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Multiple Choice Quiz
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1
A salesperson who approaches negotiation as a "kill or be killed" activity has a _____________ negotiation philosophy.
A)touchdown
B)win-lose
C)warrior
D)go for the throat
E)winner takes all
2
Negotiations differ from regular sales calls in that they generally:
A)take place in the buyer's office behind closed doors.
B)involve less time and more small talk.
C)shift the responsibility from the seller to the buyer.
D)involve more intensive planning and a larger number of people in the sales team.
E)all of the above
3
Which of the following items is LEAST likely to be covered during the negotiations?
A)credit terms and delivery conditions
B)how complaints will be resolved
C)how the product will be marketed to consumers
D)how the customized aspects of the product will be designed
E)performance guarantees
4
Which of the following would NOT be a good characteristic for a negotiator?
A)perfectionism
B)endurance
C)the ability to tolerate ambiguity
D)the willingness to take risks
E)persistence
5
What a negotiation team hopes to accomplish in a given negotiation session is the team's:
A)minimum position.
B)target position.
C)opening position.
D)maximum position.
E)decisive position.
6
Anne's negotiation team is determining their initial position in a given negotiation session. This is her team's:
A)minimum position.
B)opening position.
C)target position.
D)maximum position.
E)decisive position.
7
Developing alternative paths to the same negotiation goal is called:
A)dual adaptation.
B)maneuverable accomplishment.
C)adjustable implementation.
D)dual distribution.
E)adaptive planning.
8
Which of the following is one of the conflict handling behavior modes discussed in the text?
A)competing
B)accommodating
C)avoiding
D)compromising
E)all of the above
9
Roger negotiates in a highly cooperative and unassertive fashion. Roger resolves conflict in a (n) _____ mode.
A)accommodating
B)competing
C)avoiding
D)collaborating
E)compromising
10
Terry doesn't like conflict. He rarely objects to what the other side proposes, and he seldom agrees to anything. He really acts as if he does not want to be involved in the negotiation at all. His approach to conflict resolution is the _____ mode.
A)competing
B)avoiding
C)accommodating
D)collaborating
E)compromising
11
When Clara negotiates an agreement, typically it does not maximize her satisfaction or the satisfaction of the other party. Clara uses the _____ mode is attempting to arrive at a win-win situation.
A)competing
B)accommodating
C)avoiding
D)collaborating
E)compromising
12
A person who is both cooperative and assertive is in the _____ mode.
A)competing
B)accommodating
C)avoiding
D)collaborating
E)compromising
13
All of the following are typical tactics of win-lose negotiators EXCEPT:
A)lowballing.
B)negotiation jujitsu.
C)good guy--bad guy routine.
D)browbeating.
E)emotional outbursts.
14
____________is an appropriate response when the buyer tries browbeating.
A)Using a resource bogey
B)Lowballing
C)The good guy--bad price guy
D)Negotiation jujitsu
E)Nibbling
15
Which of the following statements about concessions is true?
A)Never make concessions until you know the buyer’s position.
B)Concessions should gradually decrease in size.
C)Once made, a concession can be withdrawn.
D)Be confident in your position.
E)All of the above statements about concessions are true.





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