Reference no: EM132249371

1. During which phase of the negotiation process do the parties exchange their initial proposals or demands?

bargaining and problem-solving

clarification and justification

opening and initiating

integration of preferences

definition of ground rules

2. Those who believe they will be more successful in negotiation situations tend to ________.

perform well but not great

overestimate their abilities and fail

underestimate their opponent and fail

forget to seek council from others

perform more effectively

3. In a negotiation process, which of the following activities is most likely to be included in the "preparation and planning" step?

justifying your original demands

determining where the negotiation will take place

determining your best alternative to a negotiated agreement

designing procedures for implementing the agreement that has been worked out

exchange of the initial proposals or demands

4. The conflict-handling techniques are characterized by two dimensions, cooperativeness and assertiveness. Cooperativeness indicates the degree to which ________.

the parties attempt to find a win-win solution

one party attempts to satisfy his or her own concerns

the parties are willing to involve third-party conflict resolution techniques

one party attempts to satisfy the other party's concerns

one party attempts to suppress the conflict