Reference no: EM132224657

1. ________ is best described as a process in which two or more people or groups share their concerns and interests to reach an agreement of mutual benefit.

A) Lobbying

B) Negotiation

C) Solicitation

D) Merging

2. Which of the following statements accurately describes the difference between arbitration and negotiation?

A) In negotiation, one set of interests is favored over the other, whereas in arbitration the primary interests of both parties are listened to and addressed.

B) In arbitration, both parties agree to a settlement reached by a third party, whereas in negotiation the principal work is performed by the two parties themselves.

C) In negotiation, the resulting solutions create "lose-lose" situations, whereas the resulting solutions in arbitration create a "win–win" situation.

D) In arbitration, less time and effort is required than in negotiation as the former actively involves an outside third party.

3. A distributive bargaining strategy is most appropriate to use when

A) both the parties are in a win–win situation.

B) time is plenty.

C) creativity is required to solve a problem.

D) short-term goals are more important than building long-term relationships.

4. Which of the following types of questions is a manageable question and is most likely used to help an individual gather information and prepare the individual for additional questions?

A) Close-ended questions

B) Loaded questions

C) Directive questions

D) Heated questions