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MGT 557 final exam Answers
1) To most people the words bargaining and negotiation are
2) Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by which of the following?
3) Distributive bargaining strategies
4) Good distributive bargainers will
5) Which of the following processes is central to achieving almost all integrative agreements?
6) Which of the following 5-step processes has been used successfully in a collective bargaining situation?
7) Which of the following is one of the five linguistic dimensions of making threats?
8) Gibbons, Bradac, and Busch suggest that threats can be made more credible and more compelling by using
9) The concept of duty ethics states that
10) Ethical criteria for judging appropriate conduct define
11) Audiences hold negotiators accountable in all but one of the following ways:
12) Which of the following would you not likely find the use of an agent in negotiations?
13) Which of the following is a property of a coalition?
14) Which of the following lists three of the major types of coalitions?
15) What is the result of procedural complexity in multiparty negotiations?
16) Research on gender characteristics in negotiation
17) Self-efficacy
18) The extent to which people perceive that they have control over events that occur is called
19) We use the term culture to refer to the
20) Which of the following is an immediate context factor in cross-cultural negotiations?
21) Which of the following lists the stages of the perceptual process in the correct order?
22) The chilling effect states that
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?
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
25) In the imaging process, parties in conflict are asked to engage in the following activities in what orde
26) The strategy of disarmament includes:
27) Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn.
28) At the top of the best practice list for every negotiator is
29) Negotiators should make a conscious decision about whether they are facing a fundamentally distributive negotiation, an integrative negotiation, or a
30) The goal of most negotiations is achieving which of the following?