In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the

In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the 

A. cooperativeness dimension and the competitiveness dimension
B. the assertiveness dimension and the competitiveness dimension
C. the competitiveness dimension and the aggressiveness dimension
D. the cooperativeness dimension and the assertiveness dimension
E. None of the above.

Answer: D

Which of the following statements about conflict is true?

Which of the following statements about conflict is true? 

A. Conflict is the result of tangible factors.
B. Conflict can occur when two parties are working to wear the same goal and generally want the same outcome.
C. Conflict only occurs when both parties want a very different settlement.
D. Conflict has a minimal effect on interdependent relationships.
E. All of the above statements about conflict are true.

Answer: B

Satisfaction with a negotiation is determined by

Satisfaction with a negotiation is determined by 

A. the process through which an agreement is not reached and the dollar value of concessions made by each party
B. the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators
C. the process through which an agreement is reached and by the actual outcome obtained by the negotiation
D. the total dollar value of the concessions made by each party
E. satisfaction with a negotiation is determined by none of the above.

Answer: C

How much to believe of what the other party tells you

How much to believe of what the other party tells you 

A. depends on the reputation of the other party
B. is affected by the circumstances of the negotiation
C. is related to how he or she treated you in the past
D. is the dilemma of trust
E. All of the above.

Answer: E

What are the two dilemmas of negotiation?

What are the two dilemmas of negotiation? 

A. dilemma of cost and profit margin
B. dilemma of honesty and dilemma of profit margin
C. dilemma of trust and the dilemma of cost
D. the dilemma of honesty and the dilemma of trust
E. All of the above.

Answer: D

BATNA stands for

BATNA stands for 

A. best alternative to a negotiated agreement
B. best assignment to a negotiated agreement
C. best alternative to a negative agreement
D. best alternative to a negative assignment
E. BATNA stands for none of the above

Answer: A

A zero-sum situation is also known by another name of a situation. Which of the following is that?

A zero-sum situation is also known by another name of a situation. Which of the following is that? 

A. integrative
B. distributive
C. win-lose
D. negotiative
E. None of the above.

Answer: B

Tangible Factors

Tangible Factors

A. include the price or terms of agreement
B. are psychological motivations that influence the negotiations
C. include the need to look good in negotiations
D. cannot be measured in quantifiable terms
E. None of the above statements describe tangible factors.

Answer: A

Which is not a characteristic of a negotiation or bargaining situation?

Which is not a characteristic of a negotiation or bargaining situation? 

A. 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

A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?

A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following? 

A. MUTUAL GAINS
B. WIN-LOSE
C. ZERO-SUM
D. WIN-WIN
E. NONE OF THE ABOVE

Answer: D

The dual concerns model has two dimensions: the vertical dimension is often referred to as the cooperativeness dimension, and the horizontal dimension as the assertiveness dimension.

The dual concerns model has two dimensions: the vertical dimension is often referred to as the cooperativeness dimension, and the horizontal dimension as the assertiveness dimension.

Answer: TRUE

Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.

Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.

Answer: FALSE

In contrast, non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.

In contrast, non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.

Answer: TRUE

The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.

The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.

Answer: FALSE

The value of a person's BATNA is always relative to the possible settlements available in the current negotiation, and the possibilities within a given negotiation are heavily influenced by the nature of the interdependence between the parties.

The value of a person's BATNA is always relative to the possible settlements available in the current negotiation, and the possibilities within a given negotiation are heavily influenced by the nature of the interdependence between the parties.

Answer: TRUE

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 zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments.

Answer: FALSE

When the goals of two or more people are interconnected so that only one can achieve the goal—such as running a race in which there will be only one winner—this is a competitive situation, also known as a non-zero-sum or distributive situation.

When the goals of two or more people are interconnected so that only one can achieve the goal—such as running a race in which there will be only one winner—this is a competitive situation, also known as a non-zero-sum or distributive situation.

Answer: FALSE

It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles.

It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles.

Answer: FALSE

Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated.

Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated.

Answer: FALSE