Human Resource Management Study Guide
Questions
Course Introduction
Human Resource Management explores the strategies, policies, and practices essential for effectively managing people within an organization. The course covers key functions such as recruitment, selection, training and development, performance appraisal, compensation, and employee relations. It emphasizes the critical role of HR in fostering a safe, inclusive, and productive workplace, aligning human capital with organizational goals, and adapting to changing legal and ethical environments. Through real-world case studies and practical exercises, students gain an understanding of how HR professionals contribute to organizational success and employee well-being.
Recommended Textbook Negotiation Closing Deals Settling Disputes and Making Team Decisions 1st Edition by David S. Hames
Available Study Resources on Quizplus
14 Chapters
393 Verified Questions
393 Flashcards
Source URL: https://quizplus.com/study-set/903 Page 2
Chapter 1: The Nature of Negotiation: What it is and Why it Matters
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17789
Sample Questions
Q1) The Dual Concerns Model of negotiation offers ________ different approaches for handling conflict.
A)Two.
B)Three.
C)Four.
D)Five.
Answer: D
Q2) The first step of the first stage of a negotiation is:
A)Formulate arguments and counterarguments.
B)Formulate offers and counteroffers.
C)Build rapport.
D)Pre-negotiation preparation.
Answer: D
Q3) The situational characteristics that determine which negotiating strategy is most appropriate are:
A)Goals,resources,and the level of the relationship and trust.
B)Goals,resources,and the level of negotiating sophistication of each party.
C)Goals,resources,and the level of competitiveness.
D)Goals,resources,and the level of collaboration.
Answer: A
To view all questions and flashcards with answers, click on the resource link above. Page 3
Chapter 2: Preparation: Building the Foundation for Negotiating
Available Study Resources on Quizplus for this Chatper
29 Verified Questions
29 Flashcards
Source URL: https://quizplus.com/quiz/17790
Sample Questions
Q1) Relative power influences the negotia___________ a negotiator chooses.
A)Resources.
B)Constraints.
C)Tactics.
D)Environment.
Answer: C
Q2) Substantive and relationship goals help determine which strategy and tactics to use.
A)True
B)False
Answer: True
Q3) Negotiators who are highly concerned with achieving their substantive goals but have significantly less concern for the relationship or for the other party's substantive goals are likely to adopt:
A)A distributive strategy.
B)An integrative strategy.
C)An interest-based strategy.
D)A principled strategy.
Answer: A
Page 4
To view all questions and flashcards with answers, click on the resource link above.
Chapter 3: Distributive Bargaining: A Strategy for Claiming Value
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17791
Sample Questions
Q1) Distributive bargaining ____________ form of negotiation.
A)Win-win.
B)Lose-win.
C)Win-lose.
D)Lose-lose.
Answer: C
Q2) Parties are more likely to reveal their BATNAs than their resistance points.
A)True
B)False
Answer: True
Q3) Distributive negotiation should be the negotiating style of choice when parties are mainly interested in:
A)Mutually satisfying outcomes.
B)Coming to a quick agreement.
C)Building the relationship.
D)Claiming the most value for themselves.
Answer: D
To view all questions and flashcards with answers, click on the resource link above.
Page 5
Chapter 4: Integrative Bargaining: A Strategy for Creating
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17792
Sample Questions
Q1) Explain why trust is important in integrative negotiations and describe how to increase or repair trust in a negotiation relationship.
Q2) Defining the situation,identifying interests,and building rapport:
A)Take on more importance in integrative negotiation than in distributive negotiation.
B)Take on less importance in integrative negotiation than in distributive negotiation.
C)Have equal importance in both integrative and distributive negotiation.
D)Are factors to consider when choosing which strategy to use.
Q3) Trust is important to successful integrative negotiation
A)True
B)False
Q4) To negotiate optimally,each party's interests should be kept secret from the other party.
A)True B)False
Q5) Once trust is broken it cannot be restored into a negotiation relationship. A)True B)False
To view all questions and flashcards with answers, click on the resource link above. Page 6
Chapter 5: Closing Deals: Persuading the Other Party to Say
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17793
Sample Questions
Q1) Successfully closing a deal or settling a dispute requires you to convince the other party why or how your proposal satisfies your interests.
A)True
B)False
Q2) Splitting the difference between the last two offers is an even split only if the opening offers were equidistant from a theoretically correct settlement point,and if the concessions that both parties make are equal.
A)True
B)False
Q3) Inviting the other side for constructive criticism of your proposals as you develop them is a good tactic for overcoming the other party's objections to your proposals.
A)True
B)False
Q4) Explain what it means to view objections objectively,how it affects the way you respond to the other party and why it improves your ability to negotiate effectively
Q5) Describe how to overcome objections that stem from unmet interests.
To view all questions and flashcards with answers, click on the resource link above. Page 7
Chapter 6: Communication-The Heart of All Negotiations
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17794
Sample Questions
Q1) The goal of communication in negotiation is to create a shared understanding of the same problems,opportunities,issues,interests and so forth.
A)True
B)False
Q2) Consistency between a negotiator's verbal and nonverbal messages suggests that this person is telling the truth.
A)True
B)False
Q3) The medium through which a message is sent is called:
A)Feedback.
B)Context.
C)Message decoding.
D)The communication channel.
Q4) "What do you mean by saying that your interests are not being met adequately?" is an example of:
A)Paraphrasing.
B)Asking a targeted question.
C)Acknowledging.
D)Inquiring.
To view all questions and flashcards with answers, click on the resource link above. Page 8
Chapter 7: Decision Making:
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17795
Sample Questions
Beings?
Q1) The preparation stage is too early in the negotiation process to account for and plan on how to reduce biases.
A)True
B)False
Q2) In order to be effective in influencing the terms a negotiator will accept,an anchor cannot be set arbitrarily.
A)True B)False
Q3) It is not advisable to focus on one issue when negotiating integratively because it prevents negotiators from searching for and finding mutually beneficial tradeoffs.
A)True
B)False
Q4) Biases are mainly:
A)Stereotypes.
B)Unconscious.
C)Confirmation traps.
D)Conscious.
Q5) What can negotiators do to minimize the consequences of perceptual biases?
To view all questions and flashcards with answers, click on the resource link above. Page 9
Chapter 8: Power & influence: Changing others attitudes and behaviors
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17796
Sample Questions
Q1) Evidence suggests that attractive negotiators are more effective at influencing the other party when they do not disclose their intention to do so,and unattractive negotiators are more persuasive when they are upfront about their intention to influence the negotiator.
A)True
B)False
Q2) The peripheral route to influencing others:
A)Requires mental effort.
B)Avoids mental shortcuts.
C)Occurs mainly at the conscious level.
D)Occurs mainly at the unconscious level.
Q3) Which one of the following statements is not a myth about power?
A)Power is fixed (it cannot be increased).
B)Power flows top down through the chain of command.
C)Asserting power requires competitiveness.
D)Information (as long as it is accurate and relevant)increases power.
Q4) What are the six personal sources of power and two situational sources of power? Why is power important to have in a negotiation?
Page 10
To view all questions and flashcards with answers, click on the resource link above.
Chapter 9: Ethics: Right and Wrong Do Exist when you
Negotiate
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17797
Sample Questions
Q1) An ethical alternative to lying about your bottom line is to:
A)Focus on your problems or needs.
B)Obtain limited authority so you do not have to lie.
C)Inject new issues with real value.
D)Commit to the other party's standards instead of committing to his or her positions.
Q2) __________ negotiators accept traditional competitive bargaining tactics as ethical.
A)A small minority of.
B)Most.
C)Collaborative.
D)Only amateur.
Q3) Misrepresenting one's BATNA can be construed as fraud.
A)True
B)False
Q4) A negotiator can enhance his or her power by using deceptive tactics.
A)True
B)False
Q5) Describe some consequences of unethical negotiation behavior for the unethical negotiator.
To view all questions and flashcards with answers, click on the resource link above. Page 11
Chapter 10: Multiparty Negotiations: Managing the Additional
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17798
Sample Questions
Q1) Negotiator orientation towards cooperation and competitiveness is a component of:
A)Informational complexity.
B)Social complexity.
C)Procedural complexity.
D)Strategic complexity.
Q2) Describe several steps you can take to help manage multiparty negotiations.
Q3) Agreeing how to handle the larger volume of information,clarifying how information will be communicated and who will be assuming which role,and whether the negotiation will be conducted integratively or distributively,are all components of:
A)Informational complexity.
B)Social complexity.
C)Procedural complexity.
D)Strategic complexity.
Q4) Representatives can help us achieve better outcomes as long as we choose someone who is similar to us.
A)True
B)False
Q5) In what ways do multiparties make negotiating more complex?
To view all questions and flashcards with answers, click on the resource link above. Page 12
Chapter 11: Individual Differences
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17799
Sample Questions
Q1) Which of the following is not a situational variable that interacts to influence male versus female negotiating behavior?
A)The respective negotiators' ages.
B)The ambiguity level of the zone of possible agreement.
C)Whether or not the negotiating situation has guidelines.
D)Whether or not the negotiation takes place in a work setting.
Q2) Appreciation,affiliation and structural connection are concerns that underlie our: A)Status.
B)Emotions.
C)Autonomy.
D)Roles.
Q3) Men outperform women in both distributive and integrative negotiations.
A)True
B)False
Q4) _______ may combine with _________ to determine our negotiation styles. A)Gender / personality.
B)Individual differences / situation.
C)Emotions / cognitions.
D)Status / roles.
To view all questions and flashcards with answers, click on the resource link above. Page 13
Chapter 12: International Negotiations: Managing culture and other complexities
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17800
Sample Questions
Q1) Cultural__________ are standards of appropriate and inappropriate conduct.
A)Knowledge structures.
B)Assumptions.
C)Norms.
D)Dimensions.
Q2) Collectivism and context are examples of cultural:
A)Knowledge structures.
B)Assumptions.
C)Norms.
D)Dimensions.
Q3) What is culture? Describe the components of culture that help us understand what and how people from a particular culture will negotiate.
Q4) Negotiation is conside__________ process for Americans but_______ process for the English,French and Germans.
A)A formal / an informal.
B)An informal / a formal.
C)A relationship-building / a task-oriented.
D)A task-oriented / a relationship-building.
To view all questions and flashcards with answers, click on the resource link above. Page 14
Chapter 13: Difficult Negotiations: Managing Others Who
Play Dirty and Saying No to Those Who Play Nice
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17801
Sample Questions
Q1) Strategic moves involve giving the other party incentives to listen to and consider our ideas.
A)True
B)False
Q2) _____________ is mostly about transforming others' stacks,threats,dirty tricks and rigid adherence to positions into joint problem solving.
A)The shadow negotiation.
B)Changing the nature of the game.
C)Correcting the move.
D)Saying "no" positively.
Q3) To help manage the other party's use of dirty tricks productively you can:
A)Ignore them and negotiate honorably until the other party catches on that his/her behavior is inappropriate.
B)Avoid using shadow negotiations.
C)Use strategic turns to reframe the conversation.
D)Show more appreciation for the other party.
Q4) A nibble is an example of a dirty trick or tactic.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 15
Chapter 14: Third-Party Intervention: Recourse When
Negotiations Sputter or Fail?
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/17802
Sample Questions
Q1) Custom and past practice refer to:
A)Two methods used by arbitrators to interpret cases.
B)Interpreting cases by using precedent cases and decisions.
C)Interpreting cases by using the contract or policy manual.
D)Interpreting cases by considering the minutes or notes collected when the provision at issue was written or negotiated.
Q2) Arbitrators have authority to make the final outcome decision.
A)True
B)False
Q3) To avoid what they expect will be an inefficient use of their time,disputants defer to the arbitration option too quickly.This phenomenon refers to:
A)The half-life effect.
B)The narcotic effect.
C)The motivator effect.
D)Characteristics of the parties.
Q4) What is a "dispute-wise" organization? Describe "dispute-wise" policies and practices and the benefits of using them.
Q5) Briefly compare the roles of mediators and arbitrators.
To view all questions and flashcards with answers, click on the resource link above. Page 16