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Question;1) To most people;the words bargaining and negotiation are;A.mutually exclusive;B.interchangeable;C.not related;D. interdependent;2) Whereas;distributive bargaining is often characterized by mistrust and suspicion;integrative negotiation is characterized by which of the following?;A.Obligation and perseverance;B.Avoidance and compromise;C.Influence and persuasiveness;D.Trust and openness;E.;Cognition and emotion;3) Distributive;bargaining strategies;A.are the most efficient negotiating strategies to use;B.are used in all interdependent relationships;C.are useful in maintaining long-term relationships;D.can cause negotiators to ignore what the parties have in common;4) Good distributive;bargainers will;A.begin negotiations with the other party with an opening offer close;to their own resistance point;B.ensure that there is enough room in the bargaining range to make;some concessions;C.accept an offer that is presented as a fait accompli;D.immediately identify the other party?s target point;5) Which of the;following processes is central to achieving almost all integrative agreements?;A.Moderating the free flow of information to ensure that each party?s;position is accurately stated;B.Exchanging information about each party's position on key issues;C.Emphasizing the commonalties between the parties;D.Searching for solutions that maximize the substantive outcome for;both parties;6) Which of the;following 5-step processes has been used successfully in a collective bargaining;situation?;A.Commitment, explanation, validation, prioritization, negotiation;B.Commitment, exploration, verification, prioritization, negotiation;C.Collaboration, explanation, validation, prioritization, negotiation;D.Collaboration, exploration, verification, prioritization;negotiation;7) Which of the;following is one of the five linguistic dimensions of making threats?;A.The use of inclusive language;B.The conveyance of verbal immediacy;C.The degree of lexical homogeneity;D.The extent of low-power language style;8) Gibbons, Bradac;and Busch suggest that threats can be made more credible and more compelling by;using;A.positively polarized descriptions of the other party;B.low immediacy;C.high intensity;D.low verbal diversity;9) The concept of;duty ethics states that;A.the rightness of an action is determined by evaluating the pros and;cons of its consequences;B.the rightness of an action is determined by existing laws and;contemporary social standards that define what is right and wrong and where the;line is;C.the rightness of an action is based on the customs and norms of a;particular society or community;D.the rightness of an action is based on one?s conscience and moral;standards;10) Ethical criteria;for judging appropriate conduct define;A.what is wise based on trying to understand the efficacy of the;tactic and the consequences it might have on the relationship with the other;B.what a negotiator can actually make happen in a given situation;C.what is appropriate as determined by some standard of moral conduct;D.what the law defines as acceptable practice;11) Audiences hold;negotiators accountable in all but one of the following ways;A.When the negotiator?s performance is visible;B.When the audience is dependent upon the negotiator for their;outcomes;C.When the negotiating agents were members of a group that developed;the negotiating position;D.When the audience is able to judge how well a negotiator performs;E.When the audience insists that the negotiator be tough, firm, and;demanding;12) Which of the;following would you not likely find the use of an agent in negotiations?;A.When your natural conflict style is to compromise, accommodate, or;avoid;B.When the agent has special friends, relationships or connections;that he or she can use to contact the right people to get a deal done;C.When the representative has better negotiation skills than you;D.When you need to repair a damaged relationship;E.When you are emotionally involved in an issue or problem;13) Which of the;following is a property of a coalition?;A.A coalition is a noninteracting group of individuals.;B.A coalition is dependent on the formal structure of the;organization.;C.A coalition consists of mutually perceived membership.;D.A coalition is focused on a goal or goals internal to the coalition.;14) Which of the;following lists three of the major types of coalitions?;A.Potential coalitions, operating coalitions, and recurring coalitions;B.External coalitions, operating coalitions, and recurring coalitions;C.Latent coalitions, established coalitions, and potential coalitions;D.Established coalitions, operating coalitions, and temporary;coalitions;15) 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.;16) Research on;gender characteristics in negotiation;A.has shown a strength in the use of gender as the independent;variable;B.has yielded consistent findings to document significant differences;between male and female negotiators;C.has found there are differences in how males and females negotiate;but these differences are difficult to detect;D.has a generalized influence on the dependent variables in a;negotiation;17) Self-efficacy; a perception of the extent to which external circumstances;control the negotiation;B.refers to the extent to which people perceive that they have control;over events which occur; the negotiator?s capacity to understand the other party?s point;of view during a negotiation; considered to be a judgment about one?s ability to behave;effectively in a given situation;18) The extent to;which people perceive that they have control over events that occur is called;A.self-monitoring; of control;C.Machiavellianism;D.the negotiator's degree of assertiveness;19) We use the;term culture to refer to the;A.religious beliefs of a group of people;B.ethnicity of a group of people;C.geographic nationality of a group of people;D.shared values and beliefs of a group of people;20) Which of the;following is an immediate context factor in cross-cultural negotiations?;A.External stakeholders;B.Instability;C.International economic factors;D.Relationship between negotiators;21) Which of the;following lists the stages of the perceptual process in the correct order?;A.Stimulus, translation, attention, recognition, behavior;B.Stimulus, behavior, translation, attention, recognition;C.Stimulus, attention, recognition, translation, behavior;D.Behavior, stimulus, recognition, attention, translation;22) The chilling;effect states that;A.if negotiators anticipate that their own failure to agree will lead;to a binding arbitration, they lose their incentive to work seriously for a;negotiated settlement;B.when arbitration is anticipated as a result of the failure of;parties to agree, negotiators may lose interest in the process of negotiating; the frequency of arbitration increases, disenchantment with the;adequacy and fairness of the process develops, and the parties may resort to;other means to resolve their disputes;D.perceived patterns of partiality toward one side may jeopardize the;arbitrator?s acceptability in future disputes;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?;A.Process consultants;B.Arbitrators;C.ADR systems;D.Mediators;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;A.inexperience;B.philosophical differences;C.inadequate skill;D.lack of sophistication;E.a psychological imbalance;25) In the imaging;process, parties in conflict are asked to engage in the following activities in;what order?;A.Describe how they see themselves, state how they think the other;party would describe them, describe how the other party appears to them, state;how they think the other party sees themselves;B.Describe how they see themselves, describe how the other party;appears to them, state how they think the other party would describe them;state how they think the other party sees themselves;C.Describe how the other party appears to them, state how they think;the other party sees themselves, describe how they see themselves, state how;they think the other party would describe them;D.State how they think the other party would describe them, state how;they think the other party sees themselves, describe how they see themselves;describe how the other party appears to them;26) The strategy of;disarmament includes;A.Providing some distance from the conflict and from one?s own;emotions;B.Negotiating directly and openly the rules of the negotiation process;C.Helping the other party think about the consequences of not reaching;an agreement;D.Expressing one?s own views clearly and considerately;E.Asking open-ended questions;27) Negotiation is;fundamentally a skill involving analysis and _____________ that everyone can;learn.;A.preparation;B.cooperation;C.communication;D.process;E.innovation;28) 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;29) Negotiators;should make a conscious decision about whether they are facing a fundamentally;distributive negotiation, an integrative negotiation, or a;A.combative negotiation; negotiation;C.cooperative negotiation;D.creative negotiation;E.a blend of both distributive and integrative negotiation;30) The goal of most;negotiations is achieving which of the following?;A.A final settlement;B.A valued outcome;C.An agreement per se;D.A value claiming goal;E.A value creating goal


Paper#47457 | Written in 18-Jul-2015

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