OAM 330 FINAL EXAM QUESTIONS
AND VERIFIED ANSWERS; GET IT
100% ACCURATE
(T/F) distribution of information is necessary to choosing
the optimal decision/ solution - correct answer-
True
(T/F) People who negotiate are more likely to increase
their starting salaries - correct answer- True
Bargaining Zone - correct answer- range
between buyer and seller's reservation prices
Define negotiate - correct answer- to confer
with another so as to arrive at the settlement of some
matter
Define the common knowledge effect - correct
answer- Groups tend to focus on what everyone
knows and not specialized information
,Describe task conflict and its relation to performance -
correct answer- - disagreements about the task
- moderate levels of task conflict boost performance and
foster information exchange
Distributive Bargaining - correct answer- -
Typically involves a single issue (ex: price)
- Fixed-sum structure: one party's gain is another party's
equivalent loss
- Directly conflicting interests: each party is trying to
maximize their share
Distributive Negotiations Qualities - correct
answer- - Win/lose
- Positional
- Claiming value
- Goal: individual gain
- Often no further relationship
- Dividing the pie
,Groupthink - correct answer- The tendency of
highly cohesive groups to value consensus at the price of
decision quality
How can we prevent task conflict from turning into
relationship conflict? - correct answer- TRUST.
When trust is high in teams, task conflict is less likely to
turn into personal
How can you counter a strong, anchor first offer? -
correct answer- 1. Re-anchor: make an equally
extreme counter-offer
2. Use your target price, not your reservation price
3. Ask counterpart to try again
4. Threaten to walk away but only if you're willing to do it
How do we avoid groupthink? - correct answer-
1. Assign a devil's advocate to uncover every negative
possibility
2. Bring in outsiders to introduce new perspectives
, 3. Construct more diverse groups
How do we counter the common knowledge effect? -
correct answer- 1. Get information on the table
before people vote or commit to a preference
2. Frame the task as problem-solving rather than a
judgement or personal preference
3. Cultivate a norm of constructive disagreement
How do you allow yourself room to make concessions? -
correct answer- Be flexible on issues that are
less important to you
How does group size affect the groups effectiveness? -
correct answer- The more group members there
are, the more effective the team is but only to a certain
point (about 5-7 members).
How does size and sequencing affect your concessions? -
correct answer- You should make your
AND VERIFIED ANSWERS; GET IT
100% ACCURATE
(T/F) distribution of information is necessary to choosing
the optimal decision/ solution - correct answer-
True
(T/F) People who negotiate are more likely to increase
their starting salaries - correct answer- True
Bargaining Zone - correct answer- range
between buyer and seller's reservation prices
Define negotiate - correct answer- to confer
with another so as to arrive at the settlement of some
matter
Define the common knowledge effect - correct
answer- Groups tend to focus on what everyone
knows and not specialized information
,Describe task conflict and its relation to performance -
correct answer- - disagreements about the task
- moderate levels of task conflict boost performance and
foster information exchange
Distributive Bargaining - correct answer- -
Typically involves a single issue (ex: price)
- Fixed-sum structure: one party's gain is another party's
equivalent loss
- Directly conflicting interests: each party is trying to
maximize their share
Distributive Negotiations Qualities - correct
answer- - Win/lose
- Positional
- Claiming value
- Goal: individual gain
- Often no further relationship
- Dividing the pie
,Groupthink - correct answer- The tendency of
highly cohesive groups to value consensus at the price of
decision quality
How can we prevent task conflict from turning into
relationship conflict? - correct answer- TRUST.
When trust is high in teams, task conflict is less likely to
turn into personal
How can you counter a strong, anchor first offer? -
correct answer- 1. Re-anchor: make an equally
extreme counter-offer
2. Use your target price, not your reservation price
3. Ask counterpart to try again
4. Threaten to walk away but only if you're willing to do it
How do we avoid groupthink? - correct answer-
1. Assign a devil's advocate to uncover every negative
possibility
2. Bring in outsiders to introduce new perspectives
, 3. Construct more diverse groups
How do we counter the common knowledge effect? -
correct answer- 1. Get information on the table
before people vote or commit to a preference
2. Frame the task as problem-solving rather than a
judgement or personal preference
3. Cultivate a norm of constructive disagreement
How do you allow yourself room to make concessions? -
correct answer- Be flexible on issues that are
less important to you
How does group size affect the groups effectiveness? -
correct answer- The more group members there
are, the more effective the team is but only to a certain
point (about 5-7 members).
How does size and sequencing affect your concessions? -
correct answer- You should make your
