Negotiation is an integral part of daily life and the opportunities to negotiate surround us. （ ）
Due to advances in technology and changes in the workplace, negotiation is becoming: （ ）
C:An increasingly important skill for people to hone.
答案: 【An increasingly important skill for people to hone.】
Which of the following is least likely a negotiation situation? （ ）
A:You ask a sales clerk to give you a 15 percent discount because the article of clothing you would like to purchase is missing a button.
B:The invitation you receive to a party says you can bring a friend.
C:Your manager meets with you about your annual raise.
D:A high school senior asks his parents if he can borrow their car. They agree, as long as he promises to be home by midnight.
答案: 【The invitation you receive to a party says you can bring a friend.】
Implicit in all negotiations is that the parties are: （ ）
C:Any of the above
The basic problem in most negotiations is: （ ）
答案: 【Conflicting interests.】
Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby. （ ）
The first step of the first stage of a negotiation is: （ ）
A:Formulate offers and counteroffers.
C:Formulate arguments and counterarguments.
答案: 【Pre-negotiation preparation.】
Effective negotiation preparation encompasses three general abilities: situation assessment, other-party assessment, and _______.（ ）
BATNA is short for ‘Best Alternative To a Negotiated Agreement’.（ ）
In order to reach a successful negotiation outcome, the negotiators must understand that their BATNA is: （ ）
A:the outcome that the negotiator wishes to achieve
B:not time sensitive
C:able to be modified by persuasive offers
D:determined by objective reality
答案: 【determined by objective reality】
When, you are asked about your desired salary in a job interview, what is the best response to use with the prospective employer? （ ）
A:Make an extreme offer and negotiate your way back down to your acceptable BATNA range
B:Give a salary range that would meet your needs in order to seem less fixated on a particular number.
C:Identify a variety of different combinations of highly attractive offer packages and present those packages to the employer
D:Make a take-it-or-leave-it offer
答案: 【Identify a variety of different combinations of highly attractive offer packages and present those packages to the employer】
What is meant by the hidden table in a negotiation? （ ）
A:An undisclosed group of resources
B:The undisclosed offers that could have been made
C:Important parties who are the real decision makers are not present at the negotiation table
D:The ultimate goal of a good negotiator
答案: 【Important parties who are the real decision makers are not present at the negotiation table】
The strategic planning stage of preparation includes: （ ）
A:Defining the situation, establishing the desired goals, creating a script and deciding how to implement the strategy.
B:Defining the situation, establishing the desired goals, formulating a strategy and deciding how to implement the strategy.
C:Defining the situation, establishing the desired goals, formulating a strategy and creating a script.
D:Defining the situation, establishing the desired goals, creating a script and deciding how to implement the negotiation outcome.
答案: 【Defining the situation, establishing the desired goals, formulating a strategy and deciding how to implement the strategy.】
To achieve the greatest gains, negotiators should stick to the script they created during the preparation phase. （ ）