Test Bank For NEGOTIATIONS and CONFLICT RESOLUTION Theories Skills & Applications Second Edition Andrew J. DuBrin.pdf

Test Bank For

NEGOTIATIONS and CONFLICT RESOLUTION
Theories Skills & Applica ons Second
Edi on Andrew J. DuBrin


Advanced Prac ce MCQs (Nego a on & Conflict Resolu on)

1. Which nego a on strategy focuses on crea ng mutual gain for both
par es?
A. Distribu ve bargaining
B. Integra ve bargaining
C. Compe ve bargaining
D. Avoidance strategy
Answer: B
Explana on: Integra ve bargaining seeks win-win outcomes.


2. The “BATNA” in nego a on refers to:
A. Best Alterna ve To Nego ated Agreement
B. Basic Agreement To Neutral Ac on
C. Balanced Approach To Nego a on Analysis
D. Best Agreement To New Arrangement

,Answer: A
Explana on: BATNA is your backup plan if nego a on fails.


3. Which power source in nego a on comes from control over
rewards or punishments?
A. Expert power
B. Referent power
C. Coercive power
D. Informa onal power
Answer: C
Explana on: Coercive power is based on punishment or penal es.


4. Which conflict style is high in coopera on but low in asser veness?
A. Compe ng
B. Avoiding
C. Accommoda ng
D. Collabora ng
Answer: C
Explana on: Accommoda ng priori zes others’ needs over own.


5. “Framing” in nego a on refers to:
A. Changing the legal terms
B. Presen ng informa on to influence percep on

,C. Avoiding conflict
D. Se ng fixed prices
Answer: B
Explana on: Framing shapes how issues are interpreted.


6. Which type of communica on is most effec ve in resolving conflict?
A. Aggressive communica on
B. Passive communica on
C. Ac ve listening
D. Silent treatment
Answer: C
Explana on: Ac ve listening improves understanding and trust.


7. A “fixed-pie” assump on in nego a on means:
A. Both sides gain equally
B. Resources are unlimited
C. One side’s gain is another’s loss
D. No conflict exists
Answer: C
Explana on: It assumes distribu ve (win-lose) nego a on.


8. Third-party media on is best described as:
A. Binding legal decision
B. Non-binding facilita on

, C. Forced se lement
D. Arbitra on only
Answer: B
Explana on: Mediators help but do not impose decisions.


9. Which tac c involves making an ini al extreme offer?
A. Anchoring
B. Concession
C. Bluffing
D. Avoidance
Answer: A
Explana on: Anchoring influences nego a on range.


10. Emo onal intelligence in nego a on primarily improves:
A. Mathema cal reasoning
B. Technical analysis
C. Understanding and managing emo ons
D. Legal documenta on
Answer: C
Explana on: EI helps control emo ons and read others.




11. Which nego a on approach assumes long-term rela onships are
more important than short-term gains?