SECTION A MULTIPLE CHOICE QUESTIONS [10 marks]

Answer ALL questions. Each question carries ONE (1) mark.

Choose the best alternative answer

1. Which of the following is a negotiation situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict?

A. Win somelose some

B. Win-lose

C. Zero-sum

D. Winwin

2. Distributive bargaining strategies ________________.

A. Are the most efficient negotiating strategies to use

B. Are used in all interdependent relationships

C. Are useful in maintaining long term relationships

D. Can cause negotiators to ignore what the parties have in common

3. The distinction between mood and emotion is based on which of the following characteristics?

A. Specificity

B. Intensity

C. Duration

D. All of the above

4. The objective of both parties in distributive bargaining is to obtain as much _______________ as possible.

A. Target point

B. Resistance point

C. Bargaining range

D. Bargaining mix