MGT 557 final exam 30 out of 30 correct
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1) To
most people the words bargaining and negotiation are
A. mutually
exclusive
B. interchangeable
C. not
related
D. interdependent
2) Whereas
distributive bargaining is often characterized by mistrust and suspicion,
integrative negotiation is characterized by which of the following?
A. Obligation
and perseverance
B. Avoidance
and compromise
C. Influence
and persuasiveness
D. Trust
and openness
E. Cognition
and emotion
3) 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
4) Good
distributive bargainers will
A. begin
negotiations with the other party with an opening offer close to their own
resistance point
B. ensure
that there is enough room in the bargaining range to make some concessions
C. accept
an offer that is presented as a fait accompli
D. immediately
identify the other party’s target point
5) Which
of the following processes is central to achieving almost all integrative
agreements?
A. Moderating
the free flow of information to ensure that each party’s position is accurately
stated
B. Exchanging
information about each party's position on key issues
C. Emphasizing
the commonalties between the parties
D. Searching
for solutions that maximize the substantive outcome for both parties
6) Which
of the following 5-step processes has been used successfully in a collective
bargaining situation?
A. Commitment,
explanation, validation, prioritization, negotiation
B. Commitment,
exploration, verification, prioritization, negotiation
C. Collaboration,
explanation, validation, prioritization, negotiation
D. Collaboration,
exploration, verification, prioritization, negotiation
7) Which
of the following is one of the five linguistic dimensions of making threats?
A. The
use of inclusive language
B. The
conveyance of verbal immediacy
C. The
degree of lexical homogeneity
D. The
extent of low-power language style
8) Gibbons,
Bradac, and Busch suggest that threats can be made more credible and more
compelling by using
A. positively
polarized descriptions of the other party
B. low
immediacy
C. high
intensity
D. low
verbal diversity
9) The
concept of duty ethics states that
A. the
rightness of an action is determined by evaluating the pros and cons of its
consequences
B. the
rightness of an action is determined by existing laws and contemporary social
standards that define what is right and wrong and where the line is
C. the
rightness of an action is based on the customs and norms of a particular
society or community
D. the
rightness of an action is based on one’s conscience and moral standards
10) Ethical
criteria for judging appropriate conduct define
A. what
is wise based on trying to understand the efficacy of the tactic and the
consequences it might have on the relationship with the other
B. what
a negotiator can actually make happen in a given situation
C. what
is appropriate as determined by some standard of moral conduct
D. what
the law defines as acceptable practice
11) Audiences
hold negotiators accountable in all but one of the following ways:
A. When the negotiator’s performance is
visible
B. When
the audience is dependent upon the negotiator for their outcomes
C. When
the negotiating agents were members of a group that developed the negotiating
position
D. When
the audience is able to judge how well a negotiator performs
E. When
the audience insists that the negotiator be tough, firm, and demanding
12) Which
of the following would you not likely find the use of an agent in negotiations?
A. When
your natural conflict style is to compromise, accommodate, or avoid
B. When
the agent has special friends, relationships or connections that he or she can
use to contact the right people to get a deal done
C. When
the representative has better negotiation skills than you
D. When
you need to repair a damaged relationship
E. When
you are emotionally involved in an issue or problem
13) Which
of the following is a property of a coalition?
A. A
coalition is a noninteracting group of individuals.
B. A
coalition is dependent on the formal structure of the organization.
C. A
coalition consists of mutually perceived membership.
D. A
coalition is focused on a goal or goals internal to the coalition.
14) Which
of the following lists three of the major types of coalitions?
A. Potential
coalitions, operating coalitions, and recurring coalitions
B. External
coalitions, operating coalitions, and recurring coalitions
C. Latent
coalitions, established coalitions, and potential coalitions
D. Established
coalitions, operating coalitions, and temporary coalitions
15) What
is the result of procedural complexity in multiparty negotiations?
A. The
fewer the number of parties, the more complex the decision-making process
becomes.
B. The
increased number of negotiators will streamline the decision-making process.
C. Negotiators
can ignore the problem of multiple related issues.
D. Negotiators
will probably have to devote discussion time to how they will manage the
process to arrive at the type of solution or agreement they want.
16) Research
on gender characteristics in negotiation
A. has
shown a strength in the use of gender as the independent variable
B. has
yielded consistent findings to document significant differences between male
and female negotiators
C. has
found there are differences in how males and females negotiate, but these
differences are difficult to detect
D. has
a generalized influence on the dependent variables in a negotiation
17) Self-efficacy
A. is
a perception of the extent to which external circumstances control the
negotiation
B. refers
to the extent to which people perceive that they have control over events which
occur
C. is
the negotiator’s capacity to understand the other party’s point of view during
a negotiation
D. is
considered to be a judgment about one’s ability to behave effectively in a
given situation
18) The
extent to which people perceive that they have control over events that occur
is called
A. self-monitoring
B. locus
of control
C. Machiavellianism
D. the
negotiator's degree of assertiveness
19) We
use the term culture to refer to the
A. religious
beliefs of a group of people
B. ethnicity
of a group of people
C. geographic
nationality of a group of people
D. shared
values and beliefs of a group of people
20) Which
of the following is an immediate context factor in cross-cultural negotiations?
A. External
stakeholders
B. Instability
C. International
economic factors
D. Relationship
between negotiators
21) Which
of the following lists the stages of the perceptual process in the correct
order?
A. Stimulus,
translation, attention, recognition, behavior
B. Stimulus,
behavior, translation, attention, recognition
C. Stimulus,
attention, recognition, translation, behavior
D. Behavior,
stimulus, recognition, attention, translation
22) The
chilling effect states that
A. if
negotiators anticipate that their own failure to agree will lead to a binding
arbitration, they lose their incentive to work seriously for a negotiated
settlement
B. when
arbitration is anticipated as a result of the failure of parties to agree,
negotiators may lose interest in the process of negotiating
C. as
the frequency of arbitration increases, disenchantment with the adequacy and
fairness of the process develops, and the parties may resort to other means to
resolve their disputes
D. perceived
patterns of partiality toward one side may jeopardize the arbitrator’s
acceptability in future disputes
23) Which
of the following is heavily involved in helping to establish or enhance
communication and dispute resolution skills that the parties can then apply to
the immediate dispute and future communication?
A. Process
consultants
B. Arbitrators
C. ADR
systems
D. Mediators
24) Negotiators
always run the risk of encountering other parties who, for any number of
reasons, are difficult negotiators. That difficulty may be intentional or due
to
A. inexperience
B. philosophical
differences
C. inadequate
skill
D. lack
of sophistication
E. a
psychological imbalance
25) In
the imaging process, parties in conflict are asked to engage in the following
activities in what order?
A. Describe
how they see themselves, state how they think the other party would describe
them, describe how the other party appears to them, state how they think the
other party sees themselves
B. Describe
how they see themselves, describe how the other party appears to them, state
how they think the other party would describe them, state how they think the
other party sees themselves
C. Describe
how the other party appears to them, state how they think the other party sees
themselves, describe how they see themselves, state how they think the other
party would describe them
D. State
how they think the other party would describe them, state how they think the
other party sees themselves, describe how they see themselves, describe how the
other party appears to them
26) The
strategy of disarmament includes:
A. Providing
some distance from the conflict and from one’s own emotions
B. Negotiating
directly and openly the rules of the negotiation process
C. Helping
the other party think about the consequences of not reaching an agreement
D. Expressing
one’s own views clearly and considerately
E. Asking
open-ended questions
27) Negotiation
is fundamentally a skill involving analysis and _____________ that everyone can
learn.
A. preparation
B. cooperation
C. communication
D. process
E. innovation
28) At
the top of the best practice list for every negotiator is
A. managing
coalitions
B. diagnosing
the structure of the negotiation
C. remembering
the intangibles
D. preparation
E. protecting
your reputation
29) Negotiators
should make a conscious decision about whether they are facing a fundamentally
distributive negotiation, an integrative negotiation, or a
A. combative
negotiation
B. group
negotiation
C. cooperative
negotiation
D. creative
negotiation
E. a
blend of both distributive and integrative negotiation
30) The
goal of most negotiations is achieving which of the following?
A. A
final settlement
B. A
valued outcome
C. An
agreement per se
D. A
value claiming goal
E. A
value creating goal
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