a. They rarely start with a founder

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MGT 445 Final Exam

 

1.  The following are true of coalitions, except: 

a.   They rarely start with a founder 

b.   They build by adding one member at a time 

c.   They need to achieve critical mass 

d.   They exclude members 

e.   They sometimes form quietly and disband quickly 

 

2.  Which of the following would be an incorrect statement about multi-party negotiations? 

a.   The number of parties greatly influences the process 

b.   Information exchange tends to be more complex 

c.   The social environment remains static 

d.   Procedural complexity adds to the negotiation challenges 

e.   They are strategically more complex 

 

3.  Effective group decision-making tests assumptions and inferences. 

a.   True 

b.   False 

 

4.  Effective multi-party negotiations leverage a diversity of information and ideas. 

a.   True 

b.   False 

 

5.  Given the complexity and uncertainty surrounding global business negotiations, it is particularly important that prudent negotiators do which of the following? MGT/445 Final

a.   Assess their "BATNA" before commencing negotiations 

b.   Arrange their travel itineraries well in advance of negotiations 

c.   Avoid any form of conflict or competition 

d.   Avoid showing weakness by creating options for their opponents during 

negotiations 

e.   All of the above 

 

6.  In which of the following cultures would a friendly, trusting, and relationship-building 

negotiation protocol be highly valued? 

a.   Mexican 

b.   Italian 

c.   Russian 

d.   Japanese 

e.   Brazilian 

 

7.  While important, culture is rarely a significant factor in assessing the probability of success in a global negotiation. 

a.   True 

b.   False 

 

8.  How the act of "negotiation" is defined and viewed is largely influenced by culture. 

a.   True 

b.    False 

9.  The “bottom line” a disputant is seeking when resolving conflict is best described as which of the following? 

a.   Principle 

b.   Position 

c.   Interests 

d.   Needs 

e.   Aspiration 

 

10. Which of the following is not a typical characteristic of cooperative bargaining? 

a.   Disputants engage in open and honest communication 

b.   Disputants try to obstruct one another to gain a strategic advantage 

c.   The dispute tends not to expand in scope and the conflict tends not to escalate 

d.   Total productivity is maximized 

e.   Disputants try to help one another 

 

11. In a workplace dispute over professional salaries, both management and the affected, believe that it is inappropriate to cooperate with the "opposition" and thereby cause which type of conflict-resolution impediment? MGT 445 Week 5 Final Exam.

a.   Disempowerment 

b.   Loss aversion 

c.   Excluded stakeholders 

d.   Conflict of interest 

e.   Competitive culture 

 

12. Deutsch`s theory holds that "cooperation" emphasizes a high concern for self, while  "competition" emphasizes a high concern for others. 

a.   True 

b.   False 

 

13. Which of the following is not a key element of the negotiation process? 

a.   Managing interdependence 

b.   Engaging in mutual adjustment 

c.   Creating value 

d.   Negotiating from power exclusively 

e.   Managing conflict  

 

14. Which of the following best describes the process through which individuals connect to their environment? 

a.   Cognition 

b.   Communication 

c.   Emotive influence 

d.   Perception 

e.   Rationality 

 

15. Which of the following is an acceptable means of communication in negotiation? 

a.   Questioning 

b.   Active listening 

c.   Positive eye contact and body language 

d.   Non-polarizing language 

e.   All of the above 

 

16. All of the following statements about gender in negotiation are true, except: 

a.   Men and women do not conceive of negotiations in different ways 

b.   Men and women communicate differently in negotiation 

c.   Men and women are treated differently in negotiation 

d.   Similar tactics have different effects when used by men versus women 

e.   Gender stereotypes affect negotiator performance 

17. All of the following are recommended ways to brainstorm alternative solutions when using integrative negotiation, except: 

a.   Judging and evaluating options when first presented 

b.   Eliciting the input of outsiders 

c.   Tasking the party who caused the problem to develop a solution 

d.   Separating people from the problem 

e.   Expanding the pie of options 

 

18. Strategic negotiation planning should involve all of the following, except: 

a.   Defining issues 

b.   Defining interests 

c.   Identifying objectives 

d.   Determining protocol 

e.   Disregarding the other party`s perspectives on the problem    

 

19. The other party`s reputation and style are insignificant factors in negotiation planning. 

a.   True 

b.   False 

 

20. Effective negotiators should consider the other party`s interests and needs when planning for a negotiation. 

a.   True 

b.   False 

 

MGT 445 Final Exam

 DOWNLOAD ANSWERS

 

MGT 445 Final Exam

 

1.  The following are true of coalitions, except: 

a.   They rarely start with a founder 

b.   They build by adding one member at a time 

c.   They need to achieve critical mass 

d.   They exclude members 

e.   They sometimes form quietly and disband quickly 

 

2.  Which of the following would be an incorrect statement about multi-party negotiations? 

a.   The number of parties greatly influences the process 

b.   Information exchange tends to be more complex 

c.   The social environment remains static 

d.   Procedural complexity adds to the negotiation challenges 

e.   They are strategically more complex 

 

3.  Effective group decision-making tests assumptions and inferences. 

a.   True 

b.   False 

 

4.  Effective multi-party negotiations leverage a diversity of information and ideas. 

a.   True 

b.   False 

 

5.  Given the complexity and uncertainty surrounding global business negotiations, it is particularly important that prudent negotiators do which of the following? MGT/445 Final

a.   Assess their "BATNA" before commencing negotiations 

b.   Arrange their travel itineraries well in advance of negotiations 

c.   Avoid any form of conflict or competition 

d.   Avoid showing weakness by creating options for their opponents during 

negotiations 

e.   All of the above 

 

6.  In which of the following cultures would a friendly, trusting, and relationship-building 

negotiation protocol be highly valued? 

a.   Mexican 

b.   Italian 

c.   Russian 

d.   Japanese 

e.   Brazilian 

 

7.  While important, culture is rarely a significant factor in assessing the probability of success in a global negotiation. 

a.   True 

b.   False 

 

8.  How the act of "negotiation" is defined and viewed is largely influenced by culture. 

a.   True 

b.    False 

9.  The “bottom line” a disputant is seeking when resolving conflict is best described as which of the following? 

a.   Principle 

b.   Position 

c.   Interests 

d.   Needs 

e.   Aspiration 

 

10. Which of the following is not a typical characteristic of cooperative bargaining? 

a.   Disputants engage in open and honest communication 

b.   Disputants try to obstruct one another to gain a strategic advantage 

c.   The dispute tends not to expand in scope and the conflict tends not to escalate 

d.   Total productivity is maximized 

e.   Disputants try to help one another 

 

11. In a workplace dispute over professional salaries, both management and the affected, believe that it is inappropriate to cooperate with the "opposition" and thereby cause which type of conflict-resolution impediment? MGT 445 Week 5 Final Exam.

a.   Disempowerment 

b.   Loss aversion 

c.   Excluded stakeholders 

d.   Conflict of interest 

e.   Competitive culture 

 

12. Deutsch`s theory holds that "cooperation" emphasizes a high concern for self, while  "competition" emphasizes a high concern for others. 

a.   True 

b.   False 

 

13. Which of the following is not a key element of the negotiation process? 

a.   Managing interdependence 

b.   Engaging in mutual adjustment 

c.   Creating value 

d.   Negotiating from power exclusively 

e.   Managing conflict  

 

14. Which of the following best describes the process through which individuals connect to their environment? 

a.   Cognition 

b.   Communication 

c.   Emotive influence 

d.   Perception 

e.   Rationality 

 

15. Which of the following is an acceptable means of communication in negotiation? 

a.   Questioning 

b.   Active listening 

c.   Positive eye contact and body language 

d.   Non-polarizing language 

e.   All of the above 

 

16. All of the following statements about gender in negotiation are true, except: 

a.   Men and women do not conceive of negotiations in different ways 

b.   Men and women communicate differently in negotiation 

c.   Men and women are treated differently in negotiation 

d.   Similar tactics have different effects when used by men versus women 

e.   Gender stereotypes affect negotiator performance 

17. All of the following are recommended ways to brainstorm alternative solutions when using integrative negotiation, except: 

a.   Judging and evaluating options when first presented 

b.   Eliciting the input of outsiders 

c.   Tasking the party who caused the problem to develop a solution 

d.   Separating people from the problem 

e.   Expanding the pie of options 

 

18. Strategic negotiation planning should involve all of the foll


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