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Assessment X

Business Communication Module 12

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PM

Section  1

First

Question. 1

--------------a situation, focusing on the issue rather than attacking the person, makes it much more likely the
negotiation can develop the constructive climate needed to progress.

Answer

Choices
Actual Result Selected
Displayed
a. Dehumanizing
b. Depersonalising
c. Delinking
d. Detaching
Feedback : -

Question. 2

Being too ---------with a highly competitive negotiator is a good way to get beaten.

Answer

Choices
Actual Result Selected
Displayed
a. stringent
b. cooperative
c. skilled
d. persuasive

Question. 3

Bluffing, the act of creating illusions without the use of lies or outright mis representations, is fair play in
negotiations because each side is attempting to maximize its own benefit.

Answer

Choices
Actual Result Selected
Displayed
a. Fogging
b. Bragging
c. Yapping

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d.  Bluffing
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Question. 4

The -------------position lets an opponent know this offer is your best one; it represents the maximum goal
adjustments a person is willing to make.

Answer

Choices
Actual Result Selected
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a. take-it-or-leave-it
b. winner-takes-it-all
c. win-win
d. play-it-by-ear

Question. 5

If you become engaged in negotiations you are not ready for, --------------.

Answer

Choices
Actual Result Selected
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a. hurry it
b. walk out
c. postpone it
d. remove the issue
Feedback : -

Question. 6

Evaluate the ------------, because that is negotiating power.

Answer

Choices
Actual Result Selected
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a. leverage
b. options
c. leeway
d. price
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Question. 7

-----------is the tactic utilized by salespeople; one they employ successfully as most people fall for it.

Answer

Actual Result Selected

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Choices
Displayed
a. Play ball
b. Footloose
c. Shot gun
d. Die hard
Feedback : -

Question. 8

-----------can impel your adversary to give you more information or concede more than he intended.

Answer

Choices
Actual Result Selected
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a. Gratitude
b. Force
c. Magnanimity
d. Silence
Feedback : -

Question. 9

Fisher, Ury and Patton argue that their model of "principled negotiation" is superior to the traditional
method of --------------, in which the parties take positions and then make concessions to reach agreements.

Answer

Choices
Actual Result Selected
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a. situational haggling
b. issue dealing
c. interest Positioning
d. positional bargaining
Feedback : -

Question. 10

In negotiation, the -------------often causes the relationship to become entangled in discussion of the problem.

Answer

Choices
Actual Result Selected
Displayed
a. personality problem
b. situation problem
c. people problem
d. commercial problem
Feedback : -

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Question. 11

People who use the --------------strategy typically assume other people are more important and powerful than
them, and so abase themselves by giving in at the earliest opportunity.

Answer

Choices
Actual Result Selected
Displayed
a. compromising
b. accommodating
c. yielding
d. subjugating
Feedback : -

Question. 12

Using tricks and -------------- during a negotiation can undermine trust and damage teamwork.

Answer

Choices
Actual Result Selected
Displayed
a. pressure tactics
b. manipulation
c. glibness
d. goodwill
Feedback : -

Question. 13

The --------------negotiator sees the participants as problem solvers looking for a mutually satisfactory
solution.

Answer

Choices
Actual Result Selected
Displayed
a. Smart
b. Flexible
c. Shrewd
d. collaborative
Feedback : -

Question. 14

Every dispute has an acceptable ------------

Answer

Choices
Actual Result Selected
Displayed

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a. solution
b. resolution
c. compromise
d. finale
Feedback : -

Question. 15

--------------relies on power, strength, manipulation and game-playing and results in ‘zero-sum’ thinking: that
is, one party’s gains mean the other party’s loss.

Answer

Choices
Actual Result Selected
Displayed
a. Distributive approach
b. Fragmented approach
c. Competitive approach
d. Deductive approach
Feedback : -

Question. 16

---------------- takes the joint problem solving approach and relies on rust, openness and communication.

Answer

Choices
Actual Result Selected
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a. Descriptive approach
b. Inductive approach
c. Integrative approach
d. General approach
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Question. 17

Fisher and Ury suggest that before embarking in any sort of negotiation, it is wise to identify an alternative
plan of action just in case an agreement is not reached and it is referred to as the -----------------

Answer

Choices
Actual Result Selected
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a. ZOPA
b. DATNA
c. GATNA
d. BATNA
Feedback : -

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Question. 18

Without---------------, there is no negotiation.

Answer

Choices
Actual Result Selected
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a. issues
b. problems
c. communication
d. conflict
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Question. 19

Negotiation is one of the key skills of conflict resolution or dispute resolution and is central to success
because it combines communication with ---------

Answer

Choices
Actual Result Selected
Displayed
a. persuasion and resolution
b. management and structuring
c. solving and adjusting
d. debating and arguing
Feedback : -

Question. 20

Skill at inventing -----------is one of the most useful assets a negotiator can have, but it does not come
naturally.

Answer

Choices
Actual Result Selected
Displayed
a. options
b. solutions
c. criteria
d. action plan
Feedback : -

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