Practice exam
This document includes 20 questions per chapter, covering chapters 1, 2, 3, 6, 14, and 15 of
the Negotiation course, totaling 120 questions. The questions are thoughtfully created
based on both the lectures and the textbook chapters. Your feedback is greatly
appreciated, and I hope you find this resource helpful! 😊
Instructions:
• Total of 120 multiple choice questions.
• Each question has one correct answer.
Chapter 1: The Nature of Negotiations (20 Questions)
1. Which of the following is NOT a reason why people negotiate?
A. To create something new
B. To agree on how to share resources
C. To avoid conflict at all costs
D. To resolve a dispute
2. What is the key difference between bargaining and negotiation?
A. Bargaining involves formal contracts, while negotiation does not
B. Bargaining is for win-lose situations, negotiation is for win-win situations
C. Negotiation focuses on property only, while bargaining is for intangible resources
D. Bargaining is used for intangible outcomes, negotiation for tangible outcomes
3. When should you NOT negotiate?
A. When your opponent has bad faith
B. When you are unprepared
C. When you lack time
D. All of the above
4. Which of the following best describes tangibles in a negotiation?
A. Money or property being negotiated
B. Emotional satisfaction
C. Relationships between the parties
D. The principle of fairness
5. What is the term used for psychological motivations like reputation or
fairness in negotiations?
A. Tangibles
B. BATNA
C. Intangibles
D. Reservation price
6. What does BATNA stand for?
A. Best Agreement to Negotiation Attempt
B. Best Alternative to a Negotiated Agreement
C. Bargaining Agreement to Negotiation Analysis
D. Best Attempt to Negotiated Agreement
,Practice exam
7. Which of the following describes a zero-sum negotiation?
A. Both parties lose equally
B. A win-win scenario
C. One party’s gain is the other’s loss
D. Both parties achieve their goals
8. What is a positive bargaining range?
A. When the seller’s resistance point is below the buyer’s
B. When there is no overlap between resistance points
C. When there is a wide range of agreement options
D. When neither party concedes
9. What does interdependence in negotiation imply?
A. One party is entirely dependent on the other
B. Both parties need each other to achieve their goals
C. One party works independently
D. Neither party is willing to cooperate
10. What is the primary cause of conflict in negotiations?
A. Miscommunication
B. Conflicting interests and goals
C. Cultural differences
D. Lack of time
11. What does the term ‘mutual adjustment’ refer to?
A. Making large concessions to speed up negotiations
B. Both parties altering their positions during the negotiation
C. Sticking to the initial positions
D. Refusing to compromise
12. Which of the following is an example of the dilemma of honesty in
negotiation?
A. Revealing too much information
B. Withholding critical information
C. Deciding how much information to disclose
D. Disregarding the other party’s concerns
13. What is the dilemma of trust in negotiations?
A. Deciding whether to accept the other party’s promises as truthful
B. Deciding whether to trust your own BATNA
C. Whether to trust data provided by a third party
D. Deciding to avoid trust entirely
14. What is the bargaining range?
A. The total amount of resources to be negotiated
B. The range of possible outcomes acceptable to both parties
C. The time frame for negotiation
, Practice exam
D. The maximum amount one party is willing to concede
15. What is the primary objective in distributive bargaining?
A. To share resources equally
B. To claim value
C. To maintain long-term relationships
D. To avoid conflict
16. What is the main benefit of knowing your BATNA before negotiations?
A. It helps predict the other party’s position
B. It provides leverage in negotiations
C. It eliminates the need for a reservation price
D. It ensures a positive bargaining range
17. What is an example of an intangible factor in a negotiation?
A. The price of a product
B. The delivery timeline
C. A sense of fairness
D. The payment method
18. What is the key to managing conflict effectively in negotiation?
A. Avoiding emotions entirely
B. Using distributive tactics exclusively
C. Focusing on both assertiveness and cooperation
D. Increasing the bargaining range
19. Which of the following factors can escalate conflict in negotiation?
A. Misperception and bias
B. Clear communication
C. Focusing on shared goals
D. Flexibility in position
20. What is the purpose of the Dual Concerns Model in conflict management?
A. To explain the role of BATNA in negotiation
B. To classify conflict styles based on cooperativeness and assertiveness
C. To determine the best reservation price
D. To identify bargaining ranges
Chapter 2: Strategy and Tactics of Distributive Bargaining
1. Which of the following is a key characteristic of distributive bargaining?
A) Focus on mutual gains
B) A win-lose outcome
C) Emphasis on long-term relationships
D) High level of trust
2. What does the term “reservation price” refer to?
A) The price a buyer hopes to pay
This document includes 20 questions per chapter, covering chapters 1, 2, 3, 6, 14, and 15 of
the Negotiation course, totaling 120 questions. The questions are thoughtfully created
based on both the lectures and the textbook chapters. Your feedback is greatly
appreciated, and I hope you find this resource helpful! 😊
Instructions:
• Total of 120 multiple choice questions.
• Each question has one correct answer.
Chapter 1: The Nature of Negotiations (20 Questions)
1. Which of the following is NOT a reason why people negotiate?
A. To create something new
B. To agree on how to share resources
C. To avoid conflict at all costs
D. To resolve a dispute
2. What is the key difference between bargaining and negotiation?
A. Bargaining involves formal contracts, while negotiation does not
B. Bargaining is for win-lose situations, negotiation is for win-win situations
C. Negotiation focuses on property only, while bargaining is for intangible resources
D. Bargaining is used for intangible outcomes, negotiation for tangible outcomes
3. When should you NOT negotiate?
A. When your opponent has bad faith
B. When you are unprepared
C. When you lack time
D. All of the above
4. Which of the following best describes tangibles in a negotiation?
A. Money or property being negotiated
B. Emotional satisfaction
C. Relationships between the parties
D. The principle of fairness
5. What is the term used for psychological motivations like reputation or
fairness in negotiations?
A. Tangibles
B. BATNA
C. Intangibles
D. Reservation price
6. What does BATNA stand for?
A. Best Agreement to Negotiation Attempt
B. Best Alternative to a Negotiated Agreement
C. Bargaining Agreement to Negotiation Analysis
D. Best Attempt to Negotiated Agreement
,Practice exam
7. Which of the following describes a zero-sum negotiation?
A. Both parties lose equally
B. A win-win scenario
C. One party’s gain is the other’s loss
D. Both parties achieve their goals
8. What is a positive bargaining range?
A. When the seller’s resistance point is below the buyer’s
B. When there is no overlap between resistance points
C. When there is a wide range of agreement options
D. When neither party concedes
9. What does interdependence in negotiation imply?
A. One party is entirely dependent on the other
B. Both parties need each other to achieve their goals
C. One party works independently
D. Neither party is willing to cooperate
10. What is the primary cause of conflict in negotiations?
A. Miscommunication
B. Conflicting interests and goals
C. Cultural differences
D. Lack of time
11. What does the term ‘mutual adjustment’ refer to?
A. Making large concessions to speed up negotiations
B. Both parties altering their positions during the negotiation
C. Sticking to the initial positions
D. Refusing to compromise
12. Which of the following is an example of the dilemma of honesty in
negotiation?
A. Revealing too much information
B. Withholding critical information
C. Deciding how much information to disclose
D. Disregarding the other party’s concerns
13. What is the dilemma of trust in negotiations?
A. Deciding whether to accept the other party’s promises as truthful
B. Deciding whether to trust your own BATNA
C. Whether to trust data provided by a third party
D. Deciding to avoid trust entirely
14. What is the bargaining range?
A. The total amount of resources to be negotiated
B. The range of possible outcomes acceptable to both parties
C. The time frame for negotiation
, Practice exam
D. The maximum amount one party is willing to concede
15. What is the primary objective in distributive bargaining?
A. To share resources equally
B. To claim value
C. To maintain long-term relationships
D. To avoid conflict
16. What is the main benefit of knowing your BATNA before negotiations?
A. It helps predict the other party’s position
B. It provides leverage in negotiations
C. It eliminates the need for a reservation price
D. It ensures a positive bargaining range
17. What is an example of an intangible factor in a negotiation?
A. The price of a product
B. The delivery timeline
C. A sense of fairness
D. The payment method
18. What is the key to managing conflict effectively in negotiation?
A. Avoiding emotions entirely
B. Using distributive tactics exclusively
C. Focusing on both assertiveness and cooperation
D. Increasing the bargaining range
19. Which of the following factors can escalate conflict in negotiation?
A. Misperception and bias
B. Clear communication
C. Focusing on shared goals
D. Flexibility in position
20. What is the purpose of the Dual Concerns Model in conflict management?
A. To explain the role of BATNA in negotiation
B. To classify conflict styles based on cooperativeness and assertiveness
C. To determine the best reservation price
D. To identify bargaining ranges
Chapter 2: Strategy and Tactics of Distributive Bargaining
1. Which of the following is a key characteristic of distributive bargaining?
A) Focus on mutual gains
B) A win-lose outcome
C) Emphasis on long-term relationships
D) High level of trust
2. What does the term “reservation price” refer to?
A) The price a buyer hopes to pay
