Business Negotiations
Practice Questions
Course Introduction
Business Negotiations focuses on the strategies, processes, and skills necessary to achieve successful outcomes in a variety of commercial contexts. The course covers key concepts such as negotiation planning, relationship building, communication tactics, conflict resolution, and ethically navigating power dynamics. Through case studies, simulations, and practical exercises, students learn to analyze negotiating situations, develop effective approaches, and adapt techniques to both domestic and international business environments. The aim is to build critical thinking, persuasive communication, and analytical skills that are crucial for negotiating agreements, managing stakeholders, and creating value in complex business interactions.
Recommended Textbook Essentials of Negotiation 6th Edition by Roy J Lewicki
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774 Verified Questions
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Chapter 1: The Nature of Negotiation
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Sample Questions
Q1) Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _______.
Answer: alternative
Q2) Many of the most important factors that shape a negotiation result do not occur during the negotiation,but occur after the parties have negotiated.
A)True
B)False
Answer: False
Q3) Which is not a characteristic of a negotiation or bargaining situation?
A)Conflict between parties
B)Two or more parties involved
C)An established set of rules
D)A voluntary process
E)None of the above is a characteristic of a negotiation.
Answer: C
Q4) What are concessions?
Answer: A concession has been made when one party accepts a change in his or her position.Concessions restrict the range of options within which a solution or agreement will be reached.
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Chapter 2: Strategy and Tactics of Distributive Bargaining
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Sample Questions
Q1) What are the risks involved when using hardball tactics?
Answer: Harm to reputation,Losing the deal,Negative publicity,Dealing with the other party's revenge.
Q2) All the advantages of a committed position work against a negotiator when the other party becomes committed,so it is important to try to prevent the other negotiator from becoming committed.
A)True
B)False
Answer: True
Q3) What action can be taken after the first round of offers?
A)Hold firm
B)Insist on the original position
C)Make some concessions
D)Make no concessions
E)All of the abovE.
Answer: E
Q4) Commitments exchange ____________ for certainty of action.
Answer: flexibility
Q5) Define bargaining mix.
Answer: The package of issues for negotiation.
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Chapter 3: Strategy and Tactics of Integrative Negotiation
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90 Verified Questions
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Sample Questions
Q1) People who are interdependent but do not trust each other will act ____________ or __________.
Answer: tentatively,defensively
Q2) In generating alternative solutions to the problem,groups should also adopt procedures for defining the problem,defining the interests,and generating options,however,to prevent the group process from degenerating into a win-lose competition or a debating event.
A)True
B)False
Answer: True
Q3) What are the four major steps in the integrative negotiation process?
Answer: Identifying and defining the problem,understanding the problem and bringing interests and needs to the surface,generating alternative solutions to the problem,and choosing a specific solution from among those alternatives.
Q4) What is the benefit of bringing different interests to the surface?
Answer: Bringing different interests to the surface may enable the parties to see that in fact they care about very different things,and thus they can invent a solution that addresses the interests of both sides.
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Page 5
Chapter 4: Negotiation: Strategy and Planning
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Sample Questions
Q1) According to Greenhalgh's stage model of negotiation,____________ is extremely critical to satisfactorily moving the other stages forward.
Q2) Without effective planning and target setting,results occur more by ____________ than by negotiator effort.
Q3) What are the advantages and disadvantages of large bargaining mixes?
Q4) Multiple-issue negotiations lend themselves more to ____________ negotiations.
Q5) Does any of the following represent the point at which we realistically expect to achieve a settlement?
A)Specific target point
B)Resistance point
C)Alternative
D)Asking price
E)None of the above
Q6) If what we want exceeds what the other party is capable of or willing to give,we must either change our goals or end the negotiation.
A)True
B)False
Q7) ____________ is the most critically important activity in negotiation.
Page 6
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Chapter 5: Perception,cognition,and Emotion
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Sample Questions
Q1) Frames are shaped by conversations that the parties have with each other about the issues in the ____________ __________.
Q2) ____________ can also occur as one party uses metaphors,analogies,or specific cases to illustrate a point.
Q3) Parties who focus on ____________ in a dispute are often able to find ways to resolve that dispute.
Q4) What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?
Q5) Which of the following is not a cognitive bias?
A)The irrational escalation of commitment
B)The belief that the issues under negotiation are all "fixed pie"
C)The process of anchoring and adjustment in decision making
D)The winner's curse
E)All of the above are cognitive biases.
Q6) Negotiations in which the outcomes are ____________ framed tend to produce fewer concessions,reach fewer agreements,and perceive outcomes as less fair.
Q7) Describe the double-edged effect of overconfidence.
Q8) What is the best remedy for the winner's curse?
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Chapter 6: Communication
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Sample Questions
Q1) As negotiations come to a close,what are the two key aspects of communication and negotiation that negotiators must attend to simultaneously?
Q2) Questions can be used to
A)manage difficult or stalled negotiations.
B)pry or lever a negotiation out of a breakdown or an apparent dead end.
C)assist or force the other party to face up to the effects or consequences of their behaviors.
D)collect and diagnose information.
E)Questions can be used for all of the abovE.
Q3) Define "reframing explanations."
Q4) A negotiator's choice of words may only signal a position;it may never shape or predict it.
A)True
B)False
Q5) In negotiations,language operates at two levels: the _____________ level (for proposals or offers)and the _____________ level (for semantics,syntax,and style).
Q6) A communicative framework for negotiation is based on what assumptions?
Q7) Define the "information is weakness" effect.
Page 8
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Chapter 7: Finding and Using Negotiation Power
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Sample Questions
Q1) Resources are more useful as instruments of power to the extent they are highly valued by participants in the negotiation.Which of the following is not a resource of organizational context?
A)Money,in its various forms.
B)Supplies,in form of materials,components,parts.
C)Human capital in available labor supply,staff,temporary help.
D)Critical services,in repairs,upkeep,technical support.
E)Stress,in imposing deadlines,increasing workloads.
Q2) Tactics designed to create power equalization are often employed as a way to
A)gain advantage in a distributive bargaining situation.
B)block the other's power moves.
C)level the playing field.
D)diminish the expert power of the other party.
E)Tactics designed to create power equalization are often employed to accomplish all of the abovE.
Q3) State the "relational" definition of power as defined by Deutsch.
Q4) Describe the concept of individual differences in "power motive."
Q5) The available labor supply,staff that can be allocated to a problem or task,temporary help is called ____________ __________.
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Chapter 8: Ethics in Negotiation
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Sample Questions
Q1) Define ethics.
Q2) The rightness of an action is determined by considering obligations to apply universal standards and principles is the definition of end-result ethics.
A)True
B)False
Q3) What is the purpose of using marginally ethical ambiguous negotiating tactics?
Q4) "Calling" the tactic indicates to the other side that you know he is ____________ or __________.
Q5) Which of the following tactics is the least preferable method of responding to another party's distributive tactics or "dirty tricks"?
A)Ignoring the tactic
B)"Calling" the tactic
C)Responding in kind
D)Discussing what you see and offer to help them change to more honest behaviors
E)None of the above tactics should be used to respond to another party's dirty tricks.
Q6) If you are aware that the other party is bluffing or lying,simply ______________ it,especially if the deception concerns a relatively minor aspect of the negotiation.
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Page 10
Chapter 9: Relationships in Negotiation
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Sample Questions
Q1) Which of the following conclusions about the issue of fairness is not a true statement?
A)Involvement in the process of helping to shape a negotiation strategy increases commitment to that strategy and willingness to pursue it.
B)Negotiators (buyers in a market transaction)who are encouraged ("primed")to think about fairness are more cooperative in distributive negotiations.
C)Parties who are made offers they perceive as unfair may reject them out of hand,even though the amount offered may be better than the alternative settlement,which is to receive nothing at all.
D)Establishment of some "objective standard" of fairness has a positive impact on the negotiations and satisfaction with the outcome.
E)All of the above are true statements.
Q2) McAllister defines ____________ as "an individual's belief in and willingness to act on the words,actions and decisions of another."
Q3) Define interactional justice.
Q4) Give some examples of traits that help influence the definition of a reputation.
Q5) Why are negative reputations difficult to repair?
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Page 11
Chapter 10: Multiple Parties and Teams
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Sample Questions
Q1) The prenegotiation phase of multilateral negotiations
A)is when the parties are employing decision rules and criteriA.
B)manages the group process and outcome.
C)is when the chair is appointed.
D)is characterized by lots of informal contact among the parties.
E)All of the above characterize the prenegotiation phase of multilateral negotiations.
Q2) What is the "illusion of consensus?"
Q3) In multiparty negotiations,research shows that parties who approached multiple issues simultaneously achieved lower quality agreements.
A)True
B)False
Q4) Schwartz suggests that four key problem-solving steps occur during the agreement phase.What are the four steps?
Q5) In ____________ - ____________ technique,after a brainstormed list of solution options is created,group members rank,rate or evaluate the alternatives in terms of the degree to which each alternative solves the problem.
Q6) Describe a few of the many reasons why an agenda can be an effective decision aid.
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Chapter 11: International and Cross-Cultural Negotiation
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Sample Questions
Q1) Which of the following factors most influences relative bargaining power?
A)The extent to which negotiators frame the negotiation differently
B)Tangible and intangible factors
C)Management control
D)Personal motivations of external stakeholders
E)None of the above factors influence relative bargaining power.
Q2) The "culture-as-learned-behavior" approach to understanding the effects of culture concentrates on:
Q3) In all cross-cultural negotiations,both parties approach the negotiation deductively.
A)True
B)False
Q4) According to Weiss,when choosing a strategy,negotiators should
A)choose one strategy and stick with it throughout the entire negotiation.
B)be aware of their own culture,but minimize the other culture's norms.
C)not try to predict or influence the other party's approach.
D)understand the specific factors in the current relationship.
E)Weiss states that negotiators should do all of the above when preparing for negotiations.
Q5) What is the most frequently studied aspect of international negotiations?
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Chapter 12: Best Practices in Negotiations
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Sample Questions
Q1) While some people may look like born negotiators,negotiation is fundamentally a skill involving ____________ and _____________ that everyone can learn.
Q2) The best negotiators do not take time to analyze each negotiation after it has concluded.
Multiple Choice Questions
A)True
B)False
Q3) Negotiators can illuminate definitions of _____________ that the other party holds and engage in a dialogue to reach consensus on which standards of _____________ apply in a given situation.
Q4) Why is communicating with a coalition critical?
Q5) Why is a negotiator like an athlete?
Q6) What are the three things that negotiators can do to manage the perceptions of fairness and rationality proactively?
Q7) For negotiators to remain sharp,they need to continue to practice the art and science of negotiation regularly.
A)True
B)False
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