CAPITULO 1

According to the NBOK™, complexity of negotiation depends on which of the following?

1. Level of interdependency

2. Budget

3. Resource availability

4. Negotiating authority

Según la NBOK™, ¿la complejidad de la negociación depende de cuál de los siguientes?

1. Nivel de interdependencia

2. Presupuesto

3. Disponibilidad de recursos

4. Autoridad negociadora

Choose the CORRECT statement.

1. Value is associated with every negotiation, irrespective of the conflicts involved.

2. Negotiation is only meaningful when there is any conflict associated with it.

3. Number of conflicts decides the importance of negotiation.

4. All of the above

Elija la declaración CORRECTA.

1. El valor está asociado a toda negociación, independientemente de los conflictos involucrados.

2. La negociación sólo tiene sentido cuando hay algún conflicto asociado a ella.

3. El número de conflictos decide la importancia de la negociación.

4. Todo lo anterior

Win-lose negotiation is otherwise called as which of the following?

1. Distributive negotiation

2. Integrative negotiation

3. Directive negotiation

4. Business negotiation

¿Cuál de las siguientes opciones se denomina negociación ganar-perder?

1. Negociación distributiva

2. Negociación integradora

3. Negociación directiva

4. Negociación comercial

Which of the following can be termed as a factor that differentiates between Distributive and
Integrative negotiation?

1. Resource

2. Issue

3. Agent

4. Mutual relationship

¿Cuál de los siguientes puede denominarse como un factor que diferencia entre negociación
distributiva e integradora?

1. Recurso

2. Problema

3. Agente

4. Relación mutua

Fill in the blanks in the correct sequence:

According to the NBOK™, risks that are likely to have a positive impact on the negotiation process
are referred to as ……………….. , whereas risks that can affect the negotiation in a negative manner
are considered ……………………. .

1. Objectives, Opportunities

2. Opportunities, Issues

3. Objectives, Issues

4. Opportunities, Threats

Complete los espacios en blanco en la secuencia correcta:

Según el NBOK™, los riesgos que probablemente tengan un impacto positivo en el proceso de
negociación se denominan ……………….. , mientras que los riesgos que pueden afectar la
negociación de manera negativa se consideran …………… ………. .

1. Objetivos, Oportunidades
2. Oportunidades, problemas

3. Objetivos, cuestiones

4. Oportunidades, amenazas

Which of the following is NOT one style of approach to negotiation as described by

Kenneth.W.Thomas?

1. Collaborating

2. Competing

3. Integrating

4. Avoiding

¿Cuál de los siguientes NO es un estilo de enfoque de negociación descrito por

Kenneth.W.Thomas?

1. Colaborando

2. Competir

3. Integrando

4. Evitar

………………………….. are integral factors that influence how negotiators construct and interpret a
message received during negotiation.

1. Communication and coordination

2. Encoding and projecting

3. Perception and cognition

4. Both A&B

………………………….. son factores integrales que influyen en cómo los negociadores construyen e
interpretan un mensaje recibido durante la negociación.

1. Comunicación y coordinación

2. Codificación y proyección

3. Percepción y cognición

4. Tanto A como B
Which of the following according to NBOK™ is NOT a perceptual error?

1. Stereotyping

2. Halo effect

3. Projection

4. Winner’s curse

¿Cuál de los siguientes según NBOK™ NO es un error de percepción?

1. Estereotipos

2. Efecto halo

3. Proyección

4. La maldición del ganador

…………………………refers to the way an individual processes information received.

1. Perception

2. Cognition

3. Communication

4. None of the above

…………………………se refiere a la forma en que un individuo procesa la información recibida.

1. Percepción

2. Cognición

3. Comunicación

4. Ninguna de las anteriores

Model of communication developed by Shannon and Weaver, does NOT involve which of the
following?

1. Feedback

2. Filter

3. Encoding

4. Noise

Modelo de comunicación desarrollado por Shannon y Weaver, ¿NO implica cuál de los siguientes?
1. Comentarios

2. Filtrar

3. Codificación

4. Ruido

According to the NBOK™, time, place, and mode of negotiation come under which of the
following?

1. Negotiation template

2. Aspects of negotiation

3. Logistics

4. None of the above

Según la NBOK™, ¿el tiempo, el lugar y el modo de negociación se incluyen en cuál de los
siguientes?

1. Plantilla de negociación

2. Aspectos de la negociación

3. Logística

4. Ninguna de las anteriores

According to NBOK™, which of the following is NOT an input to “Understand your Negotiation
Situation” process for single-issue negotiation?

1. Issue for Negotiation

2. Your Negotiation Capabilities

3. Primary Research

4. Past Negotiation Results

Según NBOK™, ¿cuál de los siguientes NO es un aporte para el proceso de “Comprender su

situación de negociación” para una negociación sobre un solo tema?

1. Tema para la negociación

2. Tus capacidades de negociación

3. Investigación primaria

4. Resultados de negociaciones pasadas

CAPITULO 2

…………………………… involves creating value and eventually enables the involved parties to reach a
mutually acceptable agreement.

1. Memorandum of Understanding

2. Negotiation

3. Bargaining

4. All of the above

…………………………… implica la creación de valor y eventualmente permite a las partes involucradas

llegar a un acuerdo mutuamente aceptable.

1. Memorando de Entendimiento

2. Negociación

3. Regateo

4. Todo lo anterior

Justification: Negotiation involves creating value and eventually enables the involved parties to
reach a mutually acceptable agreement. Value is anything that stakeholders find useful or
desirable.

Which of the following is the primary reason to proceed with negotiation?

1. To arrive at a deal or a mutually understood outcome

2. To resolve a conflict

3. Both A&B

4. None of the above

¿Cuál de las siguientes es la razón principal para proceder con la negociación?

1. Llegar a un acuerdo o a un resultado mutuamente entendido

2. Para resolver un conflicto

3. Tanto A como B

4. Ninguna de las anteriores

Justification: The primary reasons to proceed with negotiation are as follows:
▪ to arrive at a deal or a mutually understood outcome
▪ to resolve a conflict
………………………………….. is defined as a disagreement or opposition in ideas and interests among
the parties involved in negotiation.

1. Risk

2. Conflict

3. Grapevine

4. None of the above

………………………………….. se define como un desacuerdo u oposición de ideas e intereses entre las

partes involucradas en la negociación.

1. Riesgo

2. Conflicto

3. Vid

4. Ninguna de las anteriores

Justification: Conflict can be defined as a disagreement or opposition in ideas and interests among
the parties involved in negotiation. Conflict can occur for numerous reasons, such as the divergent
needs of the parties concerned; misunderstanding among the parties involved; or differences in
opinions, interests, or preferences among the parties.

Which of the following is NOT one of the reasons for conflict in negotiation?

1. Divergent needs of the parties

2. Differences in opinions

3. Each party trying to achieve the same outcome for their respective companies

4. None of the above

¿Cuál de las siguientes NO es una de las razones del conflicto en la negociación?

1. Necesidades divergentes de las partes

2. Diferencias de opiniones

3. Cada parte intenta lograr el mismo resultado para sus respectivas empresas.

4. Ninguna de las anteriores

Justification: Conflict can occur for numerous reasons, such as the divergent needs of the parties
concerned; misunderstanding among the parties involved; or differences in opinions, interests, or
preferences among the parties. Conflict can also occur when the parties involved are trying to
achieve the same outcomes or goals for their respective organizations.
……………………………….assesses the expected net income to be gained.

1. Law of diminishing returns

2. Risk analysis

3. Equity analysis

4. Return on Investment(ROI)

……………………………….evalúa el ingreso neto esperado que se obtendrá.

1. Ley de rendimientos decrecientes

2. Análisis de riesgos

3. Análisis de equidad

4. Retorno de la inversión (ROI)

Justification: Return on Investment (ROI)—ROI assesses the expected net income to be gained. It is
calculated by deducting the expected costs or investment from the expected revenue and then
dividing this (net profit) by the expected costs in order to obtain a return rate.

Which of the following statements about Distributive Negotiation is TRUE?

1. Distributive Negotiation is also called Win-Lose negotiation.

2. Distributive Negotiation is directed toward the distribution of a fixed resource between two or
more parties.

3. Distributive negotiation is common where the people participating in negotiation do not share
an existing relationship and are not likely to collaborate in the near future.

4. All of the above

¿Cuál de las siguientes afirmaciones sobre la negociación distributiva es VERDADERA?

1. La negociación distributiva también se denomina negociación ganar-perder.

2. La negociación distributiva está dirigida a la distribución de un recurso fijo entre dos o más
partes.

3. La negociación distributiva es común cuando las personas que participan en la negociación no

comparten una relación existente y no es probable que colaboren en el futuro cercano.

4. Todo lo anterior

Justification: Distributive, or win-lose negotiation, is a strategy directed toward the distribution of

a fixed resource between two or more parties. In other words, distributive negotiation takes place
when two or more parties try to claim the maximum amount of value for themselves from a given
resource. In this type of negotiation, a gain for one party is a loss for the other. Distributive
negotiation is common in situations where the people involved do not share an existing
relationship and are not likely to collaborate in the near future.

Relationship-building between two parties in negotiation is dependent on which of the following?

1. Objective of negotiation

2. Future benefit

3. Negotiability of issues

4. None of the above

¿De cuál de los siguientes depende la construcción de relaciones entre dos partes en una
negociación?

1. Objetivo de la negociación

2. Beneficio futuro

3. Negociabilidad de las cuestiones

4. Ninguna de las anteriores

Justification: Building a relationship in a negotiation is justified only when a party foresees future
benefits in an association.

Which among the following is relevant to a multi-party negotiation?

1. Agenda

2. Order of exchanging information

3. Coalition

4. All of the above

¿Cuál de las siguientes opciones es relevante para una negociación multipartita?

1. Agenda

2. Orden de intercambio de información

3. coalición

4. Todo lo anterior

Justification: Multi-party negotiation also differs in terms of how information exchange takes
place. In a two-party negotiation, both parties can take turns exchanging information. In a multi-
party situation, an order should be established for information exchange; otherwise, the
negotiation may be unsuccessful. An agenda should also be set for each meeting. Another
important facet of a multi-party negotiation is the formation of coalitions.

According to NBOK, which among the following factors can alter the path of a negotiation?

1. New alternatives

2. Change nature of relationship

3. Change in negotiator

4. All of the above

Según NBOK, ¿cuál de los siguientes factores puede alterar el rumbo de una negociación?

1. Nuevas alternativas

2. Cambiar la naturaleza de la relación

3. Cambio de negociador

4. Todo lo anterior
Justification: The unpredictable nature of a negotiation is primarily due to the fact that
various events or changes may take place during the course of a negotiation. Factors
that can alter the path of a negotiation include the following:
▪ New alternatives or opportunities
▪ Change in negotiator
▪ Change in negotiation process
▪ Change in nature of relationship

According to NBOK, risks should be identified, assessed, and responded based on two factors: the
probability of each risk’s occurrence and the possible impact in the event of such an occurrence.
How do you determine the impact value of a risk for a specific solution?

1. Multiplying both the factors

2. Conducting SWOT analysis

3. Doing a feasibility test

4. None of the above

Según NBOK, los riesgos deben identificarse, evaluarse y responderse en función de dos factores:
la probabilidad de que ocurra cada riesgo y el posible impacto en caso de que ocurra. ¿Cómo se
determina el valor de impacto de un riesgo para una solución específica?
1. Multiplicando ambos factores

2. Realización de análisis FODA

3. Hacer una prueba de viabilidad

4. Ninguna de las anteriores

Justification: Risks should be identified, assessed, and responded to, based on two factors: the
probability of each risk’s occurrence and the possible impact in the event of such occurrence. Risks
with a high probability and impact value (determined by multiplying both factors), should be
addressed before those with a relatively lower value. In general, once a risk is identified, it is
important to understand the risk with regard to the probable causes and the potential effects if
the risk occurs.

Which information gains you an advantage in every negotiation?

1. Annual report of your company

2. Annual labor turn over

3. Knowledge about the participants

4. Knowledge of labor market

¿Qué información le proporciona una ventaja en cada negociación?

1. Informe anual de su empresa

2. Rotación laboral anual

3. Conocimiento sobre los participantes

4. Conocimiento del mercado laboral

Justification: Knowing the participants in the negotiation beforehand is always an advantage as

information about the other party always comes handy while devising negotiation strategies.
Seasoned negotiators prefer to have this information beforehand as it provides them a position of
advantage during the negotiation process.

Who identified the five styles of responses to negotiation?

1. Peter Drucker

2. Kenneth.W.Thomas

3. Abraham Maslow

4. F.W.Taylor

¿Quién identificó los cinco estilos de respuestas a la negociación?

1. Peter Drucker

2. Kenneth W. Thomas

3. Abraham Maslow

4. FW Taylor

Justification: Kenneth W. Thomas identified five styles of responses to negotiation. These five
styles are based on the dual-concern model.

Which of the following can be considered as a positive characteristic of ‘Avoiding’ negotiation

style?

1. Perception of being sensitive to other parties’ problems

2. Perception of being creative in solving complex negotiation challenges

3. Perception of being tactical and diplomatic

4. All of the above

¿Cuál de las siguientes puede considerarse una característica positiva del estilo de negociación
"evitante"?

1. Percepción de ser sensible a los problemas de otras partes

2. Percepción de ser creativo para resolver desafíos de negociación complejos

3. Percepción de ser táctico y diplomático

4. Todo lo anterior

Justification: Avoiding: Individuals who do not like to negotiate and don’t do it unless warranted.
They usually tend to avoid the confrontational aspects of negotiating. People who follow this style
of negotiation are not considered to be good deal makers. At times, they may be perceived as
tactful and diplomatic, since they avoid contentious issues.

Which of the following errors in perception causes an individual to filter and select only those facts
that ascertain a particular belief?

1. Halo effect

2. Stereotyping

3. Tunnel vision

4. Selective perception

¿Cuál de los siguientes errores de percepción hace que un individuo filtre y seleccione sólo
aquellos hechos que confirman una creencia particular?
1. Efecto halo

2. Estereotipos

3. Visión de túnel

4. Percepción selective

Justification: Selective perception occurs when you filter and select only those facts or pieces of
information that ascertain a particular belief. This tends to further exacerbate the effect caused by
stereotyping or halo effect as you not only form a quick judgement about the other party, but also
filter out any events or evidences that prove otherwise.

Errors made in processing the information received are termed as ……………………………………

1. Cognitive bias

2. Information bias

3. Communication bias

4. None of the above

Los errores cometidos en el procesamiento de la información recibida se denominan

……………………………………

1. Sesgo cognitivo

2. Sesgo de información

3. Sesgo de comunicación

4. Ninguna de las anteriores

Justification: Cognition refers to the way you process information received. Errors made in
information processing are termed as cognitive biases and can impede your negotiation outcomes.