MGT 557 Entire Course with Final Guide
For more classes visit www.snaptutorial.com MGT 557 Week 1 Assignment Sales Analysis
MGT 557 Week 2 Individual Assignment Ethical Negotiation Presentation (2 PPT)
MGT 557 Week 3 Individual Assignment Trust & Negotiation (2 Papers)
MGT 557 Week 3 Team Assignment Salary Negotiation Role-Play (2 Papers)
MGT 557 Week 4 Team Rock Band Negotiator (NEW)
MGT 557 Week 5 Individual Assignment Diversity in Negotiations (2 Papers)
MGT 557 Week 6 Team Assignment Negotiation Plan (2 Papers)
MGT 557 Final Exam Guide (NEW)
MGT 557 Week 1 DQ 1
MGT 557 Week 1 DQ 2
MGT 557 Week 2 Individual Assignment Negotiation Outcome Matrix
MGT 557 Week 2 DQ 1
MGT 557 Week 2 DQ 2
MGT 557 Week 3 Learning Team Assignment Salary Negotiation RolePlay
MGT 557 Week 3 DQ 1
MGT 557 Week 3 DQ 2
MGT 557 Week 4 Learning Team Assignment Rock n Roll Negotiator Part 1
MGT 557 Week 4 DQ 1
MGT 557 Week 4 DQ 2
MGT 557 Week 5 Learning Team Assignment Rock n Roll Negotiator Part 2
MGT 557 Week 5 Individual Assignment Cell Phone Negotiations
MGT 557 Week 5 DQ 1
MGT 557 Week 5 DQ 2
MGT 557 Week 6 Individual Assignment Negotiation Plan
MGT 557 Entire Course
For more classes visit www.snaptutorial.com MGT 557 Week 1 Assignment Sales Analysis
MGT 557 Week 2 Individual Assignment Ethical Negotiation Presentation (2 PPT)
MGT 557 Week 3 Individual Assignment Trust & Negotiation (2 Papers)
MGT 557 Week 3 Team Assignment Salary Negotiation Role-Play (2 Papers)
MGT 557 Week 4 Team Rock Band Negotiator (NEW)
MGT 557 Week 5 Individual Assignment Diversity in Negotiations (2 Papers)
MGT 557 Week 6 Team Assignment Negotiation Plan (2 Papers)
MGT 557 Week 1 DQ 1
MGT 557 Week 1 DQ 2
MGT 557 Week 2 Individual Assignment Negotiation Outcome Matrix
MGT 557 Week 2 DQ 1
MGT 557 Week 2 DQ 2
MGT 557 Week 3 Learning Team Assignment Salary Negotiation RolePlay
MGT 557 Week 3 DQ 1
MGT 557 Week 3 DQ 2
MGT 557 Week 4 Learning Team Assignment Rock n Roll Negotiator Part 1
MGT 557 Week 4 DQ 1
MGT 557 Week 4 DQ 2
MGT 557 Week 5 Learning Team Assignment Rock n Roll Negotiator Part 2
MGT 557 Week 5 Individual Assignment Cell Phone Negotiations
MGT 557 Week 5 DQ 1
MGT 557 Week 5 DQ 2
MGT 557 Week 6 Individual Assignment Negotiation Plan
MGT 557 Final Exam Guide (NEW)
For more classes visit www.snaptutorial.com 1.
Thomas proposed that what two personality dimensions can represent the levels of concern underlying the five conflict management styles?
The degree of aggressiveness and the degree of cooperativeness
The degree of assertiveness and the degree or competitiveness
The degree of aggressiveness and the degree of competitiveness
The degree of assertiveness and the degree of cooperativeness
2. A zero-sum situation is also known as what other situation name?
negotiative
integrative
distributive
win-lose
3. Which of the following is not one of the four biases that threaten e-mail negotiations?
Sinister attribution bias
Burned bridge bias
Impasse in e-mail negotiations bias
Temporal synchrony bias
4. A reservation price is which of the following?
what negotiators mean by their "bottom line"
the median between your opening bid and bottom line
your opening bid in a negotiation
the other party's opening bid in a negotiation
5. The "joining threshold" is:
the minimum number of people required for a coalition to be successful.
the level in which a minimum number of people have joined a coalition and others begin to join because they recognize that their current friends and associates are already members.
the total number of people who can join a specific condition.
the level at which a new member must “pay� in order to join the coalition.
6. Babcock, Wang and Loewenstein found that:
negotiators compare themselves to others whose positions are similar in scope and position to their own.
negotiation breakdown or impasses are negatively correlated with perceived differences between the disputants chosen comparison groups.
the smaller the perceived differences between comparison groups, the greater the likelihood of a breakdown.
negotiators choose comparison groups to reflect a supportive, selfserving bias for their positions.
7.
At the top of the best practice list for every negotiator is:
Remembering the intangibles
Managing coalitions
Preparation
Diagnosing the structure of the negotiation
8. Which of the following is not a major source of power from one of the five different groupings?
personal sources of power
organizational sources of power
information sources of power
contextual sources of power
9. Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn.
preparation
cooperation
communication
Process
10.
Successful logrolling requires:
that one party is allowed to obtain his/her objectives and he/she then "pays off" the other party for accommodating his/her interests.
that the parties establish more than one issue in conflict and then agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue.
no additional information about the other party than his/her interests, and assumes that simply enlarging the resources will solve the problem.
11.
Rackham's study found that during face-to-face-bargaining, superior negotiators:
avoided behavioral labeling.
made fewer immediate counterproposals.
asked fewer questions.
frequently used defend-attack cycles.
12. The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?
Target point
Bargaining mix
Bargaining range
Resistance point
13. Only one of the approaches to ethical reasoning has as its central tenet that actions are more right if they promote more happiness, more wrong if they produce unhappiness. Which approach applies?
end-result ethics
social context ethics
duty ethics
reasoning ethics
14.
Which represents the best deal we can possibly hope to achieve?
Resistance point
Alternative
Opening bid
Specific target point
15. According to Kolb and Coolidge, during a negotiation men tend to:
perceive negotiation as a part of the larger context within which it takes it place.
engage the other in a joint exploration of ideas.
seek empowerment when there is interaction among all parties in the relationship.
demarcate negotiating from other behaviors that occur in the relationship.
17.
A doctor facing the moral dilemma between a mandate to save lives and the mandate to relieve undue suffering for those whose lives cannot be saved is an example of:
social context ethics.
duty ethics.
end-result ethics.
utilitarian ethics.
17. A constituency is:
a negotiator representing the interests of another party.
two or more parties on the same side who are working together and collectively advocating the same positions and interests.
one or more parties whose interests, demands, or priorities are being represented by the focal negotiator at the table.
any individual or group of people who are not directly involved in or affected by a negotiation, but who have a chance to observe and react to the ongoing events.
18.
In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the:
cooperativeness dimension and the competitiveness dimension.
competitiveness dimension and the aggressiveness dimension.
cooperativeness dimension and assertiveness dimension.
assertiveness dimension and the competitiveness dimension.
Mediators have:
the power to impose a solution.
no formal power over outcomes.
the same power as arbitrators.
the authority to resolve the dispute on their own.
20. The "culture-as-shared-value" approach:
recognizes that no human behavior is determined by a single cause.
concentrates on documenting the systematic negotiation behavior of people in different cultures.
recognizes that all cultures contain dimensions or tensions among their different values.
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.
21.
Which of the following lists only joint strategies for cross-cultural negotiations?
employ agents or advisors, bring in a mediator, adapt to the other party's approach, improvise an approach
coordinate adjustment, improvise an approach, adapt to the other party's approach, embrace the other party's approach
bring in a mediator, coordinate adjustment, improvise an approach, effect symphony
employ agents or advisors, adapt to the other party's approach, embrace the other party's approach, effect symphony
22.
Brett, Barsness and Goldberg found that mediation, when compared to arbitration:
was more time-consuming.
produced greater disputant satisfaction.
was more costly.
was more complicated to implement.
23. It is important negotiators consider the shadow negotiation carefully before meeting with the other party so they:
understand where the boundaries of the current negotiations are and should be.
understand how they would ideally like to work with the other party.
are clear in their own minds about the scope of the negotiations.
determine what ground the negotiation is going to cover and how the negotiators are going to work together.
24. What are the three key stages and phases that characterize multilateral negotiations?
the prenegotiation stage, managing the actual negotiations, and managing the agreement stage
the prenegotiation stage, the networking stage, and the managing the agreement stage
the coalition building stage, the relationship development stage, the networking stage
the coalition building stage, the networking stage, and the actual negotiation state
25. Power distance describes:
the extent to which cultures hold values that were traditionally perceived as masculine or feminine.
the extent to which the society is organized around individuals or the group.
the extent to which a culture programs its members to feel either uncomfortable or comfortable in unstructured situations.
the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally.
26.
Which of the following techniques is the least effective in resolving impasses and defusing volatile situations?
Active listening
Tension management
Separating the parties
Synchronized de-escalation
27. Researchers have found that expressing high anger and low compassion toward another leads the negotiators to:
a greater desire to work together in the future.
achieve more joint gains.
find and explore commonalities in experiences.
an unaffected ability to yield greater individual gains.
28.
Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?
Parties never make concessions on substantive issues.
Negotiating within relationships takes place at a single point in time.
Negotiating with relationships may never end.
Negotiation in relationships is only about the issue.
29. In multiparty negotiations, research shows that parties who approached multiple issues simultaneously:
Have less insight into the preferences and priorities of the other parties at the table.
Increased the likelihood of achieving agreement.
Exchanged less information.
Achieved lower quality agreements.
30.
Negotiators should make a conscious decision about whether they are facing a fundamentally distributive negotiation, an integrative negotiation, or a:
group negotiation.
cooperative negotiation.
combative negotiation.
blend of both distributive and integrative negotiations.
MGT 557 Week 1 Assignment Sales Analysis
For more classes visit www.snaptutorial.com Create a 1,050-word sales analysis in which you do the following: Define the elements of the negotiation process which include: Opening offer Opening stance Initial concession Final offer Discuss the response to your opening offer. Explain the tactics you used to strengthen your stance on that offer. What was the outcome?
Determine your Best Alternative to a Negotiated Agreement (BATNA) for the situation. Explain what you could have done to improve your BATNA prior to engaging in the negotiation process. Discuss any concessions that were made. If there were concessions, what were they and how did you use them? If there were no concessions, how might this have been handled if you encountered them? Compare the final offer with the opening offer. Evaluate the final offer and the entire negotiation process. Was there an equal amount of concessions on both sides? Was one side a clear winner? Explain why or why not. What changes would you make to your stance and concessions if you could repeat the process? Format your paper consistent with APA guidelines. Click the Assignment Files tab to submit your assignment.
MGT 557 Week 1 DQ 1
For more classes visit www.snaptutorial.com Define zero-sum situation. What are some strategies for a successful or neutral outcome in a zero-sum negotiation?
MGT 557 Week 1 DQ 2
For more classes visit www.snaptutorial.com How can a negotiation that begins with a negative bargaining range be resolved? Should a negotiator reveal his or her resistance point? Explain.
MGT 557 Week 2 DQ 1
For more classes visit www.snaptutorial.com Describe the best alternative to a negotiated agreement (BATNA) concept. Explain the pitfalls of overestimating the value of BATNA. Why is a negotiator’s BATNA the most valuable tool of power negotiation?
MGT 557 Week 2 DQ 2
For more classes visit www.snaptutorial.com Define ethics. Why do ethics matter in negotiation? How does your personal ethical code influence your negotiations? Provide a specific example
MGT 557 Week 2 Individual Assignment Ethical Negotiation Presentation (2 PPT)
For more classes visit www.snaptutorial.com This Tutorial contains 2 Papers
Create an 8-slide MicrosoftÂŽ PowerPointÂŽ presentation in which you analyze the ethical standards for business and negotiations as this relates to your organization. Include the following in the presentation: Develop 4 examples of how you used each one of the 4 ethical standards in a negotiation with one of your customers. Defend your selection of the use of that specific ethical standard.
Explain why ethical standards are an important part of negotiation process. Format your assignment consistent with APA guidelines. Click the Assignment Files tab to submit your assignment
MGT 557 Week 2 Individual Assignment Negotiation Outcome Matrix
For more classes visit www.snaptutorial.com Individual Assignment Negotiation Outcome Matrix Complete the Negotiation Outcome Matrix located on the student website.
MGT 557 Week 2 Learning Team Weekly Reflection
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Review this week’s objectives. Reflect on any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing your findings.
MGT 557 Week 3 DQ 1
For more classes visit www.snaptutorial.com What are the strengths and weaknesses of using an agent in negotiations? How can you determine the best time to use an agent and when to negotiate for yourself?
MGT 557 Week 3 DQ 2
For more classes visit www.snaptutorial.com When interacting with decision makers, what happens as you try to convert or pressure them during two-party and multiparty negotiations? What special challenges occur in two-party and multiparty negotiations?
MGT 557 Week 3 Individual Assignment Trust and Negotiation (2 Papers)
For more classes visit www.snaptutorial.com This Tutorial contains 2 Papers
Create a 1,050-word analysis in which you address the following: Discuss the different types and aspects of trust in relationships. Identify one type that you have utilized or experienced in a negotiation. Explain the importance of trust in business and selling relationships. Analyze 2-3 types of the trusting techniques used in negotiation. Discuss how you used these in your organization with a customer. Evaluate the trusting techniques in terms of which might be most effective in your organization. Recommend the technique that you would be most likely to use in a negotiation and explain your rationale. Explain how using trust techniques might lead to change in your organization's negotiation strategies.
Format your assignment consistent with APA guidelines. Click the Assignment Files tab to submit your assignment.
MGT 557 Week 3 Learning Team Assignment Salary Negotiation Role-Play
For more classes visits www.snaptutorial.com Divide your Learning Team into two groups. One group should take the role of a job applicant; the other should take the role of the hiring manager at a company called Z-firm. Imagine that a job applicant has been offered a job as an HR officer at Z-firm. Both sides need to negotiate the starting salary. Statistical data indicates that HR officer starting salaries are around $40,000. Zfirm, however, is highly respected in its industry and receives many job applications from all over the country. That is why the applicant has decided not to state an exact salary level, but to negotiate it. Role-play the negotiation as if both sides were pursuing distributive (win–lose) negotiation. Then, switch roles and role-play the negotiation as if both sides were pursuing integrative (win–win) negotiation. Each Learning Team member should consider how best to apply power and influence principles to accomplish their side’s negotiation goals. Summarize, in no more than 2,000 words, your Learning Team’s distributive and integrative negotiations. Consider the following: • Describe the adjustments and concessions made and the strategies and tactics used by each side
• Describe the sources of power and the application of power principles employed by each side. • Describe how each side used central route or peripheral route influence principles to effect the negotiation outcomes. • Evaluate the ethicality of the negotiation tactics of each side.
MGT 557 Week 3 Learning Team Weekly Reflection
For more classes visits www.snaptutorial.com Review this week’s objectives. Reflect on any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing your findings
MGT 557 Week 3 Team Assignment Salary Negotiation Role Play (2 Papers)
For more classes visit www.snaptutorial.com
This Tutorial contains 2 Papers
Divide your Learning Team into two groups. One group should take the role of a job applicant; the other should take the role of the hiring manager at a company called Z-firm. Imagine that a job applicant has been offered a job as an HR officer at Z-firm. Both sides need to negotiate the starting salary. Statistical data indicates that HR officer starting salaries are around $40,000. Zfirm, however, is highly respected in its industry and receives many job applications from all over the country. That is why the applicant has decided not to state an exact salary level, but to negotiate it. Role-play the negotiation as if both sides were pursuing distributive (win–lose) negotiation. Then, switch roles and role-play the negotiation as if both sides were pursuing integrative (win–win) negotiation. Each Learning Team member should consider how best to apply power and influence principles to accomplish their side’s negotiation goals. Summarize, in no more than 2,000 words, your Learning Team’s distributive and integrative negotiations. Consider the following: • Describe the adjustments and concessions made and the strategies and tactics used by each side • Describe the sources of power and the application of power principles employed by each side. • Describe how each side used central route or peripheral route influence principles to effect the negotiation outcomes. • Evaluate the ethicality of the negotiation tactics of each side.
MGT 557 Week 4 DQ 1
For more classes visit www.snaptutorial.com What concepts in Chinese culture should those attempting to negotiate in China recognize? In your opinion, how does guanxi affect negotiation in China? What are some strategies to employ when negotiating with a Chinese company?
MGT 557 Week 4 DQ 2
For more classes visit www.snaptutorial.com Define perception and perceptual distortion by generalization. Explain how perception distortion can cause biases in negotiation. How can you use this information in negotiations? Cite specific examples
MGT 557 Week 4 Learning Team Assignment Rock n Roll Negotiator Part 1
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www.snaptutorial.com The Negotiators are a popular and successful rock-n-roll band. This year their contract with the publisher R-n-R Label expires. The Negotiators’ members, Jimmy, Tinny, and Janice all believe that they deserve a monetary increase, and if they cannot obtain it, they will not renew their contract with the R-n-R Label. There are differences, however, among the band members: Jimmy wants a 10% increase, Tinny a 15% increase, and Janice a 20% increase. As the band members lack negotiating skills, they decide to hire the firm Agent-town as their negotiator. Divide your Learning Team into two groups. One group should take the role of The Negotiators and the other should take the role of a company called Agent-town. Consider the influence of agents, constituencies, coalitions, and audiences on negotiations.Decide on a mutually accepted increase supported by all band members. Explain the following in an essay of no more than 1,500 words: • How The Negotiators agreed on an increase percentage • How the band members as constituencies managed their agent • How Agent-town will manage the constituencies and audiences • How all parties (The Negotiators and Agent-town) agreed on an increase percentage
MGT 557 Week 4 Learning Team Weekly Reflection
For more classes visits
www.snaptutorial.com Review this week’s objectives. Reflect on any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing your findings.
MGT 557 Week 4 Team Rock Band Negotiator (NEW)
For more classes visit www.snaptutorial.com The Negotiators are a popular and successful rock band. This year their contract with the publisher R-n-R label expires.The Negotiators' members, Jimmy, Tinny, and Janice, all believe that they deserve a monetary increase, and if they cannot obtain it, they will not renew their contract with the R-n-R label.There are differences, however, among the band members: Jimmy wants a 10% increase, Tinny a 15% increase, and Janice a 20% increase. As the band members lack negotiating skills, they decide to hire the firm Agent-Town as their negotiator. Divide your Learning Team into two groups and attempt to negotiate a mutually accepted increase that is supported by all band members. One group should take the role of The Negotiators and the other should take the role of the company called Agent-Town.
Bobby Singer and the Constituency is another band signed with R-n-R and their contract is also set to expire this year. Agent-Town wants to gain strength through a multi-party negotiation so they decide to contact this band's agents - Agent Ville and Agentopoly. Create a 10- to 12-slide MicrosoftÂŽ PowerPointÂŽ presentation that explores and discusses the distributive and integrative strategies both the band members and the agent(s) utilize during the negotiations. Consider the following: Assess the analysis tools required to come to an agreement, if one was reached. Include any emotional, personality and/or cultural aspects of the different band members that could affect the amount of increases they were asking. Evaluate the influence the agent had on your team's negotiation. Explain the process the team used to reach a mutually accepted increase that supports the band members. If they did not reach an agreement for an increase, explain why. Explain the role audience, coalition, or constituency might have played in these negotiations. Format your assignment consistent with APA guidelines. Click the Assignment Files tab to submit your assignment.
MGT 557 Week 5 DQ 1
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What are some common mistakes that may lead to an impasse in negotiation? Describe a time you experienced an impasse in negotiating. What are strategies that could have been applied in that situation?
MGT 557 Week 5 DQ 2
For more classes visit www.snaptutorial.com Why is intransigence a powerful card for a negotiator? What are the dangers of intransigence? How will you manage a negotiation impasse when the other party presents you with an ultimatum.
MGT 557 Week 5 Individual Assignment Cell Phone Negotiations
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Review the following descriptions of the two teams involved in a negotiation. The all-male negotiating team from the United States seeks a cell phone price of $6 per unit. Assume the American team embodies the following Hofstede’s cultural dimensions: • Individualistic • Low-power distance • Low-term orientation • Low-context The all-female negotiating team from China offers cell phones with a $9 per unit price tag. Assume the Chinese team embodies the following Hofstede’s cultural dimensions: • Collectivistic • High-power distance • Long-term orientation • High-context Evaluate, in an essay of no more than 1,500 words, the potential influence on cell phone price negotiations between the Chinese and American negotiation teams (described below) stemming from the following: Gender difference • Personality • Culture • Perception, cognition, and emotion
MGT 557 Week 5 Individual Assignment Diversity in Negotiations (2 Papers)
For more classes visit www.snaptutorial.com This Tutorial contains 2 Papers
Create a 1,400-word diversity and inclusion plan for negotiation in which you analyze the cultural aspects of your organization (or an organization of your choice) in which you do the following: Discuss the current diversity and inclusion mission statement of the selected organization. If the organization does not have one, how might the organization position itself to be more inclusive? How might culture be defined for this purpose? Evaluate the role of personality, culture, perception, and emotions on the negotiation process. Identify one specific cultural aspect within your customer base that would require a different type of negotiation style from the organization's traditional approach. Identify one specific personality aspect within your customer base that would require a different type of negotiation style from the organization's traditional approach. Identify one specific cognitive or emotional aspect within your customer base that would require a different type of negotiation style from the organization's traditional approach. Determine changes to the negotiation style that might be needed to have a successful outcome. Provide a rationale for your determination.
Format your paper consistent with APA guidelines. Click the Assignment Files tab to submit your assignment.
MGT 557 Week 5 Learning Team Assignment Rock n Roll Negotiator Part 2
For more classes visit www.snaptutorial.com Bobby Singer’s and The Constituencies’ contracts with the R-n-R Label also expires this year. To gain strength from the multiparty negotiations, Agent-town contacted Bobby Singer’s and The Constituencies’ agents (Agentville and Agentopoly). Divide your Learning Team into four groups representing the three different Agencies and the R-n-R label. Describe the following in an essay of no more than 1,500 words: • The prenegotiation, formal-negotiation, and the agreement stage for the multiparty negotiation • The strategies used by both sides to manage the negotiations • The role that coalitions played in the negotiation
MGT 557 Week 5 Learning Team Weekly Reflection
For more classes visits www.snaptutorial.com Review this week’s objectives. Reflect on any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing your findings.
MGT 557 Week 6 Individual Assignment Negotiation Plan
For more classes visit www.snaptutorial.com For this assignment, you will choose from the following options: • Option 1: Capital Mortgage Insurance Corporation Case Study • Option 2: National Football League Negotiation Read the instructions in the University of Phoenix Material: Negotiation Plan located on the student website and select one option to complete the assignment.
MGT 557 Week 6 Learning Team Weekly Reflection
For more classes visits www.snaptutorial.com Review this week’s objectives. Reflect on any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing your findings.
MGT 557 Week 6 Team Assignment Negotiation Plan (2 Papers)
For more classes visit www.snaptutorial.com This Tutorial contains 2 Papers
Use a job search engine to identify an executive level sales position at a mid-size international company (5000 plus employees) that sells products worldwide (get the instructor's approval of the position before proceeding). Review the planning processes outlined in Ch. 4 of Negotiation. Create 2,100-word negotiation plan that includes the following:
Define the issues such as compensation and benefits and define how bargaining should progress, including the parties' various objectives. Define interests, resistance points, and alternatives. Assess constituencies (HR, references) and the social context of negotiations. Define protocol for the negotiation. Determine methods that would help prevent potential negotiation impasses. Describe methods to manage potential impasses. Format your paper consistent with APA guidelines. Click the Assignment Files tab to submit your assignment.