Management 415-Negotiation, Top Exam Questions and answers, 100% Accurate.

Management 415-Negotiation, Top Exam Questions and answers, 100% Accurate. An individual who pursues his or her own outcomes strongly and shows little concern for whether the other party obtains his or her desired outcomes is using another of the following strategies. Which one? - -Contending A zero-sum situation is also known by another name of a situation. Which of the following is that? - -Win-lose Which of the following processes is central to achieving almost all integrative agreements? - -Emphasizing the commonalties between the parties Substantive interests: - -Are the interests that relate to the focal issues under negotiation Which is not a difference between strategy and tactics? - -Goals The target point is the - -point at which a negotiator would like to conclude negotiations Which is not a key step to an ideal negotiation process? - -all of the above are key steps (preparation, relationship building, information gathering, bidding) A strong interest in achieving only substantive outcomes tends to support which of the following strategies? - -competitive Interdependent parties' relationships are characterized by - -Interlocking goals The process of (blank) to a position states that once people have decided something, they can be remarkable persistent in their beliefs. - -Commitment T/F Most communication, particularly in negotiation, involves a give-and-take dialogue and discussion between at least two parties - -True Which tactic is seen as inappropriate and unethical in negotiation - -all of the above (misrepresentation, bluffing, misrepresentation to opponent's network, and inappropriate information collection) T/F Organization and national culture are both descriptors of contextual power - -True Encoding can be defined as - -the process by which messages are put into symbolic form Persuasion occurring through the peripheral route is - -likely to last a shorter time than central route persuasion T/F The fundamental questions of ethical conduct arise only when we negotiate in distributive bargaining situations - -False Information as a source of power is - -the accumulation and presentation of data intended to change the other person's point of view or position on an issue. Research has shown that negotiators use what two forms of deception in misrepresenting the common-value issue? - -Misrepresentation by omission and misrepresentation by commission Which of the following is not a major source of power from one of the five different groupings - -Organizational sources of power T/F The four forms of justice (distributive, procedural, interactive, and systematic) are separate entities that are never intertwined - -False Communal sharing is a relationship of - -unity, community, collective identity, and kindness How parties treat each other in one-to-one relationships is the process of which of the following justices - -Interactional T/F It is a good idea to negotiate for yourself when you are emotionally involved in an issue or problem in order not to get sidetracked by the discussion - -False T/F Latent coalitions are interests groups which previously formed, but which are currently inactive - -False The "Harmony-and-light speech" - -communicates that the other negotiator is interested in building a personal relationship T/F A negotiator must build a relationship with only his constituency or with the other negotiating party, but never both - -False (blank) are emergent interest groups that have not yet formed into an operating coalition - -Latent Coalitions Which of the following lists of three of the major types of coalitions? - -Potential coalitions, operating coalitions, and recurring coalitions Bedfellows are parties with whom a negotiator has - -high agreement and low trust T/F The Delphi technique may tend to generate compromise settlements rather than truly creative, integrative solutions - -True What is the result of procedural complexity in multiparty negotiations? - -Negotiators will probably have to devote discussion time to how they will manage the process to arrive at the type of solution or agreement they want.