mgt 4320

which of the following statements correctly focuses on the problem, rather than the people involved in the problem? "we called a strike because my bum manager cut my hours again" "the manager doesn't pay us enough, which caused us to strike" "we called a strike because policies and pay are not fair to the workers" "the manager only cares about making money which caused us to strike"

"we called a strike because policies and pay are not fair to the workers"

according to the chapter on preparation, what percentage of your time should be spent on preparing for the negotiation? little to no time is required for preparation 50% 20% 80%

80%

which of the following is a "position" of a person trying to rent an apartment for the semester? I want to live alone I can't work to earn more than $800 per month I have a shortage of cash because my scholarships didn't come through I want to rent an apartment for no more than $800 per month

I want to rent an apartment for no more than $800 per month

in the law of the sea example given in Chapter 5 of getting to yes, which of the following was an objective criterion? India's proposal of $60 million per state the U.S. eventual agreement to pay some initial fee the U.S. refusal to pay an initial fee MIT's model for economic of deep-seabed mining

MIT's model for economics of deep-seabed mining

when someone asks you directly or or indirectly about personal characteristics (e.g., race, age, religion, national origin) that are not legal to ask a job applicant, what is the best response? refer them to legal and walk out address the underlying concern while respectfully alerting employer to legality of such questions silence answer their question as it was asked

address the underlying concern while respectfully altering employer to legality of such concerns

which of the following statements does NOT represent ancient wisdom regarding the role of emotions, noted in Coddling of the American Mind? there is nothing either good or gad, but thinking makes it so... our life is the creation of our mind... always trust your feelings... nothing is miserable unless you think it so...

always trust your feelings...

which is an example of an objective criterion in job offer negotiations? your friends' opinions of a good salary your desired standard of living average salary in other graduates from Baylor with your same major none of these

average salary in other graduates from Baylor with your same major

why does "thinking that solving their problem is their problem" reduce the number of creative solutions for mutual gain in negotiation? pick he best response for the following choices. because people fear there is only one right solution because people think the problem IS the other person because people who focus only on short-term self-concerns cannot objectively understand the opponent's interests because people assume there is a limited number of resources to split

because people who focus only on short-term self-concerns cannot objectively understand the opponent's interests

which of the following is an example of a BATNA of a car buyer? avoid paying interest avoid feeling like a show-off buy from another dealer buy for no more than $15,000

buy from another dealer

which is NOT an adjective that should ever describe a job offer negotiation? professional contentious accommodating well-prepared

contentious

what type of bias do you use a tool in a negotiation when you provide several options from which your partner can choose. availability anchoring gain framing contrast effect

contrast effect

which of the following is a true statement, according to the virtual negotiations article? cooperation and problem-solving lead to neutral outcomes cooperations and problem-solving lead to more profitable outcomes cooperation and problem-solving leads to less profitable outcomes cooperation and problem-solving lead to more distributive outcomes

cooperation and problem-solving lead to more profitable outcomes

which is the best term to describe the cognitive distortions that occurs when we fail to notice details, nuance, and in-between possibilities on an issue? negative filtering blaming catastrophizing dichotomous thinking

dichotomous thinking

what are the two somewhat conflicting issues you must balance when considering whether and how to negotiate a Job offer? expressing appreciation for the offer and knowing your worth in the job market trust and honesty substantive goals versus process goals time versus money

expressing appreciation for the offer and knowing your worth in the job market

which statement correctly defines the premise of the barrier effect? less attention is paid to a person's presence if they are not face-to-face eye contact increase power of one party, resulting in more competitive behaviors richness of a communication medium influences its information-carrying potential physical distance is associated with weaker interpersonal relationships

eye contact increases power of one party, resulting in more competitive behaviors

what type of bias do you use as a toll in the negotiation when. you highlight potential win-win agreements? contrast effect gain framing availability anchoring

gain framing

if you want to build relationships in a negotiation, what types of questions should you first ask? specific, tougher questions personal questions "why" questions general, easier questions

general, easier questions

what does "face-saving" mean in negotiation? help your opponent win at all costs go along with your opponent on the surface, to avoid making them feel bad help your opponent meet their needs to reconcile their position and the agreement with their own principles and values preventing your opponent from experiencing embarrassment at all costs

help your opponent meet their needs to reconcile their position and the agreement with their own principles and values

which statement is NOT true about making concessions? make fewer, smaller concessions to ear better outcomes do not make successive concessions without give-and-take from your counterpart if your counterpart is silent, make another smaller concessions start with a tough stance and then make a larger concession later in the negotiation

if your counterpart is silent, make another small concession

what happens when negotiators fail to properly define all issues in the bargaining mix as they prepare for the negotiation? incomplete agreements based on incomplete information nothing happens, it is impossible to define all the issues accurate prioritization of issues assumed similarity between negotiators

incomplete agreements based on incomplete information

what is a strategy to reduce the impact of your negotiation partner's emotion on the negotiation itself? avoid the topic of emotions indirectly acknowledge the possible cause of the emotion confront him/her about the emotion vent about your own emotion

indirectly acknowledge the possible cause of emotion

which statement best defines the core difference between interests and positions? interests are explicit and positions are implicit interest explain the reasoning for positions interests are tangible and positions are intangible interests are emotional and positions are rational

interest explain the reasoning for positions

which of the following reflects the underlying reasons for your demands in a negotiation? target point resistance point interests positions

interests

which term best describes the emotions that are triggered by a negotiation? extrinsic emotions internal emotion integral emotions rage

internal emotions

which is the best term to describe the cognitive distortion that occurs when we stereotype ourselves or others with certain general negative traits? catastrophizing negative filtering labeling blaming

labeling

two roommates disagree on how to do household chores. they finally decide that they will each do one chore they dislike least. which integrative tactic did they use? cut the costs for compliance bridge compromise logrolling

logrolling

what is the best approach to making an opening offer if you do not have much knowledge about the zone of potential agreement? make an opening offer that is close to your estimated target pint make an optimistic, specific first offer, hiding your lack of knowledge make an aggressive but flexible statement with your opening offer do not make an opening offer in this case

make an aggressive but flexible statement with your opening offer

which is the best alternative to threats when you are trying to invent more options for mutual gain? making offers that help your opponent achieve their goals making veiled threats silence avoiding the negotiation

making offers that help your opponent achieve their goals

which is the best term to describe the cognitive distortion that occurs when we assume we know what others are thinking? catastrophizing labeling mind reading overgeneralizing

mind reading

what is a consequence of divided attention in a virtual negotiation? more uncertainty missed opportunities for win-win solutions more competition fewer opportunities for complex collaboration

missed opportunities for win-win solutions

which of the following is NOT a cognitive distortion mentioned in the chapter regarding the topic of disinviting speakers with whom a subset of the campus population disagrees? negative filtering labeling overgeneralizing catastrophizing

negative filtering

Which term best describes clear criteria used for defining "good" outcomes in principled negotiation? objective standards brainstorming options for mutual gain subjective standards

objective standards

a car buyer says they cannot buy this car for more than $25,000. Which of the following describes what this statement is? BATNA position interest target point

positon

which term best describes the tactic of generously praising the qualities of an object up for sale in a negotiation? lying bluffing puffing persuading

puffing

what is an example of a rule of engagement that might be negotiated in advance of a virtual negotiation proficiency with technology set response times for emails appropriate use of emotions use of richer medium to build rapport

set response times for emails

in the law of the sea example given in Chapter 5 of Getting to Yes, which of the following was the outcome of using an objective criterion? MIT's model of economics for deep-seabed mining the U.S. refusal to pay an initial fee the U.S. changing its position and agreeing to pay an initial fee India's $60 million proposal for an initial fee per site

the U.S. changing its position and agreeing to pay an initial fee

if your counterpart makes the first offer, what should be your revised target point? the midpoint between their opening offer and your intended opening offer your original target point 25% higher/lower than their opening offer your original opening offer

the midpoint between their opening offer and your intended opening offer

which is a true statement about detecting lies? blinking indicates lying the odds of detecting whether someone is lying rarely exceed random chance averting eye contact indicates lying liars cannot control their body language

the odds of detecting whether someone is lying rarely exceed random chance

what is a reason that men who violate gender role stereotypes tend to invite more deception in negotiation? they are misunderstood they are well liked they are mistrusted they appear vulnerable to exploitation

they appear vulnerable to exploitation

what is a reason that women who violate gender role stereotypes tend to invite more deception in negation? they are well liked they re mistrusted they are blind to ethical dilemmas they appear vulnerable to exploitation

they are mistrusted

when should a richer medium be used in a virtual negotiation? to build rapport first to build rapport before closing the deal it never needs to be richer it always needs to be richer

to build rapport first

which is the best starting point in asking questions in a competitive negotiation? tough, direct questions build rapport with easy questions none of these formal tone

tough, direct questions

what is the best way to respond to a demand or ultimatum? treat it as a conditional statement and redirect it constructively walk away give in make your own demands

treat it as a conditional statement and redirect it constructively

ambiguity triggers different negotiation behaviors by men versus women true or false

true

which is NOT one of the 3 tactics recommended for deterring lying? use silence ask questions write it down use contingent agreements

use silence

which of the following correctly summarizes the findings of the virtual negotiation article? virtual negotiations have similar outcomes as face-to-face negotiations virtual negotiations may include more competitive behaviors, especially when participants are anonymous or feel they will not work together again in the future virtual negotiations may include more cooperative behaviors, especially when participants are anonymous or feel they will not work together again in the future virtual negotiations may include more competitive behaviors, especially when participants are not anonymous or feel they will work together again in the future

virtual negotiations may include more competitive behaviors, especially when participants are anonymous or feel they will not work together again in the future

which of the following is the way to reduce the impact of emotions on the negotiation? when we identify the source of the emotion when we embrace the emotion when we label it as "integral" when we ignore the emotion

when we identify the source of the emotion

what did the study of Gneezy et al find? women and men are equally competent in negotiating is isolation, for one's own outcomes women stumble in competitive negotiation situations men are more competent in negotiating in isolation, for one's own outcomes women are more competent in negotiating in isolation for one's own outcomes

women and men are equally competent in negotiating in isolation, for one's own outcomes

which of the following best summarizes the meaning of "promoting truth-telling with productive management of information disclosure?" it is impossible to promote truth-telling without sharing more in the negotiation than is wise you will reveal information carefully and thoughtfully but deceive as needed telling the truth about your real bottom line when asked you will reveal information carefully and thoughtfully as it is needed and when it will be reciprocated

you will reveal information carefully and thoughtfully as it is needed and when it will be reciprocated.