MAN 320F EXAM 3 QUESTIONS AND ANSWERS 2026
What is corporate social responsibility? - Answers -the notion that corporations are
expected to go above and beyond following the law and making a profit
Why is shell at the center of controversy and criticism? - Answers --Their ties to the
Nigerian Government that exploits and oppresses the indigenous people of the delta,
especially the Ogoni.
-their visibility in the communities as largest oil company
-dependency on oil for economy
-involvement in major world problems like environment and human rights
-joint venture with government
what stand point did Shell take and why? - Answers -Neutral position in politics
because of their company "non involvement" principles
What campaigns were made against shell? - Answers -environmental degradation and
exploitation
Who was the leader of the MOSOP? What happened to him? - Answers -Saro-Wiwa,
hung for allegedly killing ogoni leaders but real crime was his successful movement
What are the environmental concerns with Shell in the delta? - Answers --oil spills
-natural gas flaring creating acid rain
What is included in corporate social responsibility? (7) - Answers -1. pay taxes
2. obey laws
3. avoid harm to environment
4. economic responsibility and ethical business
5. provide employment
6. assist the community
7. balance between economy and ecosystem
What should shell have done? - Answers -If they were a good corporate citizen they
would have stepped up in the place of the dysfunctional government to ensure the
Ogoni were treated right.
What are the 6 mistakes of negotiating? - Answers -1. neglecting other sides problems
2. letting price bulldoze other interest
3. letting positions drive out interest
4. searching too hard for common ground
5. negating BATNA
6. failing to correct for skewed vision
, How do you gain value from a negotiation? - Answers -shape counterpart's decision so
that the other side choose in its own interest what you want
solution to neglecting other sides problems? - Answers -know their POV and solve their
problem as a means of solving your own
solution to letting price bulldoze other interest? - Answers -do not do pure price deals.
consider all the factors of a decision including relationships, social contracts, personal
processes, players in the deal
solution to positions driving out interest? - Answers -Look past the position to issue to
find the interest. You can come to a agreement if you know more than the initial stance.
What happens when you joint problem solve a issue? - Answers -both parties interest
get met and new value is created
solution to searching for common ground too much? - Answers -uncover the vital
differences to give each party what they want with the least cost to the other
What is a BATNA? - Answers -the best alternative to a negotiated agreement; the least
the individual should accept
solution to failing to correct for skewed vision? - Answers -know of your self serving
bias and partisan perceptions.
distributive issues? - Answers -interest are diametrically opposed, anything one party
gain the other loses
compatible issues? - Answers -both parties have the same interests
integrative issues? - Answers -issues that are of more importance to one party than the
other
What is a tradeoff in time? - Answers -giving earlier returns to the impatient party
what is a tradeoff in risk? - Answers -more risk = more rewards
what is a tradeoff in future outcomes? - Answers -having contingent contracts
What are the 4 sources of funding for a new business? - Answers -venture capitalist,
state funding, angel investors, the 3 F's.
What are angel investors? - Answers -wealthy individuals who understand the space
and are experts in it. Give about 250k-500k
What is corporate social responsibility? - Answers -the notion that corporations are
expected to go above and beyond following the law and making a profit
Why is shell at the center of controversy and criticism? - Answers --Their ties to the
Nigerian Government that exploits and oppresses the indigenous people of the delta,
especially the Ogoni.
-their visibility in the communities as largest oil company
-dependency on oil for economy
-involvement in major world problems like environment and human rights
-joint venture with government
what stand point did Shell take and why? - Answers -Neutral position in politics
because of their company "non involvement" principles
What campaigns were made against shell? - Answers -environmental degradation and
exploitation
Who was the leader of the MOSOP? What happened to him? - Answers -Saro-Wiwa,
hung for allegedly killing ogoni leaders but real crime was his successful movement
What are the environmental concerns with Shell in the delta? - Answers --oil spills
-natural gas flaring creating acid rain
What is included in corporate social responsibility? (7) - Answers -1. pay taxes
2. obey laws
3. avoid harm to environment
4. economic responsibility and ethical business
5. provide employment
6. assist the community
7. balance between economy and ecosystem
What should shell have done? - Answers -If they were a good corporate citizen they
would have stepped up in the place of the dysfunctional government to ensure the
Ogoni were treated right.
What are the 6 mistakes of negotiating? - Answers -1. neglecting other sides problems
2. letting price bulldoze other interest
3. letting positions drive out interest
4. searching too hard for common ground
5. negating BATNA
6. failing to correct for skewed vision
, How do you gain value from a negotiation? - Answers -shape counterpart's decision so
that the other side choose in its own interest what you want
solution to neglecting other sides problems? - Answers -know their POV and solve their
problem as a means of solving your own
solution to letting price bulldoze other interest? - Answers -do not do pure price deals.
consider all the factors of a decision including relationships, social contracts, personal
processes, players in the deal
solution to positions driving out interest? - Answers -Look past the position to issue to
find the interest. You can come to a agreement if you know more than the initial stance.
What happens when you joint problem solve a issue? - Answers -both parties interest
get met and new value is created
solution to searching for common ground too much? - Answers -uncover the vital
differences to give each party what they want with the least cost to the other
What is a BATNA? - Answers -the best alternative to a negotiated agreement; the least
the individual should accept
solution to failing to correct for skewed vision? - Answers -know of your self serving
bias and partisan perceptions.
distributive issues? - Answers -interest are diametrically opposed, anything one party
gain the other loses
compatible issues? - Answers -both parties have the same interests
integrative issues? - Answers -issues that are of more importance to one party than the
other
What is a tradeoff in time? - Answers -giving earlier returns to the impatient party
what is a tradeoff in risk? - Answers -more risk = more rewards
what is a tradeoff in future outcomes? - Answers -having contingent contracts
What are the 4 sources of funding for a new business? - Answers -venture capitalist,
state funding, angel investors, the 3 F's.
What are angel investors? - Answers -wealthy individuals who understand the space
and are experts in it. Give about 250k-500k
