Negotiations for Managers
Amberton University
Exam 1
Lewicki, Barry, and Saunders 6e
Chapters 1- 4
(1 – 50 are worth 1.2 points a piece)
1. Which is not a characteristic of a negotiation or bargaining situation? A) conflict between parties B) two or more parties involved C) an established set of rules D) a voluntary process E) None of the above is a characteristic of a negotiation.
2. Which of the following is not an intangible factor in a negotiation? A) the need to look good B) final agreed price on a contract C) the desire to book more business D) fear of setting a precedent E) All of the above are intangible factors.
3. Interdependent parties’ relationships are characterized by A) interlocking goals. B) solitary decision making. C) established procedures. D) rigid structures. E) Interdependent relationships are characterized by all of the above.
4. Satisfaction with a negotiation is determined by A) the process through which an agreement is reached and the dollar value of concessions made by each party. B) the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators. C) the process through which an agreement is reached and by the actual outcome obtained by the negotiation. D) the total dollar value of concessions made by each party. E) Satisfaction with a negotiation is determined by none of the above.
5. Which of the following statements about conflict is true? A) Conflict is the result of tangible factors. B) Conflict can occur when two parties are working toward the same goal and generally want the same outcome. C) Conflict only occurs when both parties want a very different settlement. D) Conflict has a minimal effect on interdependent relationships. E) All of the above statements about conflict are true.
6. Which of the following contribute to conflict's destructive image? A) increased communication B) misperception and
Exam 1
Lewicki, Barry, and Saunders 6e
Chapters 1- 4
(1 – 50 are worth 1.2 points a piece)
1. Which is not a characteristic of a negotiation or bargaining situation? A) conflict between parties B) two or more parties involved C) an established set of rules D) a voluntary process E) None of the above is a characteristic of a negotiation.
2. Which of the following is not an intangible factor in a negotiation? A) the need to look good B) final agreed price on a contract C) the desire to book more business D) fear of setting a precedent E) All of the above are intangible factors.
3. Interdependent parties’ relationships are characterized by A) interlocking goals. B) solitary decision making. C) established procedures. D) rigid structures. E) Interdependent relationships are characterized by all of the above.
4. Satisfaction with a negotiation is determined by A) the process through which an agreement is reached and the dollar value of concessions made by each party. B) the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators. C) the process through which an agreement is reached and by the actual outcome obtained by the negotiation. D) the total dollar value of concessions made by each party. E) Satisfaction with a negotiation is determined by none of the above.
5. Which of the following statements about conflict is true? A) Conflict is the result of tangible factors. B) Conflict can occur when two parties are working toward the same goal and generally want the same outcome. C) Conflict only occurs when both parties want a very different settlement. D) Conflict has a minimal effect on interdependent relationships. E) All of the above statements about conflict are true.
6. Which of the following contribute to conflict's destructive image? A) increased communication B) misperception and