SSN 301 Test Questions Answered Correctly Latest Version 2025
To most people the words "bargaining" and "negotiation" are
A) mutually exclusive.
B) interchangeable.
C) not related.
D) interdependent.
E) None of the above.
Answer: - Answers B
Tangible factors
A) include the price and terms of agreement.
B) are psychological motivations that influence the negotiations.
C) include the need to look good in negotiations.
D) cannot be measured in quantifiable terms.
E) None of the above statements describe tangible factors. Answer: - Answers A
BATNA stands for
A) best alternative to a negotiated agreement.
B) best assignment to a negotiated agreement.
C) best alternative to a negative agreement.
D) best alternative to a negative assignment.
E) BATNA stands for none of the above. - Answers A
41. What are the two dilemmas of negotiation?
A) the dilemma of cost and the dilemma of profit margin
B) the dilemma of honesty and the dilemma of profit margin
C) the dilemma of trust and the dilemma of cost
D) the dilemma of honesty and the dilemma of trust
,E) None of the above. - Answers D
41. 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. - Answers C
41. In intragroup conflict,
A) sources of conflict can include ideas, thoughts, emotions, values, predispositions, or drives that are in
conflict with each other.
B) conflict occurs between individual people.
C) conflict affects the ability of the group to resolve differences and continue to achieve its goals
effectively.
D) conflict is quite intricate because of the large number of people involved and possible interactions
between them.
E) None of the above describes intragroup conflict. - Answers C
41. Negotiators pursuing the yielding strategy
A) show little interest or concern in whether they attain their own outcomes, but are quite interested in
whether the other party attains his or her outcomes.
B) pursue their own outcome strongly and shows little concern for whether the other party obtains his
or her desired outcome.
C) shows little interest or concern in whether they attain their own outcomes, and does not show much
concern about whether the other party obtains his or her outcomes.
D) show high concern for attaining their own outcomes and high concern for whether the other attains
his or her outcomes.
E) Negotiators pursuing the yielding strategy demonstrate none of the above behaviors. - Answers A
,41. Parties pursuing one of the following strategies show little interest or concern in whether they attain
their own outcomes, and do not show much concern about whether the other party obtains his or her
outcomes. Which of the ones listed below?
A) contending
B) compromising
C) problem solving
D) yielding
E) None of the above. - Answers E
41. Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative
negotiation is characterized by which of the following?
A) obligation and perseverance
B) avoidance and compromise
C) influence and persuasiveness
D) trust and openness
E) cognition and emotion - Answers D
51. Distributive bargaining strategies
A) are the most efficient negotiating strategies to use.
B) are used in all interdependent relationships.
C) are useful in maintaining long term relationships.
D) can cause negotiators to ignore what the parties have in common.
E) None of the above describes distributive bargaining strategies. - Answers D
51. A large majority of agreements in distributive bargaining are reached when the deadline is
A) near.
B) flexible.
C) past.
D) undefined.
E) None of the above. - Answers A
, 51. The bargaining range is defined by
A) the opening stance and the initial concession.
B) the initial round of concessions.
C) the bargaining mix and the opening stance.
D) the opening offer and the counteroffer.
E) The bargaining range is defined by all of the above. Answer: - Answers D
51. What action can be taken after the first round of offers?
A) hold firm
B) insist on the original position
C) make some concessions
D) make no concessions
All of the above. - Answers E
51. Good distributive bargainers will
A) begin negotiations with the other party with an opening offer close to their own resistance point.
B) ensure that there is enough room in the bargaining range to make some concessions.
C) accept an offer that is presented as a fait accompli.
D) immediately identify the other party's target point.
E) All of the above are actions that good distributive bargainers will take. - Answers B
51. Parties feel better about a settlement when negotiations involve a(n)
A) immediate settlement.
B) single round of concessions.
C) progression of concessions.
D) fait accompli.
E) All of the above. - Answers C
51. What statement about concessions is false?
To most people the words "bargaining" and "negotiation" are
A) mutually exclusive.
B) interchangeable.
C) not related.
D) interdependent.
E) None of the above.
Answer: - Answers B
Tangible factors
A) include the price and terms of agreement.
B) are psychological motivations that influence the negotiations.
C) include the need to look good in negotiations.
D) cannot be measured in quantifiable terms.
E) None of the above statements describe tangible factors. Answer: - Answers A
BATNA stands for
A) best alternative to a negotiated agreement.
B) best assignment to a negotiated agreement.
C) best alternative to a negative agreement.
D) best alternative to a negative assignment.
E) BATNA stands for none of the above. - Answers A
41. What are the two dilemmas of negotiation?
A) the dilemma of cost and the dilemma of profit margin
B) the dilemma of honesty and the dilemma of profit margin
C) the dilemma of trust and the dilemma of cost
D) the dilemma of honesty and the dilemma of trust
,E) None of the above. - Answers D
41. 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. - Answers C
41. In intragroup conflict,
A) sources of conflict can include ideas, thoughts, emotions, values, predispositions, or drives that are in
conflict with each other.
B) conflict occurs between individual people.
C) conflict affects the ability of the group to resolve differences and continue to achieve its goals
effectively.
D) conflict is quite intricate because of the large number of people involved and possible interactions
between them.
E) None of the above describes intragroup conflict. - Answers C
41. Negotiators pursuing the yielding strategy
A) show little interest or concern in whether they attain their own outcomes, but are quite interested in
whether the other party attains his or her outcomes.
B) pursue their own outcome strongly and shows little concern for whether the other party obtains his
or her desired outcome.
C) shows little interest or concern in whether they attain their own outcomes, and does not show much
concern about whether the other party obtains his or her outcomes.
D) show high concern for attaining their own outcomes and high concern for whether the other attains
his or her outcomes.
E) Negotiators pursuing the yielding strategy demonstrate none of the above behaviors. - Answers A
,41. Parties pursuing one of the following strategies show little interest or concern in whether they attain
their own outcomes, and do not show much concern about whether the other party obtains his or her
outcomes. Which of the ones listed below?
A) contending
B) compromising
C) problem solving
D) yielding
E) None of the above. - Answers E
41. Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative
negotiation is characterized by which of the following?
A) obligation and perseverance
B) avoidance and compromise
C) influence and persuasiveness
D) trust and openness
E) cognition and emotion - Answers D
51. Distributive bargaining strategies
A) are the most efficient negotiating strategies to use.
B) are used in all interdependent relationships.
C) are useful in maintaining long term relationships.
D) can cause negotiators to ignore what the parties have in common.
E) None of the above describes distributive bargaining strategies. - Answers D
51. A large majority of agreements in distributive bargaining are reached when the deadline is
A) near.
B) flexible.
C) past.
D) undefined.
E) None of the above. - Answers A
, 51. The bargaining range is defined by
A) the opening stance and the initial concession.
B) the initial round of concessions.
C) the bargaining mix and the opening stance.
D) the opening offer and the counteroffer.
E) The bargaining range is defined by all of the above. Answer: - Answers D
51. What action can be taken after the first round of offers?
A) hold firm
B) insist on the original position
C) make some concessions
D) make no concessions
All of the above. - Answers E
51. Good distributive bargainers will
A) begin negotiations with the other party with an opening offer close to their own resistance point.
B) ensure that there is enough room in the bargaining range to make some concessions.
C) accept an offer that is presented as a fait accompli.
D) immediately identify the other party's target point.
E) All of the above are actions that good distributive bargainers will take. - Answers B
51. Parties feel better about a settlement when negotiations involve a(n)
A) immediate settlement.
B) single round of concessions.
C) progression of concessions.
D) fait accompli.
E) All of the above. - Answers C
51. What statement about concessions is false?
