MGT 430 UPDATED STUDY GUIDE QUESTIONS AND
SOLUTIONS GUARANTEE A+
✔✔In the Kyle MacDonald TED talk, which factor was most responsible for his success
in "trading up" from a paperclip to a house? - ✔✔his skill at creating value
✔✔Of the three negotiations we've experienced or studied, which two were the most
distributive (little concern for the other party's interests)? - ✔✔Blue Buggy and Sugar
Bowl
✔✔The Luna Pen case is (integrative or distributive?) - ✔✔a case that started out
looking distributive but ended up integrative
✔✔Interests are defined as - ✔✔a party's underlying reasons, values or motivations
✔✔In past Trading Up assignments, Professor Carr' favorite final item was - ✔✔a
kegerator
✔✔Anchoring is most effective when - ✔✔your opponent has not prepared properly
✔✔According to the reading Anchoring and First Offers in Negotiations, when used
effectively, anchoring can change which of the following? - ✔✔the other side's
perception of your reservation point
✔✔According to the lecture and the reading Anchoring and First Offers in Negotiations,
in order for anchoring to be effective, the anchor value must be clearly relevant to the
issue being negotiatied. - ✔✔False
✔✔Smart negotiators understand that sacrificing preparation time for more negotiation
time is a good strategy. - ✔✔False
✔✔To be most effective, a first offer must be - ✔✔somewhat reasonable
✔✔In the Coffee Contract exercise, the price for a pound of coffee is a/an
_______________, and the Food and Beverage Director's desire to serve an awesome
cup of coffee is a/an ________________ - ✔✔issue/interest
✔✔If you are purchasing a barely used iPad, which of these is a useful "standard or
criteria?" - ✔✔the price of a similar iPad on OfferUp, Apple's price for a refurbished iPad
of the same model, & Apple's list price for a new iPad
✔✔For a successful negotiation, Shell recommends that we focus on ____________ as
our reference point. - ✔✔our goal
, ✔✔Based on what you know about the Coffee Contract negotiation, this is a largely
distributive negotiation. In other words, your only concern is claiming value for yourself.
- ✔✔False
✔✔According to Richard G. Shell, what do successful negotiators focus on as their
reference point during a negotiation? - ✔✔NOT opponent's eyes, BATNA, reservation
price, or ZOPA
✔✔Our discussion of the Coffee Contract negotiation revealed that the buyer and seller
had the same interests. - ✔✔False
✔✔In the Coffee Contract negotiation, the F&B Director might have been motivated to
make a deal so she could serve delicious, high quality coffee to her customers. Serving
high quality coffee was a/an _______ to her. - ✔✔interest
✔✔The price that Anderson Coffee charged another customer - ✔✔is an example of a
standard or criteria
✔✔People follow the lead of similar others. Which of Cialdini's Principles of Persuasion
does this describe? - ✔✔social proof
✔✔Robert Cialdini's article Harnessing the Science of Persuasion uses the example of
hosting a Tupperware party buy something, they aren't just buying to please
themselves. They're buying to please their hostess as well. This is an example of the
principle of - ✔✔liking
✔✔Unlike most of the world, Americans generally don't have a problem with asking. -
✔✔False
✔✔When we are confronted with an "emphatic no" it is advisable to - ✔✔inquire about
the other party's interests
✔✔Leverage is about ____________, not objective power - ✔✔situational advantage
✔✔The party with ______________ generally is the one with the most leverage. -
✔✔the least to lose from no deal
✔✔According to Shell, assuming that you have some leverage, research suggests you
should open on the aggressive side. - ✔✔true
✔✔In the Adam Baxter negotiation, information such as salaries paid by competitors
and the profitability of the Adam Baxter company are - ✔✔potentially useful standards
SOLUTIONS GUARANTEE A+
✔✔In the Kyle MacDonald TED talk, which factor was most responsible for his success
in "trading up" from a paperclip to a house? - ✔✔his skill at creating value
✔✔Of the three negotiations we've experienced or studied, which two were the most
distributive (little concern for the other party's interests)? - ✔✔Blue Buggy and Sugar
Bowl
✔✔The Luna Pen case is (integrative or distributive?) - ✔✔a case that started out
looking distributive but ended up integrative
✔✔Interests are defined as - ✔✔a party's underlying reasons, values or motivations
✔✔In past Trading Up assignments, Professor Carr' favorite final item was - ✔✔a
kegerator
✔✔Anchoring is most effective when - ✔✔your opponent has not prepared properly
✔✔According to the reading Anchoring and First Offers in Negotiations, when used
effectively, anchoring can change which of the following? - ✔✔the other side's
perception of your reservation point
✔✔According to the lecture and the reading Anchoring and First Offers in Negotiations,
in order for anchoring to be effective, the anchor value must be clearly relevant to the
issue being negotiatied. - ✔✔False
✔✔Smart negotiators understand that sacrificing preparation time for more negotiation
time is a good strategy. - ✔✔False
✔✔To be most effective, a first offer must be - ✔✔somewhat reasonable
✔✔In the Coffee Contract exercise, the price for a pound of coffee is a/an
_______________, and the Food and Beverage Director's desire to serve an awesome
cup of coffee is a/an ________________ - ✔✔issue/interest
✔✔If you are purchasing a barely used iPad, which of these is a useful "standard or
criteria?" - ✔✔the price of a similar iPad on OfferUp, Apple's price for a refurbished iPad
of the same model, & Apple's list price for a new iPad
✔✔For a successful negotiation, Shell recommends that we focus on ____________ as
our reference point. - ✔✔our goal
, ✔✔Based on what you know about the Coffee Contract negotiation, this is a largely
distributive negotiation. In other words, your only concern is claiming value for yourself.
- ✔✔False
✔✔According to Richard G. Shell, what do successful negotiators focus on as their
reference point during a negotiation? - ✔✔NOT opponent's eyes, BATNA, reservation
price, or ZOPA
✔✔Our discussion of the Coffee Contract negotiation revealed that the buyer and seller
had the same interests. - ✔✔False
✔✔In the Coffee Contract negotiation, the F&B Director might have been motivated to
make a deal so she could serve delicious, high quality coffee to her customers. Serving
high quality coffee was a/an _______ to her. - ✔✔interest
✔✔The price that Anderson Coffee charged another customer - ✔✔is an example of a
standard or criteria
✔✔People follow the lead of similar others. Which of Cialdini's Principles of Persuasion
does this describe? - ✔✔social proof
✔✔Robert Cialdini's article Harnessing the Science of Persuasion uses the example of
hosting a Tupperware party buy something, they aren't just buying to please
themselves. They're buying to please their hostess as well. This is an example of the
principle of - ✔✔liking
✔✔Unlike most of the world, Americans generally don't have a problem with asking. -
✔✔False
✔✔When we are confronted with an "emphatic no" it is advisable to - ✔✔inquire about
the other party's interests
✔✔Leverage is about ____________, not objective power - ✔✔situational advantage
✔✔The party with ______________ generally is the one with the most leverage. -
✔✔the least to lose from no deal
✔✔According to Shell, assuming that you have some leverage, research suggests you
should open on the aggressive side. - ✔✔true
✔✔In the Adam Baxter negotiation, information such as salaries paid by competitors
and the profitability of the Adam Baxter company are - ✔✔potentially useful standards
