222 HRM SE – IL - HRM - 06 Conflict and Negotiation Management

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MBA SEM-II 2021-22 Online Exam

S. P. Mandali's
Prin. N.G.Naralkar Institute of Career Development & Research
536 Shaniwar Peth, Appa Balwant Chowk (ABC Chowk) Pune-411030

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MBA SEM-II 2021-22 Online Exam

Total Questions : 25
Per Questions Mark : 1
Passing Mark : 10

1. What is Negotiation?

A. Negotiation can be defined as a basic means of getting what you want from others.

B. It is back-and-forth communication designed to reach an agreement

C. Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute.

D. All of the above

Clear selection

2. Distributive bargaining and integrative bargaining are the two approaches typically adopted in the negotiation process.

True

False

Clear selection

3. Some of the measures that a skilled negotiator may adopt to avoid a deadlock in the final stages of negotiations include:

A. Offer a comprehensive and convincing explanation of the reasons why the concessions sought by the other party cannot be accepted.

B. Express willingness to review the matter or concessions or benefits sought by the other party, in the future.

C. Both A&B

D. None

Clear selection

4. Low risk negotiation techniques include:

A. Silence – This can be effective and shift the power to the one being silent. Be careful not to provoke anger or frustrate the other parties.

B. Oh poor me –This approach could lead to sympathy although may as easily bring out the aggressive and killer instinct nature in the other party.

C. Address the easy points first – this can help build trust and momentum towards the more challenging issues.

D. All of the above

Clear selection

5. The basic third-party roles are:

A. Mediator

B. Arbitrator

C. Conciliator

D. Consultant

E. All of the above

Clear selection

6. A mediator is a neutral third party who facilitates a negotiated solution through reasoning and persuasion and by offering suggestions for pursuing different alternatives.

A. True

B. False

Clear selection

7. An Arbitrator is a third party with the authority to dictate an agreement. Arbitration can be voluntary, i.e. requested by the parties, or compulsory i.e. forced on the parties by law or contract.

A. True

B. False

Clear selection

8. Common drivers of individual conflict might include:

A. Blaming colleagues for past mistakes

B. Non-congruent goals between personal goals and commercial goals

C. The perception that someone is working harder, or longer hours, than other employees and not being fairly rewarded

D. All of the above

Clear selection

9. The challenges that can arise from conflict include:

A. Demotivated staff

B. Internally-focused destructive decisions are taken rather than customer-focused decisions

C. Concentration of efforts within narrow group interests

D. All of the above

Clear selection

10. The Favoured technique for resolving conflict is

A. Negotiating

B. Conciliation

C. Removal of Participants

D. Not entertaining them

Clear selection

11. The fourth point of principled negotiation is

A. Invent Option for Mutual Gain

B. Insist on using objective criteria

C. Separate the people from problem

D. Focused on interest not positioned

Clear selection

12. The way in which organizations facilitate the conflict integration to establish

A. Lateral Relations

B. Former Relations

C. Formal Relations

D. Basic Relative Relations

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13. A solution in which no party can be made better off without making another party worse off by the same amount or more is known as

A. Win Win Solution

B. Win Lose Solution

C. Lose Lose Solution

D. Pareto Optimal Solution

Clear selection

14. Projects that calls for the highest level of negotiating skills of the PM can be of

A. 2 Situations

B. 3 Situations

C. 4 Situations

D. 5 Situations

Clear selection

15. The implemented first part of partnering process covers

A. Resolving Problems

B. Joint Evaluation

C. Acceptance of goals for improvement

D. Support for the process from SM

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16. A person holds_____ power when he influences others by coercing, threatening, harming and irritating

A. Reward

B. Coercive

C. Normative

D. Expert

Clear selection

17. A dispute between two neighbours can be example of _________power.

A. Expert

B. Reward

C. Ecological

D. Social

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18. Formal power is exercised in a ________manner

A. Bottom-up

B. Top-down

C. Horizontal

D. Vertical

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19. The influence which is deliberate or purposive in nature may be called_____.

A. Motivation

B. Power

C. Integration

D. None of the given options

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20. When one disputant is forced to litigation then __________style is not possible

A. Compromising

B. Integration

C. Authoritative

D. Avoiding

Clear selection

21. Dual concern model assumes that no disputant has ________orientation.

A. Positive

B. Negative

C. Neutral

D. Zero-Sum

Clear selection

22. Negotiation in which the disputants are the only participants is called________.

A. Adjudication

B. Mediation

C. Simple negotiation

D. Facilitated negotiation

Clear selection

23. The first step in conflict diagnosis is to describe the______________.

A. Conflict

B. Disputant

C. Motives

D. Position

Clear selection

24. In dual concern model the style which represents a moderate level of concern for self and other known as__________.

A. Avoiding

B. Dominating

C. Obliging

D. Compromising

Clear selection

25. An accurate estimate of BATNA:

A. Allows disputant in making irrational choices about when to continue negotiating, when to accept an offer, and when to stop

B. Allows being unduly pressured into settlement prevents team to accept a deal better

C. Prevents lost opportunities to make good deals

D. Allows team to make better choices about how to exert its relationship power in the negotiation

Clear selection

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