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Exam style MCQs Actual Exam Newest 2026-2027 / Exam style MCQs Practice Exam / Exam style MCQs separation With 250 Questions And Correct Answers | Already Graded A+
How do interpersonal relationships influence negotiation expectations? - ANSWER-Negotiators expect more generous offers from close relationships; unmet expectations can lead to negative emotions.
What are the three patterns that emerge in negotiations? - ANSWER- Opening up, working together, and haggling.
How do friends negotiate differently than strangers? - ANSWER-Friends are less competitive, exchange more information, and are more generous with concessions.
What is the similarity-attraction effect? - ANSWER-The tendency for negotiators to connect more easily with people they know and like.
What is the propinquity effect? - ANSWER-The likelihood of developing a relationship due to physical or functional proximity.
What is functional distance? - ANSWER-The likelihood of contact between people based on location or architecture. 1 / 4
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What is the reciprocity principle in negotiation? - ANSWER-The obligation to return in kind what others have offered or given.
What psychological strategies can build trust in negotiation? - ANSWER-Schmoozing, flattery, mimicry, and mirroring.
What are the components of an effective apology in negotiation? - ANSWER-Acknowledgment of wrongdoing, expression of regret, and commitment to change.
What is the Buyback Simulation in negotiation? - ANSWER-An exercise involving a buyer and seller to practice negotiation skills with specific instructions and time limits.
What is the difference between power and status in negotiation? - ANSWER-Status is the social position or rank assigned by others, while power is the potential to influence others or events.
What are the two types of power discussed in negotiation? - ANSWER- Potential power and perceived power.
What is potential power in negotiation? - ANSWER-The underlying capacity of negotiators to obtain benefits from an agreement, influenced by the counterparty's dependence. 2 / 4
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What does perceived power refer to? - ANSWER-A negotiator's assessment of each party's potential power, which may not align with reality.
What are power tactics? - ANSWER-Behaviors designed to use or change the power relationship in negotiation.
What is realized power? - ANSWER-The extent to which negotiators claim benefits from an interaction.
What are the sources of power in negotiation? - ANSWER-Legitimate, reward, coercive, referent, and expert power.
How does having a strong BATNA affect a negotiator's power? - ANSWER-A strong BATNA enhances a negotiator's power and ability to negotiate effectively.
What should negotiators do to improve their BATNAs? - ANSWER- Keep options open, signal their BATNA without revealing it, and research the other party's BATNA.
What is the impact of powerlessness on negotiation offers? - ANSWER- Negotiators with weak alternatives may anchor their first offer lower, while those without alternatives may make higher offers. 3 / 4
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What ethical issues can arise in negotiation? - ANSWER-Negotiation can create incentives to violate ethical standards, influenced by cultural and interpersonal norms.
What are examples of ethically questionable behaviors in negotiation? - ANSWER-Traditional competitive bargaining, attacking an opponent's network, making false promises, and misrepresentation.
What is the difference between lying by commission and omission? - ANSWER-Lying by commission involves actively lying, while omission involves withholding information, which may not be seen as unethical.
What are some common reasons negotiators lie? - ANSWER-To falsify positions, interests, priorities, BATNAs, reservation prices, and key facts.
What situational factors can lead to deception in negotiation? - ANSWER-Lure of temptation, uncertainty, powerlessness, and anonymity of victims.
What is bad faith bargaining? - ANSWER-Making offers and then retracting them or failing to follow through.
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