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Test answers for Negotiation Skills 2016

(85) Last updated: January 27
Elance • Fin. & Mgt.
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85 Answered Test Questions:

1. ADR stands for what negotiation tool?

Answers:

• Altimeter Diamond Result

• Adding Demands Resounded

• Alternative Dispute Resolution

• Additional Dispute Resolve

2. Contract negotiations typically allow a team member to have what authority during the negotiations?

Answers:

• To bend the rules for the negotiator

• To bend the parties to the agreed to written contract

• To bend the parties to work behind the back of the arbitrator

• To force the parties to work off contract

3. What is the best way to understand the other party's interests in a negotiation?

Answers:

• Conduct research in advance of the negotiation

• Conduct a comprehensive survey of the other party

• Use an undercover observation

• Hypnotize the other party while asking

4. Using "hard" negotiation tactics can be harmful because:

Answers:

• This approach ensures that neither side is accommodated

• This approach often permanently damages the relationship between the parties

• This approach results in a win-win for all parties

• This approach ensures that neither side prospers

5. In negotiating, it is best to default to what type of approach?

Answers:

• All or nothing

• Compartmentalized

• Frugal

6. Multiparty negotiations differ from two-party deliberations in which of the following ways?

Answers:

• The environment changes from a one-on-one dialogue to small group discussion.

• All of the above statements about multiparty negotiations are true.

• More issues and more information are introduced than when two parties negotiate.

• The process for multiparty negotiators is more complex than two-party ones.

• Multiparty negotiations have more negotiators at the table.

7. What is a persuasive argument?

Answers:

• An argument made by an individual to persuade someone to share the same goals as the arguer

• A counter argument made by an individual to persuade someone to succeed

• An argument made by an individual to persuade someone to backtrack on resolutions

• An argument made by an individual to persuade something to fail

8. Using accommodation to negotiate as a result of a desire to maintain friendly relationships is called a:

Answers:

• Medium tactic

• Soft tactic

• Firm tactic

• Hard tactic

9. "Expanding the pie" as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.

Answers:

• True

• False

10. Which parties to a negotiation enjoy the most bargaining power?

Answers:

• The negotiator with the most clout has the most to lose in court

• The parties with access to the most choices, alternatives or resources have the most bargaining power

• The most bargaining power comes from the most aggressive player

• The person with the most friends has the most parties

11. What is a pressure point?

Answers:

• The point of the interest given by a bank

• The point of value driven excellence

• The point where a person will feel forced to negotiate for an interest

• The point of no return at the end of an acupuncture treatment

12. Negotiators use active listening skills to satisfy what characteristic of beneficial negotiating?

Answers:

• Guaranteeing all parties positions are heard and understood

• Leave it up to the court to straighten out the issues

• Understanding when to back off and put down the gavel

• Going around in a circle to pick up all of the issues

13. Collaborative style negotiations work to meet the needs of which individuals?

Answers:

• All parties involved in the negotiation

• Some parties involved in self-exploration

• All metrics of the table of contents

• All parties involved in disputed conjunctions

14. True or false? In any industry in which repeat business is done with the same parties, there is always a balance between pushing the limit on any particular negotiation and making sure the other party???and your relationship with him???survives intact.

Answers:

• False

• True

15. What is a non-negotiable factor in a negotiation?

Answers:

• A factor that cannot be conceded during negotiations

• A factor that is able to be conceded during negotiated planning

16. Are economic outcomes ever a factor in negotiations, true or false?

Answers:

• True, many negotiations involve money

• False, no one bends the rules for money

• False, money does not matter in negotiations

• False, most negotiations do not involve money

17. Win-win negotiation technique is beneficial to all parties because of what reason?

Answers:

• The interests of the counter insurgency are met daily

• The interests of the Geiger counter are met with the resolution of the issues

• Everyone's interests are met with the result of the negotiation

• The interests of the counteroffer are met on resolution of the issue

18. A cooperative negotiator exhibits which of the following traits?

Answers:

• Collaborative, conscious, cut-throat

• Peaceful, collaborative, community-oriented

• Respectful, disdainful, manic

• Crafty, cunning, maligned

19. Having a targeted amount in mind ahead of negotiations should be based on:

Answers:

• Research and realistic expectations

• Worthiness of the other party

• Worthiness of the negotiator

20. Remember that every possible interdependency has an alternative; negotiators can always say "no" and walk away.

Answers:

• False

• True

21. When resolving major disagreements, the  negotiator should always ensure:

Answers:

• That they don???t prepare excessively

• That they prepare thoroughly

• That they are manipulative in order to win

22. What is a negotiation agenda?

Answers:

• A court ordered document, rarely actually used in practice

• An outline of what will be discussed at the negotiation

• A briefing of all of the parties at negotiation court

23. How is a management briefing used to the benefit of the negotiator?

Answers:

• It can lead to the negotiator cancelling the management of the negotiation

• It is used to benefit the negotiator with information on the negotiation contract or plan

• It will not benefit the plan and should be thrown out

24. What is a synonym for a concession during a negotiation?

Answers:

• A compost

• A cosmopolitan

• A component

• A compromise

25. Every interaction with someone is an opportunity to either negotiate, or in preparation for a future negotiation.

Answers:

• False

• True

26. A cheerful negotiator exhibits which of the following traits?

Answers:

• Positive, pleasant, excited, accommodating

• Positive, passive, aggressive, psychotic

• Thrill seeking, rushing, rambling, restive

• Schizophrenic, manic, depressive, easy

27. An example of a negotiation in daily life is which of the following?

Answers:

• Allowing a person to take free items from the trash at the office

• Bartering for capital gain development at an organization

• Allowing a person to dumpster dive in a wealthy neighborhood

• Bartering for a good price for an item at a flea market

28. Why do negotiators need to utilize good listening skills?

Answers:

• To manage the party and resolve situations in the future

• To hear and take under advisement all solutions to the resolution

• To hear and understand all issues brought to the negotiations table by the parties

• To appear interested so the other party lets their guard down

29. People in conflict with each other typically perceive the other person with what traits?

Answers:

• Positively and with bias

• Negatively and with bias

• Negatively and with poise

30. Heated negotiations rarely solve the problem because of which reason?

Answers:

• Heated fights are never the way to get a promotion

• Heated issues results in fist to cuffs among the employees

• Heating the issues makes for a cloudy soup

• Heated interests often become personal, which cloud the real issues of the negotiation

31. What are the characteristics of conflict resolution?

Answers:

• Defining the problem, resourcing alternatives, choosing solutions

• Making a problem, researching an alternative, managing a solution

• Finding a problem, researching a problem and managing a solution

32. What is a counter-offer in a negotiation?

Answers:

• It is an offer made to cut the original offer in half, to be fair and equitable to all parties

• It is the offer that is made first, then it is remade at the end of negotiations unchanged

• It is an offer made to counter an original offer, usually with new or different terms presented

33. What is a critical trait of a negotiator?

Answers:

• To deal with all parties in a fairly aggressive manner

• To come to the bargaining table with a chip on the shoulder

• To take out the aggression on the weakest party member

• To deal with all parties of the negotiations in a fair manner

34. What do negotiators do when they experience hostility at the negotiation table?

Answers:

• They work with some of the powers to gain authority for negotiations

• They work with the party that is in the lead negotiation seat

• They work with the party who has paid the most money towards resolutions

• They work with all of the parties to diffuse the situation to continue negotiation

35. What is the BATNA in a negotiation?

Answers:

• Benefit Alternative to the Negotiation Agreement

• Better Answers to a Negotiated Agreement

• Best Alternative to a Negotiated Agreement

• Best Additive for a Negative Assertion

36. An agitated negotiator exhibits which of the following traits?

Answers:

• Malaproped, misanthroped, cramped, depressed

• Autumnal, belligerent, fragrant, perfunctory

• Trite, prefabricated, tunneled, misaligned

• Uptight, aggressive, difficult, tension-laden

37. Which of the following are two opposing positions often seen in negotiations?

Answers:

• Cooperation vs. Cynicism

• Competition vs. Cooperation

38. What are the characteristics of a dispute?

Answers:

• Most disputes have two sides and various perspectives

• Most disputes are placed into alternative dispute resolution

• Most disputes can be solved with statistical problem solvers

• Most disputes have one side with one person being right at that instant

39. Which of the following is a first step in preparing to negotiate?

Answers:

• Develop a refusal to compromise

• Develop a compromise

• Identify exactly what the other party is willing to give up

• Identify exactly what you want out of the negotiation

40. What is a "bargaining factor" in a negotiation?

Answers:

• This is a factor that is only negotiated on a schema contract with all parties

• This project factor is a bargaining factor in negotiations

• This is a factor that must be negotiated to a mutual result for the satisfaction of both parties

• This is a factor that will be reviewed by alternative dispute resolvers at the contract negotiation

41. Negotiation situations frequently comprise of similar characteristics.

Answers:

• True

• False

42. Negotiators are unable to utilize unclear information because of what reason?

Answers:

• It could lead to misunderstandings among negotiating parties

• It could lead to unending resolutions at the bargaining table

• It could lead to a resolved industrial misconception

• It could lead to mismanaged funds

43. An ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant

Answers:

• cooperator.

• group.

• team member.

• opponent.

• arbitrator.

44. A negotiator anaylzes verbal and non-verbal cues to determine what tactic?

Answers:

• the legality of the hidden intentions of the parties

• misunderstandings or hidden intentions of the parties

• the time to stop the negotiation to be equal to the parties

45. What is a negotiated interest?

Answers:

• The interest or factor motivating a party to negotiate

• The interest in a real estate contract

• The opportunity to build a start up from the acquired takeover interest

• The interest in developing financial services at a company

46. What is bargaining power as exhibited in a negotiation?

Answers:

• The negotiator with the most meddle is the winner

• The authority to strong arm the competition in a negotiation

• The negotiator with the loudest voice is the winner

• The authority to leverage power in a negotiation

47. The five factors of conflict resolution by Kenneth Thomas and Ralph Kilmann are which of the following?

Answers:

• competitive, collaborative, compromising, accommodating, avoiding

• competitive, collaborative, composting, accommodating, avoiding

• competitive, collaborative, compromising, accoutrement's, avoiding

• competitive, collaborative, compromising, accommodating, avalanche

48. To "clarify and confirm" is a statement used in negotiations to effectuate what result?

Answers:

• To clarify what was said and confirm clear understanding of the issues or facts

• To clarify what was said and make unclear assumptions and understanding of the issues or facts

• To declare what was said and confirm clear understanding of the issues or facts

• To clarify what was taken back and confirm clear understanding of the issues or facts

49. What is the definition of an "objective negotiation position"?

Answers:

• This position is only available for the first parties to the bargaining table

• This position is never allowed in negotiations

• This is a fair and balanced position available for all parties

• This position is available for parties that agree not to counter the offer

50. Compromising negotiation styles try to accomplish which of the following goals?

Answers:

• To fulfil the requirements of the past situation

• To fulfil the requirements of some of the parties involved in the negotiations

• To fulfil the understanding of the requirement of simplicity

• To fulfil the requirements of the parties to the court case

51. What are some organizational rewards of negotiating with other parties?

Answers:

• Resolutions, compliance, accommodation and doubt

• Income, revenues, profits, and viable contracts

• Rewards, reflections, aggression and arrogance

• Interest bearing accounts, financial services, health care and rewards

52. What is the illusion of transparency?

Answers:

• When negotiations assume that the parties can see their hidden objectives

• When negotiators hide the solutions behind their backs

• When negotiators hide their feelings about statistics

• When the accountant cooks the books

53. An example of an assertive negotiator is one who does which of the following?

Answers:

• A co-party who clearly states his ancillary points and protects his personal interest

• A party who nearly states his points and protects his personal interest

• A party who clearly states his point match and protects his misspent interest

• A party who clearly states his points and protects his personal interest

54. BATNA stands for

Answers:

• best alternative to a negative agreement.

• best alternative to a negotiated agreement.

• BATNA stands for none of the above.

• best assignment to a negotiated agreement.

• best alternative to a negative assignment.

55. What is a neutral arbitrator?

Answers:

• An arbitrator or person with no vested interest-income in the outcome of the negotiation

• An arbitrator or person with a vested interest in the outcome of the negotiation

• An arbitrator or person with a disinterest or selfish interest in the outcome of the negotiation

• An arbitrator or person with no vested interest in the outcome of the negotiation

56. A hidden interest of a party is difficult to conquer because of what reason?

Answers:

• A party will hide an interest to retract another interest and keep power points to himself

• A party will disgust other people to stop the negotiations

• A party will barter to keep an item from being resolved

• A party will hide an interest to protect another interest and keep power for himself

57. In preparing to negotiate on a large disagreement, it is best to:

Answers:

• Define win-lose outcomes for the other party

• Prioritize acceptable losses

• Compartmentalize possible outcomes

• Decide on alternatives in case agreement is not reached with the other party

58. Using a win-lose negotiation strategy may be appropriate when:

Answers:

• One party is working with less facts than the other

• A party's need to win is neutral

• There is no need to have an ongoing relationship with the other party

• One party's need to win is very high

59. An example of a passive negotiator is which of the following?

Answers:

• The interests of the parties are not respected

• Some parties who take their interest to the court

• Someone who refuses to speak up and protect his own interests

• A party or arbitrator who decides the resolution unilaterally

60. Which are personal values used in negotiations?

Answers:

• Honesty, Integrity, passion to win

• Candor, fairness, trustworthiness

• Fairness, honesty, trust

• Honesty, faithfulness, spirituality

61. Locking in a negotiated offer is seen in which of the following examples?

Answers:

• A used car salesman offering balloons to a child

• A bartering flea market vendor allowing a product to go on sale

• An auto dealer offering a car on sale only until a certain date

• A mother allowing a child to have cookies for dessert

62. What is bargaining driven by?

Answers:

• Parties offering, asking for and accepting concessions

• Your own deep knowledge of your situation and of your business

• Unsolved problems in negotiation

• The other party???s request

63. Negotiations that aim for equally satisfying outcomes for both parties are called:

Answers:

• Independent, disintegrative, principled negotiations

• Independent, separate or non-principled negotiations

• Collaborative, conscious, principled negotiations

• Collaborative, integrative or principled negotiations

64. What is a negotiation trade-off position?

Answers:

• A position that can be abandoned or modified during negotiations

• A position that the parties will assimilate to during negotiations

• A position that the opposing party will never concede

65. What are the traits of an imbalance of power during a negotiation?

Answers:

• One person may persuade another person to injustice

• One group may become used or exploited by another more powerful group

• One group may collaborate with the other group behind some one's back

• One person may tip the balance in the direction of malfeasance and mistreatment

66. What is a fixed-pie perspective in negotiations?

Answers:

• When fixed negotiations resolve themselves before a tribunal

• When negotiators believe that the assumptions of the participating parties are based on opposite assumptions

• When the tribunal is an alternative disputed resolver

• When fixed leverage is used to unbalance the negotiations

67. The opposite negotiation tactic from hard negotiation is:

Answers:

• Impromptu negotiations

• Pre-planned negotiations

• Arm wrestle negotiations

• Accommodation

68. True or false? A creative negotiation that meets the objectives of all sides may not require compromise.

Answers:

• False

• True

69. Which is a guideline for principled negotiation?

Answers:

• Begin with the end in mind

• Define what the outcome should look like

• Determine the positions of the parties and yield to the party with the highest position

• Define objective standards as the criteria for making the decision

70. When negotiating contracts, it is best to _________ the contract's risks and revenue.

Answers:

• Monitor

• Exclude

• Prioritize

• Compartmentalize

71. Which is a guideline for principled negotiation?

Answers:

• Focus on ways to win

• View the people and the problem together as one unit

• Focus on the negotiation program

• Separate the people from the problem

72. Successful logrolling requires:

Answers:

• that the parties establish more than one issue in conflict and then agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue.

• no additional information about the other party than his/her interests, and assumes that simply enlarging the resources will solve the problem.

• a fundamental reformulation of the problem such that the parties are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs.

• that one party is allowed to obtain his/her objectives and he/she then "pays off" the other party for accommodating his/her interests.

73. In negotiating contracts, the offer is more than the dollar amount and should include:

Answers:

• Statement of work, identification of the product, express warranties and terms and conditions

• Request for proposal, identification of product, express warranties and terms and conditions

• Statement of work, identification of product, express warranties and baked goods

• Request for proposal, statement of work and express terms and conditions

74. Which is a guideline for principled negotiation?

Answers:

• Generate a couple of strong possibilities and make a decision

• Generate one possibility and stick to it

• Generate a wide variety of possibilities before making a decision

• Generate the most creative possibility and make a decision

75. What are the two dilemmas of negotiation?

Answers:

• None of the above.

• the dilemma of cost and the dilemma of profit margin

• the dilemma of honesty and the dilemma of trust

• the dilemma of honesty and the dilemma of profit margin

• the dilemma of trust and the dilemma of cost

76. A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?

Answers:

• None of the above

• Win-win

• Win-lose

• Mutual gains

• Zero-sum

77. What ineffective, but typical approach do people use when negotiating?

Answers:

• Distributive, single interest, negotiating

• Establishing an agreement on what time the negotiation will end regardless of outcome.

• Ultimatum tactics for expected discontinued relationships

• Creative alternatives based on interests not positions

• Creating alternatives for the other party to change their position without remorse or perceived loss

78. In integrative negotiation, decisions must be finalized in each step of the negotiation process.

Answers:

• True

• False

79. Accommodating negotiation styles attempt to meet the needs of the parties by using which goal?

Answers:

• The goals of the parties are met unless it provides a detriment to the negotiator's solution

• The goals of the negotiation are sometimes met

• The goals of the parties are met even if it provides a detriment to the negotiator's needs

• The goals of the negotiation are never met

80. The initial offer sets the tone for the negotiation and should be:

Answers:

• Bold and excessive

• Reserved but aggressive

• Bold and aggressive

• Bold but mild

81. Contract negotiations may include what element of analysis?

Answers:

• Cost benefit analysis of confluence

• Cost collaboration of a conglomerate

• Cost and privy assessment of an issue

• Cost variance of the analysis of an authority

82. In which major step of the integrative negotiation process of identifying and defining the problem would you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?

Answers:

• depersonalizing the problem.

• state the problem with an eye toward practicality and comprehensiveness.

• state the problem as a goal and identify the obstacles to attaining this goal.

• define the problem in a way that is mutually acceptable to both sides.

• separate the problem definition from the search for solutions.

83. A zero-sum situation is also known by which other name?

Answers:

• distributive

• negotiative

• None of the above.

• win-lose

• integrative

84. Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.

Answers:

• False

• True

85. Some people are invariably difficult and their behavior follows predictable and one of the other following patterns. Which one?

Answers:

• counter indicating

• identifiable

• aggressive

• contentious

• confusing