MAN4442 CH 1 - CH 6

___________ involves encouraging parties to a social dilemma to see themselves not as separate entities but as a single group confronting a common problem.

Recategorization

Select the best example of a majority decision rule from the below:

Requires one half of the team plus one to agree.

Kathy is selling her house which she purchased 5 years ago at $200,000. If she wanted to leverage precedent to decide her listing price, what should she do?

Research the price paid for similar properties in her neighborhood and adjust accordingly.

Mediators will be more successful if they are able to develop empathetic relationships with each of the disputants ___________?

Separately

The three techniques for making social identity salient are:

Setting a collective goal, increasing face to face meetings and recategorization.

Select best example below illustrative of transaction costs.

The costs of various dinners during which a client and vendor met.

What is the main difference between an arbitrator and a mediator?

Arbitrators have the authority to impose an outcome on the disputants whereas mediators do not.

The three strategic approaches to resolving disputes are:

Assertion of interests, rights or power.

What is the best example of an Anchor?

At the Miami Beach Boat Show, a boat owner decides that he wants to sell his Sunseeker. A potential buyer falls in love with the boat and makes an initial offer of $700,000.

Which of the below scenarios features Distributive Deal Making?

At the Miami Flea Market, a visitor falls in love with an antique gramophone. The sticker next to the object highlights a price of $250. The buyer offers the flea market vendor $150. The vendor denies this offer on the basis that the item is over 100 years old and is worth at least $220. The client points out that the item has a large scratch on the side and offers $200. The vendor agrees to the concession and the purchase is made.

Choose the best example of S&O strategy below.

At the very beginning of their first meeting to purchase Brian's salon business, Jack made an initial low-ball offer for the business that surprised Brian and made him uneasy during the rest of the negotiations.

The rule for setting targets is to base them on the other party's ______.

BATNA

Mediators get agreements by engaging in reality-testing with disputants, making them focus hard and rationally on their ________?

BATNAs

Why is OPEC considered a "legal cartel"?

Because they operate between national boundaries.

What is stable about fusion teamwork is its two core principles:

Co-existence of different approaches to teamwork and meaningful participation

In order to bridge the gap between dignity and face cultures, the book suggests that negotiators:

Communicate interests and priorities.

Select the false statement below

Culture does not affect whether power tactics are indirect or direct.

Choose the below method that is NOT a method mentioned in the book for handling language barriers when sharing information:

Designate a translator

Choose the best example of "groupthink" from the below

Despite the fact that Washington intercepted Japanese communications about plans for a possible attack, the officers at Pearl Harbor did not heed the warnings. They never believed that the Japanese would dare to attempt an attack against the "great" United States.

People with high CQ motivation ________________________________.

Enjoy interacting with people from other cultures and are likely to deal with the stress of living in another culture.

A norm that regulate behavior in social dilemmas is:

Equity & Equality Commitment Reciprocity

In what two cultures are MESO's unlikely to lead to value creation?

Face & Honor

One classic mistake of negotiators is:

Failing to take into account the concerns of parties who are not at the negotiation table but will be affected by a potential agreement.

BATNAs are dependent meaning that the buyer and seller can interfere with each other's alternatives.

False

Dispute resolution is similar to deal making in that BATNAs are independent where typically neither the buyer nor the seller can interfere with the other's alternatives.

False

Focusing on positions will give you a more flexible goal han focusing on interests.

False

Fusion teamwork is like hybrid teamwork in that both processes are stable and don't change as the team engages in different aspects of a task.

False

Having subgroup dominance is generally not a good thing as it might misalign team members' efforts.

False

If you know the counterpart is from a face culture in which social validation is important, sincere flattery may be an effective opening to relationship building.

False

In deal making, BATNAs are interdependent.

False

In order to ensure expediency, when a team encounters a serious internal problem, it's manager should simply tell them what to do.

False

In order to foster cooperation, the book suggests to reframe a social dilemma as an economic one rather than an ethical or moral dilemma.

False

In typical mediation procedures, it is normal for mediators to meet with disputants separately before meeting with them jointly.

False

Like with negotiation, with dispute resolution, expressing anger can sometimes be productive.

False

Most Arbitrators are both neutral and unbiased

False

On occasion, parties will accept deals that are worse than their BATNA.

False

Regulatory solutions to social dilemmas include nationalizing Commons, capping use and setting up tradable permits programs.

False

S&O is about information exchange regarding interests and priorities whereas Q&A is about attempts to influence the counterpart to make concessions.

False

S&O strategy is effective in generating insight into counterparts' priorities and interests and generating joint gains.

False

There are situations where you may not have a BATNA.

False

When attempting to make a MESO, they should not be of equal value to the offeror.

False

When unanimity cannot be achieved, authoritarian rule may be a better alternative than consensus.

False

When you receive an offer better than your BATNA you should stop negotiating.

False

Organizing a team for effective decision is a two-stage process.

First, one must decide how the team is going to approach the task and second is the actual decision making process.

What is the main difference between Holistic and Analytic Reasoning?

Holistic reasoning emphasizes context which is an approach that is typical with people in high-context communication cultures. It is typically used to infer meaning. Analytic reasoning features an emphasis on linear logic and is the inferential approach used primarily by people in low-context communication cultures.

Once hybrid teamwork is in place it provides a simplified but explicit and stable set of rules, norms, expectations and roles that team members share and enact. The only challenge is that:

It requires team members to conform to the team model. Hybrid teamwork takes time to develop It requires team members to set aside their own approach to teamwork.

When dealing with groups, it is important to negotiate decisions because ________________.

It will generate a decision that team members will be motivated to implement.

Select the culture below that would most likely employ Holistic reasoning.

Japan

When dealing with an angry counterpart it is important that you NOT:

Make concessions

In order to manage illegal collusion within your industry, you should:

Make it clear that whistleblowers will be protected and colluders punished Just say no when invited Watch the market

Select the role that typically has authority

None of the Above

Complete the following sentence: Savvy global negotiators....

None of the above

Chose the best example of Groupthink from the below

On the day before the Space Shuttle Challenger launch, NASA was warned by one of their subcontractors that the low temperatures during launch day might cause issues with an o-ring. Because they had already delayed once, the management was not entertaining the idea of postponing it a second time and decided to launch anyways.

Select the best example of a social dilemmas facing our culture today from the list below.

Over-harvesting of Forests

Choose the best example of a social dilemma below.

A major water shortage has caused a city request that all residents cease filling their pools with water in order to conserve water. Nevertheless, a professional swimmer decides to fill his swimming pool in order to practice for an upcoming meet.

Negotiators who make extremely favorable to themselves first offers have a/an ________ claiming value in negotiations.

Advantage

Choose the best example of satisficing for the following example: Johnny inherited his mother's salon after she passed. Unfortunately, Johnny had very little time to run the business since he already owned and ran a very successful real estate brokerage firm. In his mind, he set his reservation price for the salon at $300,000 and listed it for $400,000. If he couldn't get anyone to meet his minimum price, he decided his BATNA would be to hire a manager to run the business for him.

After extensive negotiations with a Silvia, he ended up selling the business for $301,000.

What is the advantage of using arbitration/mediation over leveraging the judicial system?

All of the Above

Choose the best example of a decision rule:

All of the above

For what reasons do governments seek FDI?

All of the above

In order to facilitate negotiated decisions, the book suggests that one

All of the above

When setting a reservation price, negotiators need to consider the following aspects of BATNA:

All of the above

Why has OPEC been relatively successful?

If the members didn't cooperate, the price of oil would plummet hurting all the nations that produce oil.

Which of the below is the best example of a precedent?

In Massachusetts rent controls exist where real estate owners can't charge over a certain amount. A renter discovers that she is being overcharged for her residence and calls the landlord to complain. The landlord refuses to reduce the amount being charged for the apartment under the grounds that a contract was signed by both parties. The landlord decides to meet with his lawyer to discuss the situation who reveals that when similar cases like this one go to court, the judge always sides with the renter. The landlord acquiesces and reducing the rent being charged and provides the renter with a credit for amounts overpaid.

Choose the best example of consensus rule from the below:

In the 2001 case of Brandon McInerney who was accused of the murder of openly gay classmate Lawrence King, jurors were unable to reach a verdict and were deadlocked 7 to 5 in favor of finding McInerney guilty of voluntary manslaughter. The judge was forced to declare a mistrial.

When working with Face cultures, it is important to let the other party identify the claim and carry out the correct response. This strategy is called:

Indirect Confrontation

Choose the best example of a contingent contract below.

Instead of breaking up the company in 1982, AT&T (then Ma Bell) and the government could have agreed that if by 1989 they still held 75% of the market or more, they would pay a penalty and divest itself of certain businesses. If, however, its market share had dropped to below 50%, the government would not pursue antitrust actions.

Select the best example of a company that is faced with a taking dilemmas:

International Paper that is the largest pulp and paper company in the world.

When two parties or individuals are in conflict, the best way to expedite dispute resolution and allow conflicting parties to safe face is to:

Involve a third party

One advantage to subgroup dominant teamwork is that:

It can be expedient

Choose the best example of an indirect confrontation for the following situation: Peter, a local school board member hired John whom owns a local print shop to make custom T-Shirts for his son's basketball team, the Ravens. They are about to play their final game of the year and are having a party to celebrate their semi-finalist rankings. Unfortunately, the printer made a mistake and printed on Red/Blue shirts instead of Black/Blue which are the team's actual colors

Peter explains to John that the team's colors are Black/Blue instead of Red/Blue and asks John what he thinks they should do.

What is the correct example of a reservation price?

Prior to a listing a vehicle for sale, the owner decides that the least he is willing to sell it for is $22,500.

Choose the best example of Q&A strategy below.

Prior to negotiating a deal to purchase Brian's salon business, Jack invited Brian to have dinner so that they could get to know each other. During the dinner, Jack asked a number of personal questions which made him uncomfortable.

When team members have different approaches to teamwork it is considered:

Procedural conflict

The two basic strategies that negotiators use when pursuing deals are:

Q&A and S&O

With dispute resolution, the strategy should be to focus on minimizing losses as opposed to focusing on gains.

TRUE

When trust is likely, a negotiator should:

Take the counter party out to a meal

Having ________ helps negotiators fashion agreements that meet their interests

Targets?

Which of the below scenarios features Integrative Deal Making?

The Florida state government makes a deal with a local developer to sell a plot of land that is suspected to have buried Native American artifacts in order to build a high-rise. Under the terms of the deal, the developer agrees to allocate a public space in the building that will allow the community to visit any Native American artifacts that are unearthed during the construction of the building.

When dealing with an issue, what do negotiators need to know?

Their own and their counterpart's Position, Interests and Priorities.

The strategy to start cooperative and then reciprocate the other party's move is known as:

Tit for Tat

Deal-making negotiations are usually categorized as distributive or integrative.

True

Hybrid teamwork is most likely to evolve when members are culturally highly heterogeneous and at the same time highly concerned with task accomplishment.

True

In the United States, culture dispute resolution negotiations tend to be direct verbal interactions between principles.

True

Is the following a true or false statement? It is important NOT to reveal your BATNA when negotiating. The reason is that when your counterpart knows your BATNA, they know you will be willing to settle for something only just slightly better than your best alternative.

True

It is possible to improve one's BATNA in a negotiation

True

Low trust encourages the use of S&O strategy since it does not reveal sensitive information about interests and priorities.

True

Negative substantiation may elicit concessions when it provides new information and it does not cause emotional reactance.

True

Rights based dispute resolution is less likely relied on in face and honor cultures.

True

S&O negotiations may use threats to make concessions.

True

The rule for setting targets is to base them on the other party's BATNA.

True

Unless new credible information is presented, you should not change your reservation price.

True

When both parties involved in a dispute resolution turn to rights and power it is difficult to turn the negotiation back to interests.

True

With single-issue negotiations, there is a first mover advantage in opening first and anchoring high.

True

Select the culture below that would most likely employ Analytic reasoning

United States

What is the best way to organize information for a negotiation?

Using a Negotiation Planning Document (NPD).

What strategy can be used to reduce language barriers when negotiating in teams?

Using a flipchart Waiving flags when tem members don't understand Creating a glossary of terms

In the context of negotiation, what does it mean to be a holistic thinker?

When people focus both on the problem and on the context in which it is embedded

The two times to use a threat are:

When you can't get the counterpart to the table AND when negotiations have reached an impasse.