SCM 451 QUIZ 1 CH 1& 4 EXAM 27 QUESTIONS
WITH VERIFIED ANSWERS
contending, competing, dominating - CORRECT ANSWER Threats, punishment,
intimidation, and unilateral action are consistent with a ________ strategy for
conflict management.
negotiate, negotiating, negotiation - CORRECT ANSWER The term ________ refers
to win-win situations such as those that occur when parties are trying to find a
mutually acceptable solution to a complex conflict.
b) an established set of rules - CORRECT ANSWER Which is not a characteristic of
all negotiation situations?
A) a voluntary process
b) an established set of rules
C) two or more parties involved
D) conflict between parties
distributive - CORRECT ANSWER When negotiators employ win-lose strategies and
tactics in a zero-sum situation, this approach to negation is called ________
bargaining.
integrative - CORRECT ANSWER In non-zero-sum, or mutual gains situations,
negotiators should employ win-win strategies and tactics. This approach to
negotiation is called ________ negotiation.
, an established set of rules - CORRECT ANSWER Which is not a characteristic of all
negotiation situations?
conflict between parties
two or more parties involved
an established set of rules
a voluntary process
bargaining - CORRECT ANSWER The term ________ is used to describe the
competitive, win-lose situations such as haggling over price that happens at a yard
sale, flea market, or used car lot.
trust - CORRECT ANSWER Two of the dilemmas in mutual adjustment that all
negotiators face are the dilemma of honesty and the dilemma of ________.
True - CORRECT ANSWER Remember that every possible interdependency has an
alternative; negotiators can always say "no" and walk away. T/F
BATNA - CORRECT ANSWER Whether you should or should not agree on
something in a negotiation depends entirely upon the attractiveness to you of the
best available alternative. The acronym for this alternative is ________.
False - CORRECT ANSWER When deciding how to use concessions, negotiators
may face the dilemma of honesty - how much they should believe what the other
party tells them.
WITH VERIFIED ANSWERS
contending, competing, dominating - CORRECT ANSWER Threats, punishment,
intimidation, and unilateral action are consistent with a ________ strategy for
conflict management.
negotiate, negotiating, negotiation - CORRECT ANSWER The term ________ refers
to win-win situations such as those that occur when parties are trying to find a
mutually acceptable solution to a complex conflict.
b) an established set of rules - CORRECT ANSWER Which is not a characteristic of
all negotiation situations?
A) a voluntary process
b) an established set of rules
C) two or more parties involved
D) conflict between parties
distributive - CORRECT ANSWER When negotiators employ win-lose strategies and
tactics in a zero-sum situation, this approach to negation is called ________
bargaining.
integrative - CORRECT ANSWER In non-zero-sum, or mutual gains situations,
negotiators should employ win-win strategies and tactics. This approach to
negotiation is called ________ negotiation.
, an established set of rules - CORRECT ANSWER Which is not a characteristic of all
negotiation situations?
conflict between parties
two or more parties involved
an established set of rules
a voluntary process
bargaining - CORRECT ANSWER The term ________ is used to describe the
competitive, win-lose situations such as haggling over price that happens at a yard
sale, flea market, or used car lot.
trust - CORRECT ANSWER Two of the dilemmas in mutual adjustment that all
negotiators face are the dilemma of honesty and the dilemma of ________.
True - CORRECT ANSWER Remember that every possible interdependency has an
alternative; negotiators can always say "no" and walk away. T/F
BATNA - CORRECT ANSWER Whether you should or should not agree on
something in a negotiation depends entirely upon the attractiveness to you of the
best available alternative. The acronym for this alternative is ________.
False - CORRECT ANSWER When deciding how to use concessions, negotiators
may face the dilemma of honesty - how much they should believe what the other
party tells them.
