1. Which of the following is a false statement about power in a negotiation?
A. There are many different sources of power that a person in a negotiation can access.
B. The choice that a person needs to make in a negotiation is not whether to use power but how to use it.
C. Power in a negotiation can only be held by 1 person.
D. Using power in a coercive way can be destructive to the negotiation.
2. Trying to negotiate additional terms to a contract after an agreement has been reached is often referred to as:
A. Adding On
B. Taking Off
C. The Shake Down
D. Nibbling
3. The intervention of a third party to help parties in conflict communicate with each other about how best to manage a conflict is known as
A. integrative negotiation.
B. distributive negotiation.
C. arbitration.
D. mediation.
4. Jackson and Cruse were involved in a negotiation concerning a real estate development. Jackson was concerned about and was negotiating his position based on the risk involved if the development failed. Which of the following best describes Jackson’s negotiation position.
A. BATNA
B. Framing
C. Anchoring
D. Distributive
