1.Which approach focuses on the parties' common concerns, priorities, and preferences?

A. Rights-based approach

B. Interest-based approach

C. Power-based approach

D. Authority-based approach

2.Perceptual errors may lead to ______.

A. interpersonal conflict

B. relationship conflict

C. substantive conflict

D. all of the above

3.Which of the following does not involve a third-party?

A. Acquiescence

B. Arbitration

C. Litigation

D. Mediation

4.Which of the following isnota method of dispute resolution?

A. Informal acquiescence

B. Formal mediation

C. Informal litigation

D. Formal litigation

5. Which of the following isnota method of dispute resolution?

A. Informal acquiescence

B. Formal mediation

C. Informal litigation

D. Formal litigation

6. self-monitors are more likely to engage in pre-negotiation planning, and thus, more likely to achieve the goals they set for a particular negotiation

A. Cooperative

B. High

C. Low

D. Rational

7. Behavioral transparency and consistency are advantages of being or negotiating with a ________ self-monitor

A. cooperative

B. high

C. low

D. rational

8. _____________________ are concerned with logic and structure and tends to ignore feelings and neglect relationship building

A. Cooperatives

B. Individualists

C. Opportunists

D. Utilitarians

9. Which of the following influences one's approach to negotiations?

A. Communication style

B. Gender

C. Personality attributes

D. All of the above

10. Those with a(n) ________ locus of control are likely to approach a negotiation with confidence and make larger opening demands and smaller concessions.

A. cooperative

B. external

C. internal

D. rational

11. Which of the following types of listening is crucial for effective negotiations?

A. active

B. integrative

C. nonverbal

D. passive

12. What percent of all communication is nonverbal?

Group of answer choices

A. Less than 50%

B. Between 60 and 70%

C. Between 70 and 79%

D. More than 90%

13. To ensure that the receiver effectively receives the message you should:

A. use generic messages so they are widely understood

B. use messages that are tailored to the receiver

C. use simple words

D. all of the above

14. In ______ listening, communication is a vibrant, two-way process that involves high levels of attentiveness, clarification, and message processing.

Group of answer choices

A. active

B. attentive

C. interactive

D. passive

15. This strategy--_______________--is being used when participants decide key issues to discuss and allocate time accordingly

A. Using a mediator

B. Setting an agenda

C. Questioning

D. Linking

16. Which of the following skills are necessary to really understand others' needs?

A. Check for understanding

B. Establish credibility

C. Use close-ended questions

D. All of the above

17. Which of the following has no influence on one's credibility?

A. Clothing

B. Locus of Control

C. Physical attractiveness

D. Posture

18. In attempting to persuade your significant other to quit smoking, you remind him/her that several colleagues at his/her workplace have recently quit. What persuasion method or approach was used?

A. Consensus/social proof

B. Credibility

C. Scarcity

D. Support with logic

19. ______ is the tension that exists when individuals' beliefs do not align with their behaviors

A. Cognitive dissonance

B. Interpersonal conflict

C. Lack of consensus

D. Personal dissonance

20. Which of the following is a method of evoking an automatic "click-whirr" response?

A. Appealing to basic instincts

B. Asking for a favor

C. Framing for common ground

D. All of the above