MGMT 4482 Alipour Final

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

Choose your BATNA.

Once upon a time, in a face-to-face class, Dr. Alipour gave a stern warning to his students. He said, "If I catch you cheating, I will fail you!" This example best illustrates which type of power?

Coercive Power

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

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

Based on our When Power is Limited lecture, which should you consider doing when you're ready to walk away from a negotiation, without forming an agreement? Correct!

Consider revealing your BATNA.

True or False? If the other side is attempting to snow job you, the most effective counter tactic is to use silence, so that you can make them feel uncomfortable.

False

True or False? Negative emotions reduce the likelihood of trying to engage in "win-lose" agreements.

False

True or False? Research shows that when there are differences between a person's verbal and nonverbal communications, his/her verbal communications are typically given more weight.

False

True or False? Tough negotiators, who use ultimatums, are typically the most effective negotiators.

False

Based on our Ethics in Negotiations - Part 1 lecture, before we ask an agent or third party to negotiate on our behalf, which of the following should we carefully consider?

All of the above.

Based on our lectures, which of the following is true about distinct value propositions?

All of the above.

Based on this week's lectures, when we negotiate with difficult people, which of the following behaviors should we consider engaging in?

All of the above.

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

All of the above.

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

All of the above.

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

All of the above.

When should we consider forming or joining a coalition, based on our class lectures?

All of the above.

Which of the following is true about active listeners?

All of the above.

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.

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

None of the above.

Based on our lectures, which of the following statements about positive and negative emotions is false?

None of the above.

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

None of the above.

Which of the following statements is true about expert and referent power?

None of the above.

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

Personal power.

Which of the following statements, about influence tactics, is false?

Rational persuasion is most effective when combined with referent power.

Based on our Negotiating with Difficult People lectures, which of the following influence tactics can be used to check for blind spots?

Rational persuasion.

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

Remain flexible and consider alternative options.

As discussed in our lectures, which component of emotional intelligence has been found to be most beneficial for achieving both distributive and integrative negotiation success?

Social awareness.

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

Value is created at the expense of others.

Why might we decide NOT to make the first offer?

We are unprepared.

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 is true about making inspirational appeals, based on the totality of our Influence Tactics lecture?

We should try to combine inspirational appeals with other influence tactics.

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

When all of the above factors are present, at the same time.

Please read the following: "If the construction project is NOT completed by March 31st, 2025, then ABC Construction will be fined $500 per day, beginning on April 1st, 2025, until the project is completed. This fine will be imposed for no more than 30 days." Based on our ethics lectures, this is an example of:

A contingency contract.

Based on our When Power is Limited lecture, 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.

Which of the following is true about empathy?

All of the above.

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

All of the above.

Which of the following is true, when preparing for a negotiation?

All of the above.

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

All of the above.

Which steps should you take when trying to figure out your BATNA?

All of the above.

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

All of the above.

Why should we engage in active listening?

All of the above.

Based on this week's lectures, how do we define ethics?

Appropriate conduct, based on the norms of society.

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

C and D.

Based on our Negotiating with Difficult People lectures, how do we identify potential blind spots?

Both A and B.

Based on our ethics lectures, how can we decrease the likelihood that the other side tries to deceive us?

Both A and B.

Based on our lectures, why should we try to estimate the zone of possible agreement?

Both A and B.

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 which type(s) of power?

Both A and B.

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, before arriving, he's decided that he wants to try to set a good anchor by initially lowballing the dealer. He's also determined 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?

Both A and B.

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

Both A and B.

Which of the following should we typically NOT reveal in a negotiation?

Both A and B.

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

Both A and C.

Based on our integrative negotiation lectures, before we decide to make concessions or compromise in a negotiation, which should we try to do first?

Both A and C.

Based on our lectures, which of the following is typically considered appropriate use of nonverbal behaviors?

Both A and C.

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 which type(s) of power?

Both A and C.

Renee (the car buyer) and Julio (the car seller) are skilled negotiators, and they both attempt to come to an agreement over the price of a car. Unfortunately, they are unable to reach a deal. Which of the following is true?

Both A and C.

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?

Both B and C.

Based on our lectures, which of the following is true about multiparty negotiations?

Both B and C.

When Kent & Associates, Alipour International, and PhD Products realized that they could only meet each other's needs and preferences by working together, they quickly brainstormed exactly how the resources of each firm could be used to create an integrative agreement. Simply put, Kent & Associates provided necessary technology to PhD Products. In turn, PhD Products provided their manufacturing expertise to Alipour International. Finally, Alipour International allowed their star employee, and current head of marketing, to breach his current employment contract without penalty, to join Kent & Associates. By considering the broader pool of resources made available by all 3 companies, value was created that met the needs of each. Which of the following concepts is illustrated in this case?

Both B and C.

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

Both B and C.

Which of the following is true, when a weak party is trying to effectively negotiate with a powerful coalition, based on our lectures?

Both C and D.

Which of the following would be best for increasing referent power?

Building relationships through regularly utilizing schmoozing and active listening tactics.

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 anyunexpected 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 thereare no misunderstandings. Which of the following is true about Carlos?

Carlos is using redundant communication.

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 statements is false?

Identifying the other side's facial expressions, to determine how they're feeling, demonstrates the relationship management component of emotional intelligence.

Based on our lectures, which of the following is true about coalitions?

Individuals who often display negative emotions are less likely to be asked to join a coalition.

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

Integrative.

Based on this week's planning lecture, how should we interpret the "80-20" guideline for negotiation?

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

Based on our lectures, which of the following is true about distributive bargaining?

It's used when both sides have one goal, and these goals are in direct conflict/competition (e.g., saving as much money as possible vs. getting as much money as possible).

Choose the best option, based on the following scenario: Jake and Sarah want to negotiate over the price of a house. More specifically, Jake owns the house, and Sarah is a potential buyer. Early on in their conversation, Sarah attempts to anchor by making an unrealistically low first offer.

Jake should ask Sarah to make a more realistic offer.

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

Just outside the ZOPA, near the other party's reservation point.

Which of the following statements is false?

The endowment effect involves undervaluing something that you own.

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 should we NOT try to engage in an integrative negotiation?

There is only one issue that the other side is willing to negotiate.

True or False? All things being equal, as your power increases, the likelihood of influencing the other side should increase.

True

True or False? If you know you'll be negotiating with another party for a prolonged period of time, you should ask about their preferred communication method (e.g., email, phone call, text message, face-to-face meeting) as soon as possible, to avoid unnecessary communication problems later.

True

Based on our When Power is Limited lecture, how can we successfully negotiate from a position of weakness?

Work on building referent power.

In general, building rapport with your coalition members should decrease the likelihood that they will leave.

true

In general, obtaining verbal promises from others should increase the likelihood that they will feel compelled to remain in your coalition.

true