MGT 430 UPDATED EXAM EVALUATION QUESTIONS AND
SOLUTIONS GUARANTEE A+
✔✔According to "Distributive Bargaining: A Strategy for Claiming Value," inundating the
other party with so much information that it is not possible to determine what is accurate
or relevant best describes which of the following tactics: - ✔✔Snow Job
✔✔People strongly disposed to this bargaining style naturally seek to defer and dodge
the confrontational aspects of negotiations. As a positive attribute, this tendency can be
experienced by others as graceful tact and diplomacy. It can also permit groups to
function better in the face of dysfunctional, hard-to-resolve interpersonal conflicts. -
✔✔Avoiding
✔✔This principle applies to a simple psychological fact: we tend to trust people who
appear more rather than less familiar to us; people who act like us, share our general
interests and experiences, and identify with the same groups. - ✔✔Similarity Principle
✔✔Even the most accommodating person brings a somewhat competitive attitude to
negotiation. - ✔✔True
✔✔If you decide to negotiate yourself, which type of communication gives everyone the
maximum "bandwidth" for communication? - ✔✔Face-to-face meetings
✔✔Which set of strategies are best suited for negotiations between people over
airplane seating? - ✔✔Avoidance, accommodation, or compromise
✔✔Close relationships trigger the use of _______. Encounters with strangers cause us
to expect and exhibit more competitive, selfish behavior. - ✔✔Equality or equal sharing
norms
✔✔When trying to focus on the other party's interests, the technique called "role
reversal" is an excellent way to: - ✔✔-Look for common ground: How might it serve the
other party's interests to help you achieve your goals?
-Identify interests that might interfere with agreement: Why might the other side say
"no"?
✔✔This term applies when people make small concessions and then ask for much
bigger ones in return. - ✔✔Reciprocity trap
✔✔Different situations call for different strategies. Which situation describes
negotiations between employees working on well-functioning executive teams? -
✔✔Relationships
, ✔✔House, car, and land sales between strangers are typical examples of which
bargaining situation? - ✔✔Transaction
✔✔Raymond is negotiating a contract with a long-term supplier at the chemical
company where he works. Which type of bargaining situation does this scenario
describe? - ✔✔Balanced concern
✔✔According to Shell, the never open rule (that is, do not ever make the first offer) is
always good advice. - ✔✔False
✔✔According to Shell: naming the tactic publicly at the negotiating table and demanding
clarification on the issue of authority, is a way to counter which of the following? -
✔✔The good guy/bad guy routine
✔✔When the relationship counts more than the issue in dispute, the best concession
strategy is accommodation. - ✔✔True
✔✔Which approach to opening is described by Shell as your own highly favorable
interpretation of some standard or reference point? - ✔✔Aggressive opening
✔✔If you have attractive alternatives or good sources of normative leverage or can
easily live without the other party's cooperation, the _______ stage of negotiations is the
time to signal this to the other party. - ✔✔Information exchange
✔✔According to Shell, establishing rapport at the outset of negotiations is a distinct,
separate part of the information exchange process. - ✔✔True
✔✔We prefer to say yes to the requests of someone we know and like. Psychologist
Robert Cialdini refers to this as: - ✔✔The liking rule
✔✔According to Shell: in which situation do you want to move slowly on your least
important issues first and use the conditional "if...then" formulation for concession
making? - ✔✔Balanced Concerns
✔✔If you sense that your counterpart is trying to extract concessions from you on the
basis of his or her initial success of establishing rapport, you should: - ✔✔Be alarmed
that you are being conned
✔✔Research confirms that people receiving concessions often feel better about the
bargaining process than people who get a single firm, "fair" price. In fact, they feel better
even if they end up paying more than they otherwise might. - ✔✔True
SOLUTIONS GUARANTEE A+
✔✔According to "Distributive Bargaining: A Strategy for Claiming Value," inundating the
other party with so much information that it is not possible to determine what is accurate
or relevant best describes which of the following tactics: - ✔✔Snow Job
✔✔People strongly disposed to this bargaining style naturally seek to defer and dodge
the confrontational aspects of negotiations. As a positive attribute, this tendency can be
experienced by others as graceful tact and diplomacy. It can also permit groups to
function better in the face of dysfunctional, hard-to-resolve interpersonal conflicts. -
✔✔Avoiding
✔✔This principle applies to a simple psychological fact: we tend to trust people who
appear more rather than less familiar to us; people who act like us, share our general
interests and experiences, and identify with the same groups. - ✔✔Similarity Principle
✔✔Even the most accommodating person brings a somewhat competitive attitude to
negotiation. - ✔✔True
✔✔If you decide to negotiate yourself, which type of communication gives everyone the
maximum "bandwidth" for communication? - ✔✔Face-to-face meetings
✔✔Which set of strategies are best suited for negotiations between people over
airplane seating? - ✔✔Avoidance, accommodation, or compromise
✔✔Close relationships trigger the use of _______. Encounters with strangers cause us
to expect and exhibit more competitive, selfish behavior. - ✔✔Equality or equal sharing
norms
✔✔When trying to focus on the other party's interests, the technique called "role
reversal" is an excellent way to: - ✔✔-Look for common ground: How might it serve the
other party's interests to help you achieve your goals?
-Identify interests that might interfere with agreement: Why might the other side say
"no"?
✔✔This term applies when people make small concessions and then ask for much
bigger ones in return. - ✔✔Reciprocity trap
✔✔Different situations call for different strategies. Which situation describes
negotiations between employees working on well-functioning executive teams? -
✔✔Relationships
, ✔✔House, car, and land sales between strangers are typical examples of which
bargaining situation? - ✔✔Transaction
✔✔Raymond is negotiating a contract with a long-term supplier at the chemical
company where he works. Which type of bargaining situation does this scenario
describe? - ✔✔Balanced concern
✔✔According to Shell, the never open rule (that is, do not ever make the first offer) is
always good advice. - ✔✔False
✔✔According to Shell: naming the tactic publicly at the negotiating table and demanding
clarification on the issue of authority, is a way to counter which of the following? -
✔✔The good guy/bad guy routine
✔✔When the relationship counts more than the issue in dispute, the best concession
strategy is accommodation. - ✔✔True
✔✔Which approach to opening is described by Shell as your own highly favorable
interpretation of some standard or reference point? - ✔✔Aggressive opening
✔✔If you have attractive alternatives or good sources of normative leverage or can
easily live without the other party's cooperation, the _______ stage of negotiations is the
time to signal this to the other party. - ✔✔Information exchange
✔✔According to Shell, establishing rapport at the outset of negotiations is a distinct,
separate part of the information exchange process. - ✔✔True
✔✔We prefer to say yes to the requests of someone we know and like. Psychologist
Robert Cialdini refers to this as: - ✔✔The liking rule
✔✔According to Shell: in which situation do you want to move slowly on your least
important issues first and use the conditional "if...then" formulation for concession
making? - ✔✔Balanced Concerns
✔✔If you sense that your counterpart is trying to extract concessions from you on the
basis of his or her initial success of establishing rapport, you should: - ✔✔Be alarmed
that you are being conned
✔✔Research confirms that people receiving concessions often feel better about the
bargaining process than people who get a single firm, "fair" price. In fact, they feel better
even if they end up paying more than they otherwise might. - ✔✔True
