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UOP MGT 557 Final Exam Guide


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UOP MGT 557 Final Exam Guide

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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 poin

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

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