Mastering Negotiation and Decision-Making: Key Concepts
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Multiple Choice Questions on Negotiation
Item 11: Negotiation Fundamentals
To be able to give a negotiation process:
- A) There must be more than two parties.
In negotiation, to resolve the conflict, use:
- A) Dialogue and discussion.
When deciding where in negotiating a relationship of interdependence, we mean:
- C) Results of the protagonist also have to do with the conduct of the other party.
According to the characteristics of the interaction, negotiation can be divided into:
- B) Distributive and cooperative.
In negotiating through representatives:
- C) Negotiators defend the interests of a wider group.
The motivations of the negotiators that most influence the process are:
Generally, more competitive negotiators act:
Materials that can regulate collective agreements without nature:
Item 12: Stages and Strategies of Negotiation
Order from the standpoint of temporal stages of negotiation:
- Preparation and planning
- Antagonism
- Acceptance of the common frame
- Presentation of alternatives
- Closure
In the phase of antagonism:
- A) Set limits and goals of the negotiation.
Negotiation strategies concern:
- C) The basic and broad guidelines for negotiators.
The strategy of rivalry:
- C) Seek to persuade the other party to accept an alternative that promotes self-interest.
The solving strategy is highly recommended:
- B) When there are relatively common and complementary interests.
Negotiating tactics are divided into:
- B) Cooperative and competitive.
Decision-Making and Problem-Solving
Item 13: Problem Analysis and Decision-Making
Which of the following statements is not one of the steps in the analysis stage of a problem?:
- C) Acceptance of the problem.
To correctly define a problem is needed:
- D) All three are correct.
Within the process of decision in a period of searching and evaluating alternatives:
- A) The alternatives represent possible ways to achieve the objectives.
For the best alternative means:
- B) The alternative that helps achieve results in terms of objectives, the value system adopted, and the means with which.
Indicate which of these statements is true:
- A) Programmed decisions are usually taken to solve well-structured problems.
Which of the following statements is an advantage of group decisions:
- B) Provide more information.
One argument in favor of decentralization is:
- A) The best performance from people when decisions are not imposed on them from above.
Item 14: Decision-Making Techniques
The SWOT technique:
- C) Is applied to evaluate alternatives and analyze their feasibility.
Technique as in the sequence:
- C) Is used exclusively to analyze the impact the implementation of each alternative will have in the different areas of the company.
Technique because in the sequence:
- B) Is used to analyze the causes of the problems.
The nominal group technique:
- B) Combines individual work with the group.
Indicate which of the following techniques helps foster creativity:
- A) Brainstorming.