COM 312 Exam 1 Comm, Conflict & Negotiation Exam ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//||
with precise detailed solutions ||\\//|| ||\\//|| ||\\//||
Which alternate solution for Integrative Negotiation involves inventing new options that meet
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all their respective needs - correct answer✔✔Finding a bridge solution
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Which is the value or figure that you do not want to pay more than in a negotiation -
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correct answer✔✔Bottom Line ||\\//|| ||\\//||
When a negotiator says: "Gee that offer was much lower than I expected; perhaps i've
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misconstructed the value here and should reconsider my goals and tactics" is an example of ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//||
which cognitive bias in negotiations: - correct answer✔✔Anchoring and Adjustment
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In which of the following examples is the communication model listed in the correct order? -
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correct answer✔✔sender encoded the message, message is transmitted, receiver decodes
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the message, receiver provides feedback to the sender
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A snowball tactic is when a negotiator pretends that an issue of little or no importance to
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them is quite important. - correct answer✔✔False
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Reactive devaluation is the process of minimizing the magnitude of a concession because the
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other party made the concession - correct answer✔✔True
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Which of the following is not one of the four biases that threaten e-mail negotiations -
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correct answer✔✔Impasse in e-mail negotiation bias ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//||
According to your book, a competitive bargaining situation is also called - correct ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//||
answer✔✔Distributive Bargaining Situation ||\\//|| ||\\//||
with precise detailed solutions ||\\//|| ||\\//|| ||\\//||
Which alternate solution for Integrative Negotiation involves inventing new options that meet
||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//||
all their respective needs - correct answer✔✔Finding a bridge solution
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Which is the value or figure that you do not want to pay more than in a negotiation -
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correct answer✔✔Bottom Line ||\\//|| ||\\//||
When a negotiator says: "Gee that offer was much lower than I expected; perhaps i've
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misconstructed the value here and should reconsider my goals and tactics" is an example of ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//||
which cognitive bias in negotiations: - correct answer✔✔Anchoring and Adjustment
||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//||
In which of the following examples is the communication model listed in the correct order? -
||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//||
correct answer✔✔sender encoded the message, message is transmitted, receiver decodes
||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//||
the message, receiver provides feedback to the sender
||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//||
A snowball tactic is when a negotiator pretends that an issue of little or no importance to
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them is quite important. - correct answer✔✔False
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Reactive devaluation is the process of minimizing the magnitude of a concession because the
||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//||
other party made the concession - correct answer✔✔True
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Which of the following is not one of the four biases that threaten e-mail negotiations -
||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//||
correct answer✔✔Impasse in e-mail negotiation bias ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//||
According to your book, a competitive bargaining situation is also called - correct ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//|| ||\\//||
answer✔✔Distributive Bargaining Situation ||\\//|| ||\\//||
