12/24/21, 11:54 AM UDB20(01) DDWU1101 Revision | Print - Quizizz

NAME : CLASS :
UDB20(01) DDWU1101 Revision
DATE :

30 Questions
NAME: AGILAISWARI D/O MANIMARAN
NO.MATRIX: UDB200004 (SECTION1)

1. One of the reasons why exaggerated opening o ers

is advantageous is because
a) it gives negotiator room for movement. b) it gives negotiator an ability to identify the
other party’s weaknesses.
c) it gives negotiator an ability to identify d) it gives negotiator ability to beat the
the other party’s BATNA. other party.

2. “If you believe nothing, then you will have a great deal of
di culty in reaching an agreement”. This statement refers
to which type of dilemma?
a) Dilemma of fairness b) Dilemma of trust

c) Dilemma of ethic d) Dilemma of honesty

3. “A form of decision making in which two or more parties

talk with one another in an e ort to resolve their opposing
interest”. Based on the de nition above, it was de ned by
who / whom?
a) Kelley (1996) b) Pruitt (1981)

c) Hocker and Wilmot (1985) d) Coser (1956)

4. From the following, what are the two (2) ways that goals
a ect negotiation?i. There are boundaries or limit to what
“realistic” goals can be.ii. E ective goals must be
concrete, speci c, and measurableiii. Short-term thinking
a ects one’s choice and strategy.iv. De ning the interests
a) i and ii b) ii and iv

c) ii and iii d) iii and iv

https://quizizz.com/print/quiz/61c29e5f0e32be001db6c779 1/
5. From the following, which is the best to examplify
the interdependent relationship between parties in a
negotiation?
a) Mr. Saiful is in the midst of nding a real
b) Aileen disagrees with the price placed by
estate lawyer service. the seller and nds another seller who can
o er a reasonable price.
c) Mrs. Hawa is committed to monitoring d) At Fuziah Dental Clinic, all patients
the work given by Teacher Raja to her need to make an appointment before
son and Teacher Raja also regularly getting a dental treatment. No walk-in
updates materials and information service is
related to online classes to Mrs. Hawa. o ered at the clinic.

6. Which from the following situation is not among

the characteristic of integrative negotiation?
a) So ya and Kabir agreed to contact
after they made a secondhand car
sales agreement.
c) Mr. Bowie called on all underperforming
employees over the last 6 months to
discuss possible initiatives to help
improve their performance.
b) ZAP Engineering is aiming to win a tender
and does everything they could to come
out with good proposal for their potential
customer.
d) Instead of directly appointing a new
Marketing Manager, the management of
MAAG Sdn Bhd opens positions for all
internal and external applications.

7. Which of the following situations shows an

incomplete characteristic of negotiation situation?
a) There are two parties involved in the
negotiation process related to the
acquisition of vegetable farms, namely
Jaya Berhad and Hijauan Segar.
c) In the midst of the negotiation, Melly and
Rosie began to disagree but they were
still able to continue the negotiation
process.
b) Azman and Karim have di erent
objectives and are not interested in
discussing further on the process of
buying the house
d) Green Tech provides several package
options so that their customers can make a
choice of packages that suit their needs.

8. "Aleeya is making a choice whether to accept an o er

from a local university or a foreign university to continue
her studies at the Bachelor's Degree level." This situation
refers to the concept of_____.
a) WATNA b) autocratic decision

c) BATNA d) mutual adjustment

12/24/21, 11:54 AM UDB20(01) DDWU1101 Revision | Print - Quizizz

9. Which of the following situations shows the

characteristics of negotiation situation?
a) The negotiation process involves two
b) There is no con ict of needs and
or more parties. desires between the parties.
c) The involved parties prefer to ght openly
d) During negotiations, the parties involved
to win the negotiation. cannot tolerate.

10. From the following which is the nal step of mutual

adjustment and concession making?
a) If the proposal isn’t readily accepted by
b) When a party agrees to make change,
the other, negotiator begin to defend their a concession has been made.
own & critique the other’s proposal.
c) When a party makes a concession, the
d) Negotiation begin with statements
bargaining range is further of opening.
constrained.

11. “A company with a cash ow problem can assume less

risk of expanding its operations than one that is cash-
rich.”This situation refers to which type of key di erences
on value among negotiators?
a) Di erences in interest b) Di erences in risk tolerance

c) Di erences in time preferences d) Di erences in judgments about the future

12. From the following, which is the best example to

describe interpersonal con ict?
a) Two companies are competing over an
b) You feel annoyed when you nd out you
RM1.5 billion condominium weren’t invited to participate in your
development tender. friends ’party.
c) Due to the Planning Department team
d) Two employees competed openly about
members have di erent personalities, who deserved a promotion.
they always argues on making decisions
which may lead to tension.

13. Which one of the following is not a characteristic

of intergroup con ict?
a) The nal level of con ict between c) Occur within an individual.
organizations.

https://quizizz.com/print/quiz/61c29e5f0e32be001db6c779 3/8
12/24/21, 11:54 AM UDB20(01) DDWU1101 Revision | Print - Quizizz

b) Con ict is quite

complex because its
involved the large
number of people.
d) Negotiation at this level are
more complex.

https://quizizz.com/print/quiz/61c29e5f0e32be001db6c779 3/8
12/24/21, 11:54 AM UDB20(01) DDWU1101 Revision | Print - Quizizz

14. Cory is looking for new member for his designer team. He
interviewed several candidates and felt two of the
candidates were the best for his team. But he could not
decide which candidate was the most appropriate. Cory
postponed hiring a new designer for a month to gure out
the best results.This example illustrates the
__________________
con ict.
a) intrapersonal b) interpersonal

c) intergroup d) intragroup

15. What is the combination of types of concerns

emphasized in a two dimensional framework called the
dual concerns model?
a) Concerns about their own outcomes
and their own future.
c) Concern about their own outcomes and
other’s outcomes.
b) Concerns about other people’s outcomes
and other people’s futures.
d) Concerns about own future and the other’s
future.

16. “When a con ict occurred in a negotiation, it would

be di cult for both parties to resolve especially if
only one
party feeling more harmed”. The statement above refers
to which dimension of con ict diagnostic model?
a) Structure of parties b) Perceived progress of the con ict

c) Size of stakes d) Continuity of interaction

17. Robert is trying to get a salary increment from his

employer due to several commitments that are increasing.
Robert’s employer on the other hand, want to save cost
but at the same time need someone to assist him in his
new project. Both Robert and his employer discuss to nd
mutually acceptable outcome. The situation above refers
to which
_____________ process.
a) bargaining b) distributive

c) negotiation d) concession

https://quizizz.com/print/quiz/61c29e5f0e32be001db6c779 4/
12/24/21, 11:54 AM UDB20(01) DDWU1101 Revision | Print - Quizizz

18. Values may be created in numerous ways & the heart of

the process lies in exploiting the di erences that exist
between the negotiators. What are the key di erences
among
negotiators? i. Di erences in
interest. ii. Di erences in risk
tolerant. iii. Di erences in nancial
status iv Di erences in time preferences
.
a) i, ii and iii b) i, iii and iv
c) iii and iv d) i, ii and iv

19. In negotiations, one of the consequences of failed

planning is due to
a) negotiators fail to identify
b) negotiators fail to set a clear goal.
competitive strategy.
c) negotiators fail to use integrative approach.
d) negotiators fail to identify their WATNA.

20. For all the answers stated below, which one is not
the characteristic of negotiation situation?
a) The parties negotiate by choice. b) There is con ict of needs and desires
between two or more parties.
c) The parties prefer to negotiate and d) Parties must rely on others for what
search for agreement rather than to ght they need.
openly.

21. A person pursuing____________strategy show high

concern for attaining their own outcomes and high
concern for whether the other party attains his or her
outcomes.
a) problem solving b) yielding

c) contending d) inaction

https://quizizz.com/print/quiz/61c29e5f0e32be001db6c779 5/
22. Choose the following two (2) reasons that explain why
the negotiators chose not to negotiate i. It
simply may not be worth the time & e ort to
negotiate. ii. The decision to negotiate
is closely related to the attractiveness of available
alternatives (the outcome that can be achieved if
negotiation didn’t work out). iii. No incorporation of
information into the modi cation of a negotiation
strategy. iv. There are boundaries or
limit to what “realistic” goals can be.
a) i,ii and iv b) i and ii

c) i and iv d) i, ii and iii

23. “Kevin tried to defend his decision not to be transferred

to another branch through a process of negotiation with
his boss. Kevin was suddenly angry and expressed his
dissatisfaction regarding the news of the relocation.”
From the situation above, based on Malhotra and
Bazerman (2007) suggestions, what strategy can the
boss do in managing his employee’s anger?
a) Try to understand why Kevin is angry. b) Stop Kevin from continue expressing his
anger.
c) Give a disciplinary action towards Kevin d) Ignore all the things said by Kevin.
for not respecting him as a boss.

24. Characteristics of the parties may play a role in causing

negotiations to be di cult to resolve. From the followings,
which is not among the characteristics ?
a) Con ict management style b) Revenge and anger

c) Perception and power d) Value di erences

25. Breakthrough approach is a broad-based approach

that may be used with any other party who is being di
cult, including one using hard distributive tactics and
this approach was suggested by
a) Kellye (1996) b) Ury (1991)

c) Weeks (2001) d) Bramson (1981)

12/24/21, 11:54 AM UDB20(01) DDWU1101 Revision | Print - Quizizz

26. In negotiation, good preparation means

a) understanding your own goals and interest. b) remembering the intangible factors while
negotiating and remain aware of
their potential e ects.
c) keeping a personal diary on strength and
d) able to generate alternative solutions
weaknesses and develop a plan to work
on weaknesses.

27. According to Kelley (1996) there are two types of

dilemmas in negotiation and one of it is
a) dilemma of fairness b) dilemma of trust

c) dilemma of ethic d) dilemma of emotion

28. As a negotiator, one need to consider not only about

price, but all other issues or agenda items for the
negotiation to have such as starting, and resistance
points.
a) closure b) concession

c) settlement d) target

29. “Hamid wanted to buy a cheap second-hand laptop from

Loges. While Logesh wanted to sell his laptop so that he
could buy a new Macbook Pro. Hamid wanted to buy from
Logesh because he sells it at a very good price compared
to other seller and also the brand. Both need each other
to achieve their own outcome”. Hamid and Logesh
depend on each other to achieve their own preferred
outcome and are called as _.
a) mutual agreement b) value di erences

c) independent d) interdependent

30. When negotiate, we expect a ‘__________’ process that is

fundamental to our understanding of the
word ‘negotiation’.
a) give and take b) concession

https://quizizz.com/print/quiz/61c29e5f0e32be001db6c779 7/8
12/24/21, 11:54 AM UDB20(01) DDWU1101 Revision | Print - Quizizz

c) competitive d) moderate

https://quizizz.com/print/quiz/61c29e5f0e32be001db6c779 7/8