Multiple-choice Questions

Question 1.
As compared to unannounced negotiation, formal negotiation:
requires less preparation
is simpler
is more time consuming
is more difficult
Question 2.
Informal negotiation involves:
two people
any number of people
three people
four people
Question 3.
Persuasion is an essential element of effective negotiation because it helps in:
effecting agreements and solutions in the interest of all
achieving one’s own interests
settling issues between two parties
resolving disputes among people

Question 4.
The final aim of negotiation is to:
end a dispute
reach an agreement
implement an agreement between two parties
win at all cost

Question 5.
A negotiation is discussed in a tone that focuses attention on the need to reach a satisfactory solution
by:
force
joint problem-solving
setting conditions
making proposals
Question 6.
Negotiation strategy is partly concerned with:
avoiding failure
searching for a common goal
prolonging the length of the negotiation
ending the discussion
Question 7.
Negotiation implies that both parties accept that the agreement between them is:
subject to further dispute
necessary
conditional
 final and binding
Question 8.
One’s negotiation objective should be:
social
personal
ideal
realistic

Question 9.
In order to persuade others, facts should be discussed from the point of view of a:
fourth party
second party
first party
third party
Question 10.
In negotiations, the interpretation of a cue requires skill because it may be:
verbal
behavioural
intentional
ambiguous