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 â€œbottom lineâ€? 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?
Published on May 11, 2014