a. Your highest price point for negotiation b. Your reservation point for negotiation c. Your price that you would like to get for negotiation d. All of the above

3. The degree of assertiveness is: a. Is a party that shows interest toward working for the others outcomes b. Is a party that is concerned with its own interests c. Is a party that works well only in a team d. Is a party that concerns with everyones goals in negotiation

4. The Negotiators Dilemma is: a. The agreement on whether you should close the deal at a particular price point or you can negotiate a higher price b. The tension between engaging in competitive and cooperative behaviour in a the negotiation c. The dilemma on which strategy should be used when you want to create d. None of the above

5. What are the key steps in the integrative negotiation process? a. Use some nonspecific compensation b. Try to expand the pie c. Find a common solution that would satisfy all parties d. All of the above

6. Zero-sum game is a situation when: a. Zero-sum game is the deal where both parties are satisfied with the negotiated terms b. Zero-sum game is when ONLY one party gets a good deal c. Zero-sum game is when ONE party wins and other party loose d. None listed above

7. Multiparty Negotiation is when: a. More than one person who negotiates on behalf of the company b. Only one person who represents the company c. Parties are made up of more than one person d. A multiple party negotiation

8. Concessions are: a. Tricks that experienced negotiators use to close a deal b. Hard ball tactics that are used during negotiations c. Trade-offs d. None of the above

9. Creating value in negotiation means to: a. Claim what is your in the negotiation deal b. Is an aspect of win-win negotiations in which parties benefit from the deal c. Is a strategy where one party gives concessions to another party to claim value d. None of the above

10. Intrapersonal conflict: a. A conflict between the employer and employee b. A conflict within an individual c. A conflict that has occured at work because of a personal matter d. A conflict between two employees that is not related to work