L111a Extending Influence through Negotation Quiz
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School
United States Military Academy *
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Course
L100
Subject
Communications
Date
Feb 20, 2024
Type
Pages
6
Uploaded by AgentKnowledgeOstrich12
Status Completed Attempt Score 90 out of 100 points Time Elapsed 6 minutes Instructions This is an achievement-type test ending the lesson. After taking this test you may still review any section. Read each question and the answers carefully and select the best answer or answers. You may change your answer as many times as needed before continuing. When partial credit is awarded in a multiple-answer question, you will receive feedback for any incorrect answers. Click the Save Answer button to advance to the next question. This Test allows multiple attempts; currently, you may take this test up to three (3) times. The highest score will be recorded. This Test can be saved and resumed later. The Back arrow will not be available in this test. All submitted answers are final! Results Displayed Submitted Answers, Feedback •
Question 1
10 out of 10 points Which of the following is one of Patton's seven elements of negotiation?
Selected Answer: B.
Communication Response Feedback: Correct. •
Question 2
10 out of 10 points According to the lesson, which type of negotiation normally entails a series of reciprocal concessions until an agreement is reached somewhere in the middle of the opening positions (or no agreement is made)? Selected Answer: A.
Positional bargaining Response Feedback: Correct. •
Question 3
10 out of 10 points
According to Patton, __________ are the fundamental drivers or motivators of negotiation. Selected Answer: C.
interests Response Feedback: Correct. •
Question 4
10 out of 10 points You are interested in neither outcome nor relationship. This statement describes which interdependence and negotiation strategy? Selected Answer: B.
Avoid Response Feedback: Correct. •
Question 5
10 out of 10 points According to lesson, parties negotiate because they believe their __________ can be satisfied by creating something new that could not be done in solving a problem or dispute on their own. Selected Answer: B.
interests Response Feedback: Correct. •
Question 6
10 out of 10 points According to the Reading, which of the following refers to our ability to decide things for ourselves, being afforded a say in deciding options when the results have an influence on our activities or us? Selected Answer: C.
Autonomy Response Feedback: Correct. •
Question 7
10 out of 10 points
__________ are possible agreements or pieces of a potential agreement upon which negotiators might
possibly agree.
Selected Answer: B.
Options Response Feedback: Correct. •
Question 8
10 out of 10 points
__________ are not the same as the positions or demands that people typically stake out and argue for in negotiation. Selected Answer: C.
Interests Response Feedback: Correct. •
Question 9
10 out of 10 points According to the lesson, what is a course of action that a party has in the absence of a negotiated outcome? Selected Answer: C.
Alternative Response Feedback: Correct. •
Question 10
0 out of 10 points According to the readings which of the following is one of the three reasons we negotiate? Selected Answer: [None Given]
Response Feedback: Incorrect. Please review: Reading, Harnessing the Power of Emotions in Negotiation for Army Leaders, page 2 Status Completed Attempt Score 100 out of 100 points Time Elapsed 8 minutes Instructions This is an achievement-type test ending the lesson. After taking this test you may still review any section. Read each question and the answers carefully and select the best answer or answers. You may change your answer as many times as needed before continuing. When partial credit is awarded in a multiple-answer question, you will receive feedback for any incorrect answers. Click the Save Answer button to advance to the next question. This Test allows multiple attempts; currently, you may take this test up to three (3) times. The highest score will be recorded.
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This Test can be saved and resumed later. The Back arrow will not be available in this test. All submitted answers are final! Results Displayed Submitted Answers, Feedback •
Question 1
10 out of 10 points According to Shapiro, which of the following is both a core concern and a strategic action to help enlist positive emotions at the outset of any human interaction? Selected Answer: A.
Appreciation Response Feedback: Correct. •
Question 2
10 out of 10 points Which of the following is one of Patton's seven elements of negotiation?
Selected Answer: B.
Communication Response Feedback: Correct. •
Question 3
10 out of 10 points You are interested in neither outcome nor relationship. This statement describes which interdependence and negotiation strategy? Selected Answer: B.
Avoid Response Feedback: Correct. •
Question 4
10 out of 10 points According to the readings which of the following is one of the three reasons we negotiate? Selected Answer: B.
Agree on how to share or divide a limited resource Response Feedback: Correct. •
Question 5
10 out of 10 points "Turn an adversary into a colleague" describes which core concern?
Selected Answer: A.
Affiliation Response Feedback: Correct. •
Question 6
10 out of 10 points The __________, is what you walk away to if you choose not to negotiate.
Selected Answer: C.
best alternative to a negotiated agreement (BATNA) Response Feedback: Correct. •
Question 7
10 out of 10 points Which of the following is one of the core concerns?
Selected Answer: A.
Status Response Feedback: Correct. •
Question 8
10 out of 10 points
According to the Reading, which of the following refers to how we see ourselves among others and our
general expectations of how we should be treated?
Selected Answer: A.
Status Response Feedback: Correct. •
Question 9
10 out of 10 points According to Patton, __________ is a form of communication between multiple parties that need to solve a problem or resolve a dispute. Selected Answer: B.
negotiation Response Feedback: Correct. •
Question 10
10 out of 10 points According to the lesson, what is a course of action that a party has in the absence of a negotiated outcome?
Selected Answer: C.
Alternative Response Feedback: Correct.
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