Managerial Negotiation Final

Based on our class lecture, when is it considered best practice to use coercive power?

Coercive power should only be used in very specific circumstances, such as ethical violations.

Which of the following influence tactics can be used to resolve recently identified, but previously unknown issues that may be preventing an agreement, based on this week's lecture?

Collaboration

Based on our lecture, which of the following statements is false about rational persuasion?

None of the Above

Based on our power and influence lecture, which of the following statements is true?

None of the Above

Why might we decide NOT to make the first offer?

None of the above

What information should we typically NOT reveal in a negotiation?

Our BATNA and Our reservation point

Based on research, which of the following types of power is suggested to be most important for managerial effectiveness?

Personal Power

Based on our class lecture, power types are often broadly grouped into which of the two following categories?

Positional and Personal. Hard and Soft.

Based on our ethics lectures, what questions should you ALWAYS prepare an answer for, in advance?

Questions about your BATNA. Questions about your reservation point.

Based on our class lectures, what can we do to avoid pike syndrome?

Remain flexible and consider alternative options. Ask why the other side can't do something.

As discussed in our lectures, which component of emotional intelligence is most beneficial for achieving both distributive and integrative negotiation success?

Social Awareness

How can we decrease the likelihood that the other side lies to us?

Try to look as prepared as possible. Create a contingency contract.

Which of the following is true about parasitic value creation, based on our class lectures?

Value is created at the expense of others.

Why should we consider making multiple offers to the other side, at the same time, rather than a single offer?

We can use this strategy to get feedback from the other side about what they value the most Research shows that providing multiple offers, at the same time, is associated with more concessions from the other side Negotiators who make multiple offers, at once, typically reap better rewards

From a practical standpoint, which of the following statements is consistent with equity theory?

We compare ourselves to similar others to subjectively determine fairness

Which of the following statements, about goal setting, is highly supported by research, and highlighted in this week's lecture?

We should set difficult goals. We should set specific goals.

Which of the following is true about making inspirational appeals, based on the totality of our lecture?

We should try to combine inspirational appeals with other influence tactics

When is the other side most likely to lie, based on our class lectures?

When they think you're lying. When they see NO potential for a long-term relationship. When they can get something desirable.

As discussed in our lectures, most negotiations take place as distributive bargaining scenarios, despite the fact that multiple issues are relevant. Why is this the case?

A cognitive bias is often involved. The fixed-pie bias promotes distributive bargaining.

Based on our lectures, what should you be aware of if both sides have a weak BATNA?

A deal would likely create a significant amount of value for both sides.

Based on our class lectures, how do we define ethics?

Appropriate conduct, based on the norms of society

How might we better understand what additional issues are relevant in a negotiation, based on our class lectures?

Ask the other party Attempt to put yourself in the other side's shoes Brainstorm both by yourself and with the other party

Based on this week's lectures, before we decide to make concessions or compromise in a negotiation, what should we try to do first?

Bring up additional issues that may be relevant to the negotiation. Find a way to make a tradeoff based on how each party differentially values the issues at hand.

Which of the following statements is true about Expert and Referent power?

Building Strong Relationships with Others

Based on our effective communication lectures, which of the following statements, about electronic communication, is true?

Electronic communication lacks cues present in face-to-face communication.

Which of the following is true about empathy?

Empathy involves seeing the world as the other side does. Empathy is an aspect of social awareness. Empathy involves feeling the emotions that go along with the other side's perspective.

Which of the following should be considered when negotiating with difficult people, based on our class lectures?

Figure out if the other side perceives a lack of fairness. Gather information to identify some potential reasons why the other side might be hard to deal with. Make sure the other side understands all of the relevant information. Take accountability and assume you should be doing something better.

If you can't come to an agreement with the other party, what should you ultimately do?

Go with your Batna

After six months and hundreds of hours of negotiating, Tyreke and Carlos finally came to a verbal agreement. Before leaving the office, Carlos decides to type up the details of the agreement, and send them to Tyreke, via email. Because Carlos wants to avoid any unexpected issues later on, he intends to make sure Tyreke clearly understands all aspects of the agreement. In his email, Carlos restates the same positions that were discussed earlier, but he makes sure to simplify things as much as possible so that there are no misunderstandings. Which of the following is true about Carlos?

He is using redundant communication

In negotiations, why is it helpful to build a good relationship with the other side?

If a negotiation fails, we may still be able to come to an agreement at a later date. The other side may trust us more. The other side may be more willing to cooperate.

If we are focused on forming a win-win agreement, we are likely attempting to engage in what type of negotiation, as discussed in our lecture?

Integrative

Why should we engage in active listening?

It can help us build rapport with the other side. It can increase how much the other side likes us and is committed to us. It can help us gather and better understand information. It can increase our potential to influence the other side.

Why should we try to estimate the zone of possible agreement?

It helps us understand where to best place our anchor It helps us understand the range in which a final deal can be reached

Which of the following is true about distributive bargaining?

It is used when only a single issue is being negotiated

How should we interpret the "80-20" guideline, based on this week's lecture?

It's not a hard rule, but illustrates the importance of taking sufficient time to prepare for a negotiation, in advance.

One day, James decides that he's going to buy a new car. Before arriving at the local Toyota dealership, he decides that he's going to engage in distributive bargaining. Moreover, he's decided that he wants to try to set a good anchor by initially low balling the dealer. He's also decided that he will try to nibble for some additional items (e.g., upgraded floor mats) before ultimately agreeing to any deal. Which of the following is true?

James has decided what negotiation tactics he will use, in advance. James has identified negotiation tactics that he will use, but no negotiation strategy.

When making the first offer, where should you ideally place your anchor?

Just outside the other party's reservation point

Dan likes to threaten his subordinates to make sure they perform up to par. Recently, he implemented an attendance system that costs employees $2 for every minute they are late to work. Based on this information, Dan has what type of power?

Legitimate power. Coercive power.

Morgan was recently hired as a People Analyst at Google. As part of her new job, she has a large degree of input over how much her subordinates get paid. Based on this information, we can determine that she has what type of power?

Legitimate power. & Reward power.

Which steps should you take when trying to identify your BATNA?

List out all possible alternatives Assign a value to each alternative Take note of the alternative that has been assigned the greatest value

When we make tradeoffs with the other side, based on our different preferences for specific items, this is typically called (based on our integrative negotiation lectures):

Log Rolling

Which of the following is true about using email to communicate?

Negative comments have been found to be more common when communicating via email, as opposed to face-to-face communication

When schmoozing, which of the following should we try to do, based on our communication lectures?

Take a couple minutes, before any negotiation starts, to build rapport with the other side. Identify things we might have in common with the other side.

Which of the following is true about influence tactics?

The likelihood of success will increase if more than one effective tactic is used, at the same time.

Select the statement below that best defines power, as highlighted in our lecture:

The potential to influence others

When might we NOT want to engage in an integrative negotiation?

There is only one issue that the other party is willing to negotiate

What are some potential consequences if a negotiating party perceives a lack of fairness?

There may be a failure to come to an agreement. They may try to restore balance via unethical behaviors. They may quit their "unfair" job.

Which of the following is true about pressure tactics, based on our lecture?

They can increase unethical behaviors. They can damage relationships.

Which of the following is true about having an internal locus of control, including taking accountability for undesirable outcomes?

Those with more of an internal locus of control tend to have higher salaries. Those with more of an internal locus of control tend to have better work relationships and greater referent power. Those with more of an internal locus of control tend to have greater mental and physical health. Those with more of an internal locus of control tend to have greater job performance and job satisfaction.

Based on our lectures, how can we successfully negotiate from a position of weakness?

Work on building referent power

Based on our lectures, how do we identify potential blind spots?

Work on gaining self-awareness. Ask for feedback from supervisors, peers, and subordinates.