Leadership and Negotiation Midterm
Exam
Course Introduction
This course explores the fundamental concepts and practical skills of leadership and negotiation within organizational and interpersonal contexts. Students will examine various leadership theories, styles, and strategies to enhance their capacity to inspire, influence, and guide teams toward shared objectives. Emphasis is placed on negotiation processes, tactics, and ethical considerations, enabling students to analyze complex scenarios, resolve conflicts, and achieve mutually beneficial outcomes. Through case studies, simulations, and reflective exercises, the course equips participants with the tools necessary to lead effectively and negotiate successfully in a variety of professional situations.
Recommended Textbook
The Mind and Heart of the Negotiator 6th Edition by Leigh Thompson
Available Study Resources on Quizplus
12 Chapters
330 Verified Questions
330 Flashcards
Source URL: https://quizplus.com/study-set/3276
Page 2
Chapter 1: Negotiation: The Mind and Heart
Available Study Resources on Quizplus for this Chatper
23 Verified Questions
23 Flashcards
Source URL: https://quizplus.com/quiz/65048
Sample Questions
Q1) With regard to negotiation style,truly effective negotiators are neither tough or soft,but rather they:
A)are friendly
B)are principled
C)rely on intuition
D)are dignified
Answer: B
Q2) Being a successful negotiator depends on:
A)"outsmarting" the counterparty
B)the counterparty's lack of preparation
C)experiential learning,feedback,and learning new skills
D)always letting the other party tip their hand first
Answer: C
Q3) Effective negotiation involves all except which of the following?
A)Deliberate planning
B)Thoughtful preparation
C)Use of a "gut feeling" or intuition
D)Systematic reasoning
Answer: C
To view all questions and flashcards with answers, click on the resource link above.
Page 3
Chapter 2: What to Do Before Negotiation
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/65047
Sample Questions
Q1) When,you are asked about your desired salary in a job interview,what is the best response to use with the prospective employer?
A)Make an extreme offer and negotiate your way back down to your acceptable BATNA range
B)Give a salary range that would meet your needs in order to seem less fixated on a particular number.
C)Make a take-it-or-leave-it offer
D)Identify a variety of different combinations of highly attractive offer packages and present those packages to the employer
Answer: D
Q2) What are some of the problems that arise in the determination of one's target or aspiration point in a negotiation?
Answer: Identifying a target or aspiration may cause three major problems: setting target or aspirations too low and opening the negotiation by requesting something that is immediately granted; setting the target point too high and refusing to make concessions; not knowing what one really wants-only that one wants what the counterparty is not giving and does not want what the counterparty is offering.
To view all questions and flashcards with answers, click on the resource link above.
Page 4
Chapter 3: Distributive Negotiations
Available Study Resources on Quizplus for this Chatper
25 Verified Questions
25 Flashcards
Source URL: https://quizplus.com/quiz/65046
Sample Questions
Q1) Should a negotiator reveal his or her reservation point? Why or why not?
Answer: Revealing one's reservation point is generally not a good strategy unless it is especially good and the bargaining zone is small.This knowledge allows a negotiator to make offers that barely exceed the counterparty's reservation point and claim the entire bargaining surplus for oneself.Some negotiators reveal their reservation point to demonstrate that they trust the other party; however,more effective ways exist to build trust.Additionally,"trusting" the counterparty with your reservation point does not help to maximize your surplus.
Q2) If a negotiator desires to maximize his or her outcomes,which of the following best describes the goal that a negotiator should have when approaching a negotiation?
A)To reach a settlement that shares the pie equally with both parties
B)To reach a settlement that is most favorable to oneself and does not give up too much of the bargaining zone
C)To gain all of the bargaining surplus
D)To have the counterparty leave defeated
Answer: B
To view all questions and flashcards with answers, click on the resource link above. Page 5
Chapter 4: Win-Win Negotiation
Available Study Resources on Quizplus for this Chatper
29 Verified Questions
29 Flashcards
Source URL: https://quizplus.com/quiz/65045
Sample Questions
Q1) What is a disadvantage of single-issue negotiations?
A)Allows negotiators to make trade-offs between issues
B)Decreases the chance of an impasse
C)Does not allow negotiators to logroll interests
D)Prevents the parties from being tempted to compromise
Q2) The post-settlement strategy is a method for improving the current negotiation agreement.How does a post-settlement settlement strategy work?
A)Negotiators make bets based upon different world occurrences
B)Occurs in advance of the parties undertaking full-scale negotiations and is designed to be replaced by a long-term agreement
C)Establishes a concrete framework for final negotiations
D)Negotiators agree to keep current agreement,but explore other options with the goal of finding another option that both prefer more than the current one
Q3) Why is it important for a negotiator to ask the counterparty diagnostic questions about their underlying interests and priorities?
Q4) What "differences" can a negotiator effectively capitalize on when trying to expand the pie of resources?
To view all questions and flashcards with answers, click on the resource link above.
Chapter 5: Developing a Negotiation Style 1
Available Study Resources on Quizplus for this Chatper
24 Verified Questions
24 Flashcards
Source URL: https://quizplus.com/quiz/65044
Sample Questions
Q1) Assess your own motivational orientation by completing the questions in Exhibit 5-3.Given that a key to self-insight is recognizing the external factors that shape your motivational orientation (following Richard Shell's list),what tools do you need to help you become more effective at pie-slicing and pie expansion?
Q2) When it comes to using power and making threats in negotiation,all of the following are true except:
A)power tends to be reciprocated with power
B)by using power it is easy to expand the pie
C)a credible threat may restart negotiations
D)it often produces a "winner" and a "loser"
Q3) With regard to motivational orientation,the negotiator whose goals are individualistic in nature:
A)prefers to maximize his or her own gain and is indifferent to how much the other person is getting from the agreement
B)prefers to maximize the difference between their own profits and those of the other party
C)seeks to minimize the difference between the negotiating parties' outcomes
D)is aggressive and egotistical during the negotiation
To view all questions and flashcards with answers, click on the resource link above. Page 7
Chapter 6: Establishing Trust and Building a Relationship
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/65043
Sample Questions
Q1) What are some of the advantages and disadvantages of negotiations between businesspeople and how do they differ from purely personal negotiations?
Q2) When friends and family do business together,the relationship is more complex and is known as:
A)an embedded relationship
B)schmoozing
C)a swift trust relationship
D)a cognitive conflict relationship
Q3) What are some considerations people might have in a negotiation that are not necessarily monetary in nature?
Q4) Some negotiation relationships are purely business-related; others are entirely personal.Some are a mix of business and personal and are known as:
A)inconsistent relationships
B)inferential relationships
C)sticky tie relationships
D)embedded relationships
Q5) Why is power or status significant when interpreting ambiguous and/or slightly negative situations between high- and low-power people?
To view all questions and flashcards with answers, click on the resource link above. Page 8
Chapter 7: Power,persuasion,and Ethics
Available Study Resources on Quizplus for this Chatper
32 Verified Questions
32 Flashcards
Source URL: https://quizplus.com/quiz/65042
Sample Questions
Q1) The "costs" of lying in negotiation include all of the following,except:
A)personal costs in terms of a person having to remember what he or she liedabout
B)social costs in terms of creating a society in which rules have to be created to deal with liars
C)environmental costs in terms o f people being less cognizant about their effect on natural resources
D)social costs in terms of people being suspicious about others
Q2) Why is it so difficult to specify "ethical" or "unethical" behavior? How does this relate to the concept of determining "fairness" (as discussed in Chapter 3)? What are some strategies a negotiator can use to determine whether a given behavior is ethical?
Q3) Regarding strategies to improve the ability of female negotiators to claim value,one strategy that can be employed is a process whereby members of traditionally stereotyped groups redefine the pervasive cultural beliefs about their group and is known as:
A)realized power modification
B)stereotype regeneration
C)primary status characteristics shift
D)social capital renewal
To view all questions and flashcards with answers, click on the resource link above.
9
Chapter 8: Creativity and Problem Solving in Negotiations
Available Study Resources on Quizplus for this Chatper
30 Verified Questions
30 Flashcards
Source URL: https://quizplus.com/quiz/65041
Sample Questions
Q1) A negotiator's personal,cause and effect theory about what behaviors will lead to certain outcomes in a negotiation is best termed:
A)a mental model
B)haggling model
C)availability heuristic
D)exchange norms
Q2) What is a mental model of negotiation?
Q3) Of the different types of mental models that guide behavior in negotiation,the most common type of model is the _____,and is based on the cognitive bias called the ________.
A)partnership model ; hindsight bias
B)problem solving model ; surface level transfer
C)haggling model ; fixed-pie perception
D)game-playing model ; representativeness heuristic
Q4) What are some of the fundamental concerns related to the anchoring and adjustment process in negotiation?
Q5) What are some of the techniques for enhancing creative negotiation agreements?
Q6) What are some of the threats to effective problem solving and creativity in negotiation?
Page 10
To view all questions and flashcards with answers, click on the resource link above.
Chapter 9: Multiple Parties, coalitions, and Teams
Available Study Resources on Quizplus for this Chatper
27 Verified Questions
27 Flashcards
Source URL: https://quizplus.com/quiz/65040
Sample Questions
Q1) What are the key challenges of multiparty negotiations?
Q2) Consider a multiparty negotiating situation.How does the tradeoff strategy of circular logrolling work?
A)Negotiators each give and exchange resources with each other
B)Each group member offers a counterparty member a concession on one issue while receiving a concession from a different group member on a different issue
C)One party gives a concession and receives a cash bond from another party
D)Tradeoffs are all presented at once and each member gets to select which ones work best for them
Q3) With regard to combining members' preferences to reach a consensus,the impossibility theorem states that:
A)there is not a best way to derive a group's preference from combining individual preferences
B)there is not a best way to derive individual preferences from analyzing a group's overall preference
C)groups take much longer to reach agreement than two-party negotiations
D)groups often fail to see a positive bargaining zone when it actually exists
Q4) What advantages can be realized by using agents to represent one's interests?
To view all questions and flashcards with answers, click on the resource link above. Page 11
Chapter 10: Cross-Cultural Negotiation
Available Study Resources on Quizplus for this Chatper
27 Verified Questions
27 Flashcards
Source URL: https://quizplus.com/quiz/65039
Sample Questions
Q1) What are some key differences between individualistic and collectivistic cultural values? What are the implications for negotiation?
Q2) Which of the following statements is most true with regard to integrative negotiation as it pertains to culture?
A)Members of western cultures are more adept and skilled at expanding the pie compared to members of eastern cultures
B)Members of eastern cultures are more adept and skilled at claiming resources than members of western cultures
C)Inter-cultural negotiation often yields higher joint gains than intra-cultural negotiation
D)Intra-cultural negotiation often yields higher joint gains than inter-cultural negotiation
Q3) In cultures where communications are direct,information exchange in negotiation is generally:
A)nuanced
B)inferred
C)biased
D)context-free
To view all questions and flashcards with answers, click on the resource link above.
Page 12
Chapter 11: Social Dilemmas
Available Study Resources on Quizplus for this Chatper
28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/65038
Sample Questions
Q1) When trying to determine the best course of action to take in a social dilemma,the principle of dominance detection indicates that a given strategy results in a better outcome:
A)for player 1 most of the time
B)for player 2 most of the time
C)for player 1 no matter what player 2 does
D)for player 1 contingent upon what player 2 does
Q2) In an ultimatum bargaining situation,one party makes a single and final offer - an ultimatum - to another party.If the offer is refused,then neither party gets anything.According to economists,what is the ideal demand to make in an ultimatum game,in which you can make a single offer that would divide $100 between yourself and another player?
A)$99.99 (self); $.01 (other)
B)$50 (self); $50 (other)
C)$51 (self); $49 (other)
D)$100 (self): $0 (other)
Q3) In a dictator game,what motivates a proposer to offer a non-zero allocation to the recipient?
Q4) How can the tit-for-tat strategy demonstrate the toughness of a negotiator?
To view all questions and flashcards with answers, click on the resource link above. Page 13
Chapter 12: Negotiating Via Information Technology
Available Study Resources on Quizplus for this Chatper
29 Verified Questions
29 Flashcards
Source URL: https://quizplus.com/quiz/65037
Sample Questions
Q1) How does our increased reliance in e-communications as a communication medium affect social behavior?
Q2) What information do people primarily rely upon in face-to-face negotiation that makes it such a preferred method of communication?
A)The pace of the conversation
B)Shared interests
C)The vocabulary used
D)Nonverbal signals
Q3) The U.S.generation born approximately at the end of the 2<sup>nd</sup> World War up to 1964 are traditionally called the "Baby Boom" or "Boomer" generation.As negotiators,one of their main beliefs is:
A)that personal sacrifice in negotiation is necessary
B)to avoid direct confrontation - negotiate virtually whenever possible
C)that everything is negotiable
D)that a negotiator must set aside their personal interests when negotiating
Q4) How do norms,roles,and status change as a function of interaction via electronic media? What social dynamics come into play when negotiating via technology?
Q5) What are the four main challenges with same time,different place negotiations?
To view all questions and flashcards with answers, click on the resource link above. Page 14