Negotiations for Managers

Topics: Negotiation, Collective bargaining, Dispute resolution Pages: 12 (2741 words) Published: October 12, 2013
Amberton University
Exam 1
Lewicki, Barry, and Saunders 6e
Chapters 1- 4
(1 – 50 are worth 1.2 points a piece)
1. Which is not a characteristic of a negotiation or bargaining situation?
A)conflict between parties
B)two or more parties involved
C)an established set of rules
D)a voluntary process
E)None of the above is a characteristic of a negotiation.

2. Which of the following is not an intangible factor in a negotiation?
A)the need to look good
B)final agreed price on a contract
C)the desire to book more business
D)fear of setting a precedent
E)All of the above are intangible factors.

3. Interdependent parties’ relationships are characterized by
A)interlocking goals.
B)solitary decision making.
C)established procedures.
D)rigid structures.
E)Interdependent relationships are characterized by all of the above.

4. Satisfaction with a negotiation is determined by
A)the process through which an agreement is reached and the dollar value of concessions made by each party.
B)the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators.
C)the process through which an agreement is reached and by the actual outcome obtained by the negotiation.
D)the total dollar value of concessions made by each party.
E)Satisfaction with a negotiation is determined by none of the above.

5. Which of the following statements about conflict is true?
A)Conflict is the result of tangible factors.
B)Conflict can occur when two parties are working toward the same goal and generally want the same outcome.
C)Conflict only occurs when both parties want a very different settlement.
D)Conflict has a minimal effect on interdependent relationships.
E)All of the above statements about conflict are true.

6. Which of the following contribute to conflict's destructive image?
A)increased communication
B)misperception and bias
C)clarifying issues
D)minimized differences; magnified similarities
E)All of the above contribute to conflict's destructive image.

7. In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the
A)cooperativeness dimension and the competitiveness dimension.
B)the assertiveness dimension and the competitiveness dimension.
C)the competitiveness dimension and the aggressiveness dimension.
D)the cooperativeness dimension and the assertiveness dimension.
E)None of the above.

8. Negotiators pursuing the yielding strategy
A)show little interest or concern in whether they attain their own outcomes, but are quite interested in whether the other party attains his or her outcomes.
B)pursue their own outcome strongly and shows little concern for whether the other party obtains his or her desired outcome.
C)shows little interest or concern in whether they attain their own outcomes, and does not show much concern about whether the other party obtains his or her outcomes.
D)show high concern for attaining their own outcomes and high concern for whether the other attains his or her outcomes.
E)Negotiators pursuing the yielding strategy demonstrate none of the above behaviors.

9. A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?
A)mutual gains
B)win-lose
C)zero-sum
D)win-win
E)None of the above.

10. T or F The parties prefer to negotiate and search for agreement rather than to fight openly, have one side dominate and the other capitulate, permanently break off contact, or take their dispute to a higher authority to resolve it

11. T or F When the goals of two or more people are interconnected so that only one can achieve the goal—such as running a race in which...
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