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MGT 445 Final Exam - A + WORK

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In distributive bargaining, negotiators view tradeoffs as a "zero-sum" game. True False

A "win-win" negotiation goal would best describe the integrative negotiation style. True False

Which one of the following is an effective technique for dealing with hard-ball tactics? Fight fire with fire Threaten and bluff until the other party is intimidated


Plead for mercy Complain to the other party's constituents Ignore them

Which of the following approaches is inconsistent with interest-based negotiation? Separating the people from the problem Identifying shared interests Fully exploring the problem "Low-balling" and "high-balling" opening offers Inventing options for mutual gain

All of the following are well-regarded approaches to ethical reasoning, except: Duty Social contract "Personalistic" End results Absolute ethics

The following are true of coalitions, except: They rarely start with a founder They build by adding one member at a time They need to achieve critical mass


They exclude members They sometimes form quietly and disband quickly

Which of the following would be an incorrect statement about multi-party negotiations? The number of parties greatly influences the process Information exchange tends to be more complex The social environment remains static Procedural complexity adds to the negotiation challenges They are strategically more complex

Which of the following best describes the conflict type when disagreements center on personal beliefs and deeply held values? Nuisances Data Values Attribution Control

To maximize the potential for a successful resolution, prudent conflict managers analyze and consider the interests of which of the following stakeholders? Agents Constituents Advocates


Parties All of the above

The “bottom line� a disputant is seeking when resolving conflict is best described as which of the following? Principle Position Interests Needs Aspiration

Which of the following elements need not be considered when assessing the negotiation environment of a foreign nation? Legal pluralism Instability and change Political pluralism Cultural differences None of the above

Given the complexity and uncertainty surrounding global business negotiations, it is particularly important that prudent negotiators do which of the following? Assess their "BATNA" before commencing negotiations Arrange their travel itineraries well in advance of negotiations Avoid any form of conflict or competition


Avoid showing weakness by creating options for their opponents during negotiations All of the above

In which of the following cultures would a friendly, trusting, and relationship-building negotiation protocol be highly valued? Mexican Italian Russian Japanese Brazilian

While important, culture is rarely a significant factor in assessing the probability of success in a global negotiation. True False

"E-Negotiations" and similar technological advances effectively remove the need for negotiators to travel to their markets to maintain personal contact with customers and to assess the local business environment. True False

Name the top ten ways culture affects negotiations (5 points). You must list all ten to receive credit.


Negotiating Goal: Contract or Relationship

Negotiating Attitude: Win/Lose or Win/Win

Personal Style: Formal or Informal

Communication: Direct or Indirect?

Sensitivity to Time: High or Low?

Emotionalism: High or low?

Form of agreement: General or specific?

Building an Agreement: bottom up or top down?

Team Organization: One leader or group consensus?

Risk taking: High or Low?


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