Human Resource Management
Final Exam Questions
Course Introduction
Human Resource Management explores the principles, policies, and practices involved in effectively managing an organizations workforce. The course covers essential topics such as recruitment and selection, training and development, performance appraisal, compensation and benefits, employee relations, and workforce diversity. Emphasis is placed on strategic human resource planning and the legal and ethical considerations in the workplace. Students will learn how HRM contributes to organizational success by aligning human capital with business objectives, fostering a positive work environment, and promoting organizational growth and employee well-being.
Recommended Textbook
Essentials of Negotiation 5th Edition by Roy Lewicki
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12 Chapters
776 Verified Questions
776 Flashcards
Source URL: https://quizplus.com/study-set/2765
Page 2
Chapter 1: The Nature of Negotiation
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79 Verified Questions
79 Flashcards
Source URL: https://quizplus.com/quiz/55120
Sample Questions
Q1) How much to believe of what the other party tells you
A) depends on the reputation of the other party.
B) is affected by the circumstances of the negotiation.
C) is related to how he or she treated you in the past.
D) is the dilemma of trust.
E) All of the above.
Answer: E
Q2) Differences in time preferences have the potential to create value in a negotiation.
A)True
B)False
Answer: True
Q3) The effective negotiator needs to understand how people will adjust and readjust,and how the negotiations might twist and turn,based on one's own moves and the others' responses.
A)True
B)False
Answer: True
Q4) Negotiation is a ____________ that transforms over time. Answer: process
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Chapter 2: Strategy and Tactics of Distributive Bargaining
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96 Verified Questions
96 Flashcards
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Sample Questions
Q1) A commitment
A) should not be interpreted as a threat.
B) postpones the threat of future action.
C) is designed to increase both parties' choices to a portfolio of options.
D) removes ambiguity about the actor's intended course of action.
E) All of the above.
Answer: D
Q2) Aggressive behavior tactics include
A) the relentless push for further concessions.
B) asking for the best offer early in negotiations.
C) asking the other party to explain and justify their proposals item by item.
D) forcing the other side to make many concessions to reach an agreement.
E) Aggressive behavior tactics include all of the above.
Answer: E
Q3) The best response to the chicken tactic is to challenge the other party by responding with one's own chicken tactic,thereby calling the other's bluff.
A)True
B)False
Answer: False
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Chapter 3: Strategy and Tactics of Integrative Negotiation
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/167444
Sample Questions
Q1) When identifying options in an integrative negotiation,solutions are usually attained through:
A) hard work
B) information exchange
C) focusing on interests rather than positions
D) firm flexibility
E) Solutions are attained by using all of the above.
Answer: E
Q2) In nonspecific compensation
A) resources are added in such a way that both sides can achieve their objectives.
B) one party achieves his/her objectives and the other's costs are minimized if he/she agrees to go along.
C) the parties are able to invent new options that meet each sides' needs.
D) one person is allowed to obtain his/her objectives and "pay off" the other person for accommodating his interests.
E) All of the above are related to nonspecific compensation.
Answer: D
Q3) _________ interests are related to how the negotiations unfold.
Answer: Process
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Page 5
Chapter 4: Negotiation: Strategy and Planning
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/55117
Sample Questions
Q1) In an accommodative negotiation,the relationships have:
A) a short-term focus
B) a long-term focus
C) may be either short term or long term
D) none of the above
Q2) Interests are what a negotiator wants.
A)True
B)False
Q3) In a ____________ negotiation,the other party may be less likely to disclose information,and/or may misrepresent their limits and alternatives.
Q4) If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.
A)True
B)False
Q5) A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the ____________ outcomes at stake in this negotiation,and how much concern does the negotiator have for the current and future quality of the ____________ with the other party?
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Chapter 5: Perception,Cognition,and Emotion
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71 Verified Questions
71 Flashcards
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Sample Questions
Q1) ____________ is the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true.
Q2) The best way to manage perceptual and cognitive biases is:
A) to be aware that they can occur.
B) to be aware of the negative aspects of these effects.
C) to discuss them in a structured manner within their team and with their counterparts.
D) be a willing participant in much-needed research.
E) All of the above help manage biases but may not be enough in and of themselves.
Q3) What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?
Q4) When brought into the conversation,these secondary concerns often transform the conversation about the primary issues.
A)True
B)False
Q5) A key issue in perception and negotiation is framing.What is framing?
Q6) How do multiple agenda items operate to shape issue development?
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Page 7
Chapter 6: Communication
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35 Verified Questions
35 Flashcards
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Sample Questions
Q1) Thompson et al.found that winners and losers evaluated their own outcomes equally when they did not know how well the other party had done,but if they found out that the other negotiator had done better,or was even pleased with his or her outcome,then negotiators felt less positive about their own outcome.
A)True
B)False
Q2) The use of _____________ ____________ is defined as when negotiators use positive words when speaking of their own positions,and negative words when referring to the other party's position.
Q3) Low verbal immediacy is intended to engage or compel the other party,while high verbal immediacy is intended to create a sense of distance or aloofness.
A)True
B)False
Q4) High levels of language intensity are used to convey strong feelings in the recipient,while low intensity conveys weak feelings.
A)True
B)False
Q5) Define social bandwidth.
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Chapter 7: Finding and Using Negotiation Power
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52 Verified Questions
52 Flashcards
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Sample Questions
Q1) Resources are more useful as instruments of power to the extent they are highly valued by participants in the negotiation.Which of the following is not a resource of organizational context?
A) Money, in its various forms.
B) Supplies, in form of materials, components, parts.
C) Human capital in available labor supply, staff, temporary help.
D) Critical services, in repairs, upkeep, technical support.
E) Stress, in imposing deadlines, increasing workloads.
Q2) Employees who want to succeed rapidly are frequently counseled to find jobs with high ____________ and ____________ in an organization so they can get the experience and visibility necessary for rapid promotion.
Q3) How does location in an organization contribute to power?
Q4) The more ____________ a node is in a network of exchanges and transactions,the more power that node's occupant will have.
Q5) Tactics designed to create power equalization are often employed as a way to gain advantage or to block the other's power moves.
A)True
B)False
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Chapter 8: Ethics in Negotiation
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52 Verified Questions
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Sample Questions
Q1) When using the "altered information" tactic to detect deception,one should
A) try to get the other to admit a small or partial lie about some information and use this to push for admission of a larger lie.
B) exaggerate what you believe is the deception and state it, hoping that the other will jump in to "correct" the statement.
C) point out behaviors you detect in the other which might be an indication they are lying.
D) indicate one's true concern for the other's welfare.
E) None of the above actions would be used as part of the altered information tactic.
Q2) Negotiation is based on information dependence-the exchange of information to learn the true ____________ and ____________ of the other negotiator.
Q3) The use of unethical tactics may provoke what response from the "victim?"
Q4) When were negotiators significantly more likely to see the marginally ethical tactics as appropriate?
Q5) Misrepresentation by ____________ is defined as failing to disclose information which would benefit the other.
Q6) What is/are the risks associated with frequent use of the self-serving process?
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Page 10
Chapter 9: Relationships in Negotiation
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51 Verified Questions
51 Flashcards
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Sample Questions
Q1) In some negotiations,relationship preservation is the overarching negotiation goal and parties may make concessions on ____________ issues to preserve or enhance the relationship.
Q2) Reputation is:
A) a perceptual identity.
B) reflective of the combination of personal characteristics.
C) demonstrated behavior.
D) intended images preserved over time.
E) all of the above statements define reputation.
Q3) Do many people approach a new relationship with an unknown party with remarkably high levels of trust?
Q4) An individual's ____________ ____________ toward trust can be described as individual differences in personality that make some people more trusting than others.
Q5) Distributive issues within ____________ negotiations can be emotionally hot.
Q6) Trustors,and those trusted,may focus on different things as ____________ is being built.
Q7) Negotiations occur in a rich and complex social context that has a significant impact on how the ____________ interact and how the process evolves.
Page 11
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Chapter 10: Multiple Parties and Teams
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52 Flashcards
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Sample Questions
Q1) 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.
E) All of the above are the result of procedural complexity in multiparty negotiations.
Q2) There are three ways in which the complexity increases as five or more parties simultaneously engage in negotiation.
A)True
B)False
Q3) Jenn and Mannix have studied the development and management of conflict over time in high performance task groups and examined three kinds of conflict typical to work groups.What are the three types?
Q4) In what ways do multiparty negotiations differ from two-party deliberations?
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Page 12
Chapter 11: International and Cross-Cultural Negotiation
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76 Verified Questions
76 Flashcards
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Sample Questions
Q1) In all cross-cultural negotiations,both parties approach the negotiation deductively.
A)True
B)False
Q2) The "culture-as-shared-value" approach
A) concentrates on documenting the systematic negotiation behavior of people in different cultures.
B) concentrates on understanding the central values and norms of a culture and then building a model for how these norms and values influence negotiations within that culture.
C) recognizes that all cultures contain dimensions or tensions among their different values.
D) recognizes that no human behavior is determined by a single cause.
E) All of the above are elements of the "culture as shared" value approach.
Q3) The "culture-as-shared-values" approach has advantages over the "culture-as-dialectic" approach because it can explain variations within cultures.
A)True
B)False
Q4) What is the main challenge for every global negotiator?
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Chapter 12: Best Practices in Negotiations
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32 Verified Questions
32 Flashcards
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Sample Questions
Q1) 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.
Q2) On the other hand,negotiators who do not believe anything that the other party tells them will have a very difficult time reaching an agreement.
A)True
B)False
Q3) Negotiators do not have to be aware of the effect of intangible factors on their own aspirations and behavior.
A)True
B)False
Q4) The authors suggest that negotiators should remember that negotiation is an _____________ process.
Q5) Why do negotiators need to manage the paradox between sticking with their prepared strategy and pursuing a new opportunity that arises during the process?
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