most important determinant of bargaining strength is:
(a) availability of expert assistance.
(b) availability of negotiable issues.
(c) time to prepare a negotiation position.
(d) time to reach an agreement.
9. During the preliminary stages of the negotiation process, the principal activity is:
(a) doing secondary research.
(b) analyzing the opponent’s position.
(c) revising and reassessing the facts.
(d) conceding to the opponent’s wishes.
10. If the negotiator receives unsolicited information about the other side during prenegotiation planning, he or she should:
(a) disregard it as an attempt to mislead.
(b) consider the information in light of other data.
(c) rely on the information because it was an indiscretion by the opponent
(d) ask the opponent if the information is true.
11. One of the major reasons for failure in negotiations is:
(a) being combative.
(b) not using a team.
(c) inadequate preparation.
(d) lack of self confidence.
12. One of the major problems that often arises during the preparation phase of negotiation is not:
(a) assembling data.
(b) discussing pros and cons with the opposition.
(c) establishing a position of leadership.
(d) selecting the negotiation team.
13. Additional data may be needed to:
(a) develop a negotiating position.
(b) test the validity of assumptions.
(c) test the degree of bargaining strength.
(d) develop a winning position.
14. Assembling data is necessary because then you can:
(a) better understand and practice negotiation.
(b) revise your understanding of the facts and inject new data.
(c) assume the role of leader in the negotiations.
(d) all the above.
15. Because of their type of work, accountants, engineers, or lawyers are valued resources for required data, but this can be a challenge for the negotiator when:
(a) assembling the data.
(b) backing up the points in the presentation.
(c) testing the validity of assumptions.
(d) making outright concessions to the opponents.
16. In a team meeting, failure to communicate one’s thoughts about the positions put forward and appearing to agree with the rest of the team to achieve consensus can cause the group to:
(a) act on false data.
(b) act in harmony.
(c) be comfortable with its position.
(d) look for a scapegoat if the consensus produces unsatisfactory results.
17. During negotiations, backup members of a negotiating team should:
(a) be vigilant to prevent compromise.
(b) intervene directly if necessary.
(c) keep their views to themselves.
(d) be open about team disagreements.
18. Preparing for negotiation often requires consulting with experts. When the negotiator encounters one expert with an opinion on the subject different from that of other experts, the negotiator should:
(a) ridicule the dissenter, causing him or her to revise the opinion.
(b) accept the different opinion without question.
(c) reserve any decision until all opinions have been thoroughly evaluated.
(d) research the point and become an expert.
19. One method of resolving conflicts is forcing. Blake and Mouton use this term to mean:
(a) refusing to consider another’s position.
(b) imposing one position over the objections of another.
(c) demanding complete acceptance of your own position.
(d) pressing your own position at the expense of another.
20. Team Leaders must ensure cooperation through:
(a) asking for advice.
(b) being direct.
(c) ignoring unrealistic ideas.
(d) all of the above.
21. In preparing for negotiations, negotiators should always:
(a) decide how long they will negotiate.
(b) prepare to negotiate issues they alone have selected.
(c) prepare a list of issues and ways to avoid them.
(d) prepare a list of issues and ways to resolve them.
22. Prior to negotiations, negotiators should reveal to in-house personnel:
(a) the full negotiation plan.
(b) an overview of the plan.
(c) only selected details of the plan.
(d) none of the above.
23. Effective and appropriate strategy and tactics assist negotiators in:
(a) getting what they want.
(b) achieving leadership.
(c) convincing the other side that their resolution of the problem is most favorable for all concerned.
(d) getting the best of their opponents.
24. An apparent strategy must be supported by effective:
(a) opinions.
(b) bargaining positions.
(c) game plans.
(d) tactics.
25. Strategy and tactics differ in that:
(a) strategy is less important than tactics.
(b) tactics are less important than strategy.
(c) strategy is used to implement tactics.
(d) strategy is broader in scope than tactics.
26. The worth of successfully completing a negotiation should, in this context, be equated with the:
(a) cost.
(b) value.
(c) need.
(d) effort.
27. The negotiator who usually wins is:
(a) mentally prepared to win.
(b) in the stronger position going in.
(c) more aggressive.
(d) on home ground.
28. The data necessary for preparing a negotiation position are obtained from which kinds of sources?
(a) Factual and selected opinions
(b) Primary and practical
(c) Primary and secondary
(d) All of the above
29. Being aware of the psychological overtones present in negotiations is important because:
(a) this will enhance negotiating ability.
(b) interaction with others takes place on a personalized basis.
(c) a person’s mental processes relate to his or her psyche.
(d) psychology involves indirect approaches to achieve one’s goals.
30. Negotiators should examine their own behavior patterns as closely as those of their opponents because they must:
(a) realize that they aren’t perfect.
(b) organize their tactics accordingly.
(c) adapt to their opponents’ patterns.
(d) recognize their own prejudices and biases.
31. A series of learned responses to various situations over a period of years form people’s basic:
(a) opinions.
(b) emotions.
(c) temperaments.
(d) attitudes.
32. Negative reactions and rejection of desired position is brought on by:
(a) probing questions
(b) dictating
(c) silence
(d) poor timing
33. Effective negotiation is influenced by:
(a) emotions.
(b) attitudes.
(c) opinions.
(d) all the above.
34. To maintain control during negotiations, it is important to:
(a) score every point.
(b) show partiality.
(c) let the opponents score a few points.
(d) stick to the prepared plan.
35. Negotiators will attempt to score points with:
(a) distractions.
(b) abuse.
(c) foreign expressions.
(d) talking among themselves.
36. Domination, as a passive technique, means:
(a) bullying opponents before making them surrender.
(b) making opponents suffer, then giving in to them.
(c) making opponents give a little before granting concessions.
(d) granting concessions and trying to win the point.
37. If a “final” offer is not acceptable and opponents show signs of impatience, an effective tactic would be to:
(a) remain silent.
(b) make a counteroffer.
(c) refuse to accept the offer.
(d) none of the above.
38. The best defense against the technique of silence is to:
(a) concede the point.
(b) insist on specific data.
(c) employ an active technique.
(d) wait out the silence.
39. Which of the following is not an example of active negotiation?
(a) “I’v’e got to get a package out in 30 minutes.”
(b) “Your point is well taken, but store policy is no returns after two weeks.”
(c) “It’s raining outside. We should reschedule the kite flying contest.”
(d) “Your car won’t be ready until tomorrow. We’ll either drive you home and deliver your car or give you a loaner.”
40. Active techniques require:
(a) preplanning and asking controversial questions.
(b) a sense of timing plus understanding the psychology of negotiation.
(c) practice of domination.
(d) a quick mind and understanding the opponents’ minds.
41. If it becomes obvious that the other side is in no hurry to negotiate, which of the following alternatives is best to follow?
(a) The walkout
(b) Complaining to your next higher level of authority
(c) Remaining calm, self-confident, and in control
(d) Stating that unless negotiations are completed within a given time, you are not interested in the transaction
42. Questions are a valuable tool in negotiations if they are:
(a) answerable by “yes” or “no.”
(b) clearly worded.
(c) garbled.
(d) accusatory.
43. During the final period of negotiation, avoid:
(a) bargaining.
(b) questions.
(c) new issues.
(d) all the above.
44. The effectiveness of a negotiator’s opening statement __________initial control of the session.
(a) can win or lose
(b) has no effect on
(c) rarely influences
(d) shows who has
45. Appropriate in both formal and informal negotiation is:
(a) an aggressive opening statement.
(b) a recess.
(c) an agenda.
(d) a written agreement.
46. If, during negotiation, it becomes apparent that each side views the same issue differently, the effective negotiator will present:
(a) his or her position first and the opponent’s last.
(b) the opponent’s first and his or her position last.
(c) the opponent’s position, an alternative position, and his or her position last.
(d) only his or her position with no reference to the opponent’s position.
47. Tying controversial issues to issues on which agreement can easily be reached improves the likelihood of:
(a) controversy.
(b) agreement.
(c) opposition.
(d) disagreement.
48. During the negotiation session, the experts on one side get into a side discussion with their opposing counterparts, and the discussion becomes very intense. The most effective way to deal with this situation is to:
(a) ignore the discussion.
(b) tell them all to be quiet.
(c) call a recess.
(d) ask one of the experts the reason for this discussion.
49. To secure agreement on the issue being negotiated, the stronger party:
(a) must conceal its strength.
(b) must sacrifice legitimate objectives.
(c) should refuse to compromise.
(d) may make small concessions.
50. A written record of the negotiations should be retained for the life of the agreement because:
(a) this is necessary to make the agreement legal.
(b) it will ensure that both sides fully understand all the points that have been agreed upon.
(c) it will ensure that negotiations will not have to be reopened.