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Exam style MCQs Actual Exam Newest 2026-2027 /
Exam style MCQs Practice Exam / Exam style MCQs
separation With 250 Questions And Correct Answers |
Already Graded A+
How do interpersonal relationships influence negotiation expectations? -
ANSWER-Negotiators expect more generous offers from close
relationships; unmet expectations can lead to negative emotions.
What are the three patterns that emerge in negotiations? - ANSWER-
Opening up, working together, and haggling.
How do friends negotiate differently than strangers? - ANSWER-Friends
are less competitive, exchange more information, and are more generous
with concessions.
What is the similarity-attraction effect? - ANSWER-The tendency for
negotiators to connect more easily with people they know and like.
What is the propinquity effect? - ANSWER-The likelihood of
developing a relationship due to physical or functional proximity.
What is functional distance? - ANSWER-The likelihood of contact
between people based on location or architecture.
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What is the reciprocity principle in negotiation? - ANSWER-The
obligation to return in kind what others have offered or given.
What psychological strategies can build trust in negotiation? -
ANSWER-Schmoozing, flattery, mimicry, and mirroring.
What are the components of an effective apology in negotiation? -
ANSWER-Acknowledgment of wrongdoing, expression of regret, and
commitment to change.
What is the Buyback Simulation in negotiation? - ANSWER-An
exercise involving a buyer and seller to practice negotiation skills with
specific instructions and time limits.
What is the difference between power and status in negotiation? -
ANSWER-Status is the social position or rank assigned by others, while
power is the potential to influence others or events.
What are the two types of power discussed in negotiation? - ANSWER-
Potential power and perceived power.
What is potential power in negotiation? - ANSWER-The underlying
capacity of negotiators to obtain benefits from an agreement, influenced
by the counterparty's dependence.
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What does perceived power refer to? - ANSWER-A negotiator's
assessment of each party's potential power, which may not align with
reality.
What are power tactics? - ANSWER-Behaviors designed to use or
change the power relationship in negotiation.
What is realized power? - ANSWER-The extent to which negotiators
claim benefits from an interaction.
What are the sources of power in negotiation? - ANSWER-Legitimate,
reward, coercive, referent, and expert power.
How does having a strong BATNA affect a negotiator's power? -
ANSWER-A strong BATNA enhances a negotiator's power and ability
to negotiate effectively.
What should negotiators do to improve their BATNAs? - ANSWER-
Keep options open, signal their BATNA without revealing it, and
research the other party's BATNA.
What is the impact of powerlessness on negotiation offers? - ANSWER-
Negotiators with weak alternatives may anchor their first offer lower,
while those without alternatives may make higher offers.
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What ethical issues can arise in negotiation? - ANSWER-Negotiation
can create incentives to violate ethical standards, influenced by cultural
and interpersonal norms.
What are examples of ethically questionable behaviors in negotiation? -
ANSWER-Traditional competitive bargaining, attacking an opponent's
network, making false promises, and misrepresentation.
What is the difference between lying by commission and omission? -
ANSWER-Lying by commission involves actively lying, while omission
involves withholding information, which may not be seen as unethical.
What are some common reasons negotiators lie? - ANSWER-To falsify
positions, interests, priorities, BATNAs, reservation prices, and key
facts.
What situational factors can lead to deception in negotiation? -
ANSWER-Lure of temptation, uncertainty, powerlessness, and
anonymity of victims.
What is bad faith bargaining? - ANSWER-Making offers and then
retracting them or failing to follow through.
Exam style MCQs Actual Exam Newest 2026-2027 /
Exam style MCQs Practice Exam / Exam style MCQs
separation With 250 Questions And Correct Answers |
Already Graded A+
How do interpersonal relationships influence negotiation expectations? -
ANSWER-Negotiators expect more generous offers from close
relationships; unmet expectations can lead to negative emotions.
What are the three patterns that emerge in negotiations? - ANSWER-
Opening up, working together, and haggling.
How do friends negotiate differently than strangers? - ANSWER-Friends
are less competitive, exchange more information, and are more generous
with concessions.
What is the similarity-attraction effect? - ANSWER-The tendency for
negotiators to connect more easily with people they know and like.
What is the propinquity effect? - ANSWER-The likelihood of
developing a relationship due to physical or functional proximity.
What is functional distance? - ANSWER-The likelihood of contact
between people based on location or architecture.
,2|Page
What is the reciprocity principle in negotiation? - ANSWER-The
obligation to return in kind what others have offered or given.
What psychological strategies can build trust in negotiation? -
ANSWER-Schmoozing, flattery, mimicry, and mirroring.
What are the components of an effective apology in negotiation? -
ANSWER-Acknowledgment of wrongdoing, expression of regret, and
commitment to change.
What is the Buyback Simulation in negotiation? - ANSWER-An
exercise involving a buyer and seller to practice negotiation skills with
specific instructions and time limits.
What is the difference between power and status in negotiation? -
ANSWER-Status is the social position or rank assigned by others, while
power is the potential to influence others or events.
What are the two types of power discussed in negotiation? - ANSWER-
Potential power and perceived power.
What is potential power in negotiation? - ANSWER-The underlying
capacity of negotiators to obtain benefits from an agreement, influenced
by the counterparty's dependence.
,3|Page
What does perceived power refer to? - ANSWER-A negotiator's
assessment of each party's potential power, which may not align with
reality.
What are power tactics? - ANSWER-Behaviors designed to use or
change the power relationship in negotiation.
What is realized power? - ANSWER-The extent to which negotiators
claim benefits from an interaction.
What are the sources of power in negotiation? - ANSWER-Legitimate,
reward, coercive, referent, and expert power.
How does having a strong BATNA affect a negotiator's power? -
ANSWER-A strong BATNA enhances a negotiator's power and ability
to negotiate effectively.
What should negotiators do to improve their BATNAs? - ANSWER-
Keep options open, signal their BATNA without revealing it, and
research the other party's BATNA.
What is the impact of powerlessness on negotiation offers? - ANSWER-
Negotiators with weak alternatives may anchor their first offer lower,
while those without alternatives may make higher offers.
, 4|Page
What ethical issues can arise in negotiation? - ANSWER-Negotiation
can create incentives to violate ethical standards, influenced by cultural
and interpersonal norms.
What are examples of ethically questionable behaviors in negotiation? -
ANSWER-Traditional competitive bargaining, attacking an opponent's
network, making false promises, and misrepresentation.
What is the difference between lying by commission and omission? -
ANSWER-Lying by commission involves actively lying, while omission
involves withholding information, which may not be seen as unethical.
What are some common reasons negotiators lie? - ANSWER-To falsify
positions, interests, priorities, BATNAs, reservation prices, and key
facts.
What situational factors can lead to deception in negotiation? -
ANSWER-Lure of temptation, uncertainty, powerlessness, and
anonymity of victims.
What is bad faith bargaining? - ANSWER-Making offers and then
retracting them or failing to follow through.
