Question 1
4 out of 4 points
_____ is best described as a process in which two or more people or
groups share their concerns and interests to reach an agreement of
mutual benefit.
Selected
Answer:
Negotiati
on
Answers: Lobbying
Negotiati
on
Solicitatio
n
Merging
Question 2
4 out of 4 points
Which of the following statements accurately brings out the
disadvantage of using an arbitrator in negotiations?
Selected
Answer: Arbitration involves neither party in generating the
solution that the arbitrator provides.
Answers: Arbitrators have no legal power to bind both parties in a
negotiation to an agreement.
Arbitration is less cost-effective and time-effective than
litigation.
Arbitration involves neither party in generating the
solution that the arbitrator provides.
Arbitrators have vested interests in the outcome of
negotiations.
Question 3
4 out of 4 points
Which of the following statements accurately describes the difference
between arbitration and negotiation?
Selected
Answer:
In arbitration, both parties agree to a settlement reached
by a third party, whereas in negotiation the principal work
is performed by the two parties themselves.
, Answers: In negotiation, one set of interests is favored over the
other, whereas in arbitration the primary interests of both
parties are listened to and addressed.
In arbitration, both parties agree to a settlement reached
by a third party, whereas in negotiation the principal work
is performed by the two parties themselves.
In negotiation, the resulting solutions create "lose-lose"
situations, whereas the resulting solutions in arbitration
creates a "win-win" situation.
In arbitration, less time and effort is required than in
negotiation as the former actively involves an outside third
party.
Question 4
4 out of 4 points
Which of the following statements is true of third-party negotiators?
Selected
Answer:
They bring in their experience, expertise, models, and
templates into negotiations.
Answers: They help the negotiating parties develop criteria and
solutions from an emotional perspective.
They take sides of the negotiating parties and dictate their
actions.
They bring in their experience, expertise, models, and
templates into negotiations.
They help the negotiators to arrive at a solution faster as
they have personal interests in the outcome of the
negotiations.
Question 5
4 out of 4 points
Which of the following statements accurately describes BATNA?
Selected
Answer: It is the best outcome a negotiating party can get should
the negotiation neither occur nor conclude.
Answers: It is the minimum that an individual will accept out of a
negotiation.
It is the explanation behind the position that expresses
why a negotiator wants what he/she wants.
4 out of 4 points
_____ is best described as a process in which two or more people or
groups share their concerns and interests to reach an agreement of
mutual benefit.
Selected
Answer:
Negotiati
on
Answers: Lobbying
Negotiati
on
Solicitatio
n
Merging
Question 2
4 out of 4 points
Which of the following statements accurately brings out the
disadvantage of using an arbitrator in negotiations?
Selected
Answer: Arbitration involves neither party in generating the
solution that the arbitrator provides.
Answers: Arbitrators have no legal power to bind both parties in a
negotiation to an agreement.
Arbitration is less cost-effective and time-effective than
litigation.
Arbitration involves neither party in generating the
solution that the arbitrator provides.
Arbitrators have vested interests in the outcome of
negotiations.
Question 3
4 out of 4 points
Which of the following statements accurately describes the difference
between arbitration and negotiation?
Selected
Answer:
In arbitration, both parties agree to a settlement reached
by a third party, whereas in negotiation the principal work
is performed by the two parties themselves.
, Answers: In negotiation, one set of interests is favored over the
other, whereas in arbitration the primary interests of both
parties are listened to and addressed.
In arbitration, both parties agree to a settlement reached
by a third party, whereas in negotiation the principal work
is performed by the two parties themselves.
In negotiation, the resulting solutions create "lose-lose"
situations, whereas the resulting solutions in arbitration
creates a "win-win" situation.
In arbitration, less time and effort is required than in
negotiation as the former actively involves an outside third
party.
Question 4
4 out of 4 points
Which of the following statements is true of third-party negotiators?
Selected
Answer:
They bring in their experience, expertise, models, and
templates into negotiations.
Answers: They help the negotiating parties develop criteria and
solutions from an emotional perspective.
They take sides of the negotiating parties and dictate their
actions.
They bring in their experience, expertise, models, and
templates into negotiations.
They help the negotiators to arrive at a solution faster as
they have personal interests in the outcome of the
negotiations.
Question 5
4 out of 4 points
Which of the following statements accurately describes BATNA?
Selected
Answer: It is the best outcome a negotiating party can get should
the negotiation neither occur nor conclude.
Answers: It is the minimum that an individual will accept out of a
negotiation.
It is the explanation behind the position that expresses
why a negotiator wants what he/she wants.
