MGT 430 UPDATED SCRIPTED EXAM QUESTIONS AND
SOLUTIONS GUARANTEE A+
✔✔The Negotiation Analysis: An Introduction, article discusses the importance of
identifying the proper parties in a negotiation, and uses the example of _____ as a
situation in which identifying the parties might be difficult - ✔✔buying a car
✔✔The article Negotiation Analysis: An Introduction, says that rarely are the interests of
other stakeholders entirely clear - ✔✔True
✔✔According to Negotiation Analysis: An Introduction, "Bargaining power, in short, is a
manifestation of complex situational factors, but it also is a matter of perception". This
means: - ✔✔Having an attractive BATNA will give you little advantage at the bargaining
table unless other parties are convinced that you really are prepared to walk away
✔✔In the Ethics section of the article Negotiation Analysis: An Introduction, the author
says there are morally valid reasons to evade answering some questions - ✔✔True
✔✔Assessing the other party's interests is important: - ✔✔throughout the negotiation
process
✔✔In the article Negotiation Analysis: An Introduction, businessman Frank Park is
mentioned numerous times. Mr. Park owns: - ✔✔a cable television system
✔✔In a distributive negotiation, "you want to claim value for yourself but you're not very
concerned about the relationship or the other party's outcome." In a integrative
negotiation, "parties cooperate to reach an agreement that integrates interests". The
Luna Pen case is: - ✔✔a case that only has distributive qualities
✔✔In the Luna Pen case, Erika hired an investigator to do research on Alven Feng. She
did this because: - ✔✔it is important to know his source of power, interests, values, and
if he has a criminal record
✔✔When negotiating with a party that is much more powerful, it could be beneficial to
form an alliance with your second strongest competitior - ✔✔True
✔✔A 900 lb gorilla company would likely include: - ✔✔ASU, Apple, Starbucks, Walmart
✔✔According to the 900-lb gorilla article, an elegant solution is a counter-proposal that
will create even more value for both sides than what one side is trying to impose -
✔✔True
, ✔✔Once you've identified the standard or underlying principle that the other party is
following, you'll be in a better position to brainstorm problem-solving strategies. This
could lead you to: - ✔✔Appeal to principle
✔✔It never makes sense to create value for a stronger third party - ✔✔False
✔✔The "Strategy of Tactics of Integrative Negotiation" reading described a salary
negotiation between a job applicant and a company recruiter. The recruiter seemed to
come up with a solution by: - ✔✔Suggesting a company program that might assist the
applicant with his/her problem
✔✔The success of integrative negotiation depends on a search for solutions that meet
the objectives and needs of both (or all sides) - ✔✔True
✔✔Integrative agreements are facilitated when parties exchange information about their
priorities for particular issues, but not necessarily their positions on those issues -
✔✔True
✔✔A key takeaway from the video featuring Dave Dombrowski and David Ortiz was: -
✔✔employees appreciate being listened to
✔✔The "Strategy of Tactics of Integrative Negotiation" reading discussed the shutdown
of a major manufacturing plant and the issue of seniority among employees at a new
plant. A compromise was worked out when: - ✔✔employees were able to transfer their
seniority when they chose their new role, not when they actually moved to the new plant
✔✔Which of the following might indicate that a negotiation has integrative potential? -
✔✔the long-term relationship is important, the negotiation contains more than one
issues, both parties may be willing to make concessions, other parties can be brought in
✔✔The "Strategy of Tactics of Integrative Negotiation" reading described the story of a
librarian creating a solution for two men arguing over whether to open a window. She
was successful because her solution focused on - ✔✔why each man wanted the
window open or closed
✔✔ Distributive Negotiations - ✔✔zero sum, win-lose; parties compete over the
distribution of a fixed sum of value; a gain on one side comes at the expense of the
other
✔✔Integrative Negotiations - ✔✔win-win; parties cooperate to achieve maximum
benefits by integrating interests into an agreement
SOLUTIONS GUARANTEE A+
✔✔The Negotiation Analysis: An Introduction, article discusses the importance of
identifying the proper parties in a negotiation, and uses the example of _____ as a
situation in which identifying the parties might be difficult - ✔✔buying a car
✔✔The article Negotiation Analysis: An Introduction, says that rarely are the interests of
other stakeholders entirely clear - ✔✔True
✔✔According to Negotiation Analysis: An Introduction, "Bargaining power, in short, is a
manifestation of complex situational factors, but it also is a matter of perception". This
means: - ✔✔Having an attractive BATNA will give you little advantage at the bargaining
table unless other parties are convinced that you really are prepared to walk away
✔✔In the Ethics section of the article Negotiation Analysis: An Introduction, the author
says there are morally valid reasons to evade answering some questions - ✔✔True
✔✔Assessing the other party's interests is important: - ✔✔throughout the negotiation
process
✔✔In the article Negotiation Analysis: An Introduction, businessman Frank Park is
mentioned numerous times. Mr. Park owns: - ✔✔a cable television system
✔✔In a distributive negotiation, "you want to claim value for yourself but you're not very
concerned about the relationship or the other party's outcome." In a integrative
negotiation, "parties cooperate to reach an agreement that integrates interests". The
Luna Pen case is: - ✔✔a case that only has distributive qualities
✔✔In the Luna Pen case, Erika hired an investigator to do research on Alven Feng. She
did this because: - ✔✔it is important to know his source of power, interests, values, and
if he has a criminal record
✔✔When negotiating with a party that is much more powerful, it could be beneficial to
form an alliance with your second strongest competitior - ✔✔True
✔✔A 900 lb gorilla company would likely include: - ✔✔ASU, Apple, Starbucks, Walmart
✔✔According to the 900-lb gorilla article, an elegant solution is a counter-proposal that
will create even more value for both sides than what one side is trying to impose -
✔✔True
, ✔✔Once you've identified the standard or underlying principle that the other party is
following, you'll be in a better position to brainstorm problem-solving strategies. This
could lead you to: - ✔✔Appeal to principle
✔✔It never makes sense to create value for a stronger third party - ✔✔False
✔✔The "Strategy of Tactics of Integrative Negotiation" reading described a salary
negotiation between a job applicant and a company recruiter. The recruiter seemed to
come up with a solution by: - ✔✔Suggesting a company program that might assist the
applicant with his/her problem
✔✔The success of integrative negotiation depends on a search for solutions that meet
the objectives and needs of both (or all sides) - ✔✔True
✔✔Integrative agreements are facilitated when parties exchange information about their
priorities for particular issues, but not necessarily their positions on those issues -
✔✔True
✔✔A key takeaway from the video featuring Dave Dombrowski and David Ortiz was: -
✔✔employees appreciate being listened to
✔✔The "Strategy of Tactics of Integrative Negotiation" reading discussed the shutdown
of a major manufacturing plant and the issue of seniority among employees at a new
plant. A compromise was worked out when: - ✔✔employees were able to transfer their
seniority when they chose their new role, not when they actually moved to the new plant
✔✔Which of the following might indicate that a negotiation has integrative potential? -
✔✔the long-term relationship is important, the negotiation contains more than one
issues, both parties may be willing to make concessions, other parties can be brought in
✔✔The "Strategy of Tactics of Integrative Negotiation" reading described the story of a
librarian creating a solution for two men arguing over whether to open a window. She
was successful because her solution focused on - ✔✔why each man wanted the
window open or closed
✔✔ Distributive Negotiations - ✔✔zero sum, win-lose; parties compete over the
distribution of a fixed sum of value; a gain on one side comes at the expense of the
other
✔✔Integrative Negotiations - ✔✔win-win; parties cooperate to achieve maximum
benefits by integrating interests into an agreement
