QUIZ TEST

Negotiation and Conflict Management

1 You are about to enter a negotiation to purchase a car. Typically, what type of negotiation will
this be?

Select one:
a. Distributive bargaining
b. Integrative bargaining
c. Win-Lose bargaining
d. Both answers A and C

Feedback
The correct answer is: Both answers A and C

2 According to game theory, what outcome will result when one disputant perceives that $10 is
a loss while the other disputant perceives the same $10 as a win?

Select one:

a. A win-win outcome
b. A lose-lose outcome
c. A win-lose outcome
d. Both answers B and C

Feedback
The correct answer is: A win-lose outcome

Question 3
What result is accomplished in a successful negotiation?

Select one:

a. A mutually satisfactory structure

b. An executed agreement
c. A lasting and mutually beneficial relationship
d. All of these answers

Feedback
The correct answer is: All of these answers
Question 4
You are planning to enter into a business partnership. What strategy is best for this type of
negotiation?

Select one:

a. A substantive negotiation
b. A compromise negotiation
c. A distributive negotiation
d. An interest-based negotiation

Feedback
The correct answer is: An interest-based negotiation

Question 5
Which of the following best defines the term conflict?

Select one:

a. It is a disagreement.
b. It is a perceived threat.
c. It contains substantive, procedural, and psychological dimensions.
d. All of these answers

Feedback
The correct answer is: All of these answers

Question 6
What conflict style is represented by the statement: “If I don’t mention it, perhaps it will blow
over.”?

Select one:

a. Competing
b. Avoiding
c. Accommodating
d. Collaborating

Feedback
The correct answer is: Avoiding
lag question

Question text
Zero sum negotiations are best represented by what image?

Select one:
a. A fixed pie

b. An enlarged pie
c. A bar chart
d. A line graph

Feedback
The correct answer is: A fixed pie

Question 2
You are entering a negotiation and plan to offer your best deal early in the process. Which of the
following terms best describes this element of negotiation?

Select one:
a. A strategy

b. A take it or leave it approach

c. A tactic
d. A reservation point

Feedback
The correct answer is: A tactic

Question 3
You hope to spend no more than $100 on a new piece of clothing. You want to negotiate with
the sales clerk for a suit that costs $125. Which of the following terms best describes your $100
in this negotiation?

Select one:
a. Your reservation point
b. Your ZOPA

c. Your BATNA
d. None of these answers

Feedback
The correct answer is: Your reservation point

Question 4
Assume you have a maximum of $160 to spend but wish to spend no more than $130. The
salesperson cites an initial price of $150. What is the term for the difference in your positions?
Select one:
a. A BATNA

b. A ZOPA
c. A reservation point
d. A tactic

Feedback
The correct answer is: A ZOPA

Question 5
William Ury describes an ability of humans all around the world to live together using dialogue,
community problem solving, and conflict resolution. What is Ury’s term for this concept?

Select one:
a. The Primary Side
b. The Second Side

c. The Third Side

d. The Fourth Side

Feedback
The correct answer is: The Third Side

Question 6
Which of the following descriptions might reflect social perception biases?

Select one:
a. Social perception biases are inherently interpersonal.
b. The nature of social bias is centered upon perception of social objects, events, and

people.
c. Social biases are the same as cognitive biases.
d. Both answers A and B

Feedback
The correct answer is: Both answers A and B
You plan to buy a used car and want to purchase it for the least possible cost. You realize the
seller will try to get the most money that he can for the car. Which of the following best
describes this type of bargaining?

Select one:

a. Expanded pie
b. Integrative
c. Distributive
d. Win-win

Feedback
The correct answer is: Distributive

Question 2
Question text
You wish to purchase an item at an antiques store. You see an item you would like to buy, but
you do not want to pay more than $20. You offer $10, and the proprietor says he will sell the
item for $30. You then offer $20, and the proprietor says he will sell the item for $25. You agree
to purchase the item at $25. You have paid $5 more than you wanted, and the proprietor
receives $5 less than he wanted. What type of bargaining is this?

Select one:

a. Positional
b. Integrative
c. Win-win
d. Accommodating

Feedback
The correct answer is: Positional

Question 3
When discussing Game Theory, what rule says that “you should pick the strategy where the
maximum advantage of your opponent is minimized?”

Select one:
a. Minimax theorem

b. Partial information theorem

c. Win-win theorem
d. Lose-lose theorem

Feedback
The correct answer is: Minimax theorem

Question 4
You plan to enter into a negotiation and realize that if you gain $100, the other party will lose
$100. What Game Theory term describes this type of dispute?

Select one:
a. Positive sum

b. Negative sum
c. Zero sum
d. None of these answers

Feedback
The correct answer is: Zero sum

Question 5
In your current negotiation, you are “attempting to formulate principles on which you can both
agree.” What term is used for this phase of a negotiation?

Select one:

a. Setting the details

b. Conceptualization
c. Pre-negotiation
d. Follow-up

Feedback
The correct answer is: Conceptualization

Question 6
What do experts recommend you do to invest in relationships with your customers?

Select one:
a. Become a resource
b. Tailor your approach

c. Write a note
d. All of these answers

Feedback
The correct answer is: All of these answers