IT 406 Spring 2007 Negotiation Quiz

IT 406 Spring 2007 Negotiation Quiz - solutions and the...

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IT 406 Spring 2007 Negotiation Quiz # 1 1. Negotiation is a strategy defined by rules and procedures. A) True B) False 2. When we negotiate we expect that both sides will modify or give in somewhat on their opening statements, requests or demands. A) True B) False 3. A creative negotiation that meets the objectives of all sides may not require compromise. A) True B) False 4. Intangible factors have only minimal influence on negotiation processes and outcomes. A) True B) False 5. Having interdependent goals means that everyone wants or needs the same thing. A) True B) False 6. The type of interdependence between the negotiating parties will determine both the range of possible negotiation
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Unformatted text preview: solutions and the type of strategies that negotiators should use. A) True B) False 7. A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments. A) True B) False 8. A mutual-gains situation is one in which there is a positive correlation between the goal attainment of both parties, A) True B) False 9. Behavior in an interdependent relationship is frequently calculated on the premise that the more information one has about the other person, the better A) True B) False 10. Conflict can occur within groups and between groups simultaneously A) True B) False...
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