Plz solve all, i vll give upvote and positive feedback... You can just give one sentence explanation to each.... Asap plz Business Negotiation :11. Negotiation is not a process reserved onlyfor the skilled diplomat, top salesperson, orardentadvocate for an organised lobby; it issomething that everyone does, almost daily.a. Trueb. False12.parties are characterised byinterlocking goals-the parties need each otherin order to accomplish their objectives, andhence have the potential to influence eachother.a. Interdependentb. Dependentc. Independentd. Individualistic13. The price beyond which a negotiator willnot go is the resistance point, a negotiator'sbottomline-the most he will pay as a buyer (for aseller, it's the smallest amount she will settlefor).a. Asking priceb. Target pricec. Settlement priced. Reservation price14. Which statement is false?a. Opening offers, opening stances, and initialconcessions are elements at the beginning of anegotiation that parties can use tocommunicate how they intend to negotiate.b. An opening offer is usually met with acounteroffer, and these two offers define theinitialbargaining range.c. The simplest way to screen a position is tosay and do as little as possible. Silence isgoldenwhen answering questions; words should beinvested in asking the other negotiatorquestions.Reticence reduces the likelihood of makingverbal slips or presenting any clues that theotherparty could use to draw conclusions.d. In integrative negotiation, the goals of oneparty are usually in fundamental and directconflictwith the goals of the other party. Resources arefixed and limited, and both parties want tomaximise their share. As a result, each partywill use strategies and tactics to maximise hisorher share of the outcomes.15. Which statement is false?a. Those wishing to achieve integrative resultsfind that they must manage both the contextandthe process of the negotiation in order to gainthe cooperation and commitment of all parties.b. The first three steps of the integrativenegotiation process are important for creatingvalue.c. The fourth step of the integrative negotiationprocess, the evaluation and selection ofalternatives, involves creating value.d. The failure to reach integrative agreementsis often linked to the failure to exchangeenoughinformation to allow the parties to identifyintegrative options.16. This technique for inventing optionsrequires the parties to find more than one issuein conflictand to have different priorities for those issues.The parties then agree to trade off amongtheseissues so that one party achieves a highlypreferred outcome on the first issue and theotherperson achieves a highly preferred outcome onthe second issue.a. Logrollb. Expand the piec. Modifying the resource pied. Find a bridge solution17. Which statement is false?a. The primary determinant for success innegotiation is in the planning that takes placeprior tothe dialogue.b. Your negotiation strategy might beintegrative, designed to build and maintain aproductiverelationship with the other party while using ajoint problem-solving approach to the issues. Inpursuing this strategy, appropriate tacticsinclude describing your interests, using open-endedquestions and active listening to understandthe others' interests, and inventing options formutual gain.c. Strategies are short-term, adaptive movesdesigned to enact or pursue broad (or higher-level)tactics, which in turn provide stability,continuity, and direction for tactical behaviors.d. The number of issues in a negotiation,together with the relationship between thenegotiatorand the other party, are often the primarydeterminant of whether one uses a distributiveintegrative strategy.18. The purpose of using ethically ambiguousnegotiating tactics is to increase thenegotiator'spower in the bargaining environment.a. Trueb. Falseor19. Which is not a perceptual distortion?a. Stereotypingb. Selective perceptionc. Overconfidenced. Projection

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11. Negotiation is not a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organised lobby; it is something that everyone does, almost daily. a. True b. False