CSR 344 Exam 1_ 2020 – Purdue University (A+) | CSR344 Exam 1_ 2020 – (100% CORRECT ANSWERS)

CSR 344 Exam 1_ 2020 – Purdue University • Question 1 1 out of 1 points The first iteration through the planning process should be firm, and the negotiator should be inflexible and not modify and adjust previous steps as new information becomes available Correct Answer: False • Question 2 0 out of 2 points Which is not a characteristic of a negotiation or a bargaining situation? Correct Answer: an established set of rules • Question 3 2 out of 2 points An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following. Correct Answer: Specific frames may be likely to be used with certain types of issues. • Question 4 0 out of 1 points If what we want exceeds what the other party is capable of or willing to give, we must either change our goals or end the negotiation. Correct Answer: True • Question 5 2 out of 2 points The negotiator's basic strategy is to Correct Answer: reach the final settlement as close to the other's resistance point as possible. • Question 6 1 out of 1 points Telling people about a perceptual or cognitive bias, or having them discuss things in a group meeting, will make the bias go away. Correct Answer: False • Question 7 2 out of 2 points Which is a Category of Marginally Ethical Negotiating Tactics? Correct Answer: All of the above. • Question 8 1 out of 1 points It is important to signal to the other party with both words and actions that the concessions are almost over. Correct Answer: True • Question 9 0 out of 2 points Distributive bargaining strategies Correct Answer: can cause negotiators to ignore what the parties have in common. • Question 10 2 out of 2 points The concept of "duty ethics" states that Correct Answer: the rightness of an action is determined by existing laws and contemporary social standards that define what is right and wrong and where the line is. • Question 11 2 out of 2 points 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? Correct Answer: contending • Question 12 2 out of 2 points Successful logrolling requires Correct Answer: that the parties establish more than one issue in conflict and then agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other party achieves a highly preferred outcome on the second issue. • Question 13 0 out of 1 points Duty ethics argues that everyone ought to decide for himself/herself what is right based on his/her conscience. Correct Answer: False • Question 14 0 out of 2 points A commitment Correct Answer: removes ambiguity about the actor's intended course of action. • Question 15 2 out of 2 points Perception is Correct Answer: All of the above describes perception. - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Correct Answer: All of the above questions should be asked. • Question 55 0 out of 2 points (Extra Credit) ________________ in frames between negotiators can result in conflict. Correct Answer: Evaluation Method Correct Answer Case Sensitivity Exact Match Mismatches • Question 56 2 out of 2 points (Extra Credit) The term _________________ is used to describe the competitive, win:lose situations such as haggling over price that happens at yard sales, flea markets or used car lots. Correct Answer: Evaluation Method Correct Answer Case Sensitivity Exact Match distributive negotiating • Question 57 0 out of 2 points A strong interest in achieving only substantive outcomes tends to support which of the following strategies? Correct Answer: competitive • Question 58 0 out of 2 points The more you can convince the other party that your costs of delay or aborting negotiations are ________________, the more modest will be the other's resistance point. Correct Answer: low • Question 59 0 out of 1 points Framing is about focusing, shaping, and organizing the world around us but does not define persons, events or processes. Correct Answer: False • Question 60 1 out of 1 points Electronic brainstorming may be especially useful for integrative negotiations that involve multiple parties or during preparation for integrative negotiations when there are disparate views within one's team. Correct Answer: True • Question 61 1 out of 1 points Both parties to a negotiation should establish their starting, target and resistance point before beginning negotiation. Correct Answer: True • Question 62 0 out of 2 points (Extra Credit) Those wishing to achieve integrative results find that they must manage the [_______________________] and [___________________] of the negotiation in order to gain the willing cooperation and commitment of the other party. Correct Answers for: _______________________ Evaluation Method Correct Answer Case Sensitivity Exact Match Context Exact Match Process Correct Answers for: ___________________ Evaluation Method Correct Answer Case Sensitivity Exact Match Process Exact Match context • Question 63 0 out of 2 points Which one of the following is as much a win:lose strategy as competition, although it has a decidedly different image? Correct Answer: accommodation