Negotiations” bma-7E/bma-8E/bma-6E/bma-9E

+Stress, in imposing deadlines, increasing workloads.

=Supplies, in form of materials, components, parts.

=Human capital in available labor supply, staff, temporary help.

=Critical services, in repairs, upkeep, technical support.

?Cooperative goals tend to shape the "power with" orientation, even between superiors and

subordinates. These goals induce higher expectations of all but one of the following. Which one?

+To reinforce or enhance existing power differences.

=For more assistance and greater support.

=For more trusting and friendly attitudes.

=For more persuasion and less coercion.

?The story about the new faculty member who might decide to volunteer to head up the "speakers" program for faculty seminars because it would put him in the center of many communications about the weekly presentations is illustrative of network structure through

+visibility

=centrality.

=coalition.

=criticality.

?The concept of criticality in a communication network involves

+the essentiality of the information that flows through the node to the organization's mission, major task, or key product.

=the degree to which the key individual can exercise discretion in how certain decisions are made or who gains access.

=how visible the task performance is to others in the organization.

=the amount of information that passes through a node, the number of transactions that occur through the node, or the degree to which the node is central to managing information.
?In which of the following five aspects of network structure would you find the role of a gatekeeper?

+Flexibility.

=Centrality.

=Criticality.

=Visibility.

=Coalitions.
?One way that lower power parties can deal with the big players in business deals and partnerships is by limiting the ways you can do business or who you can do business with and it is an example of one of the following dealings. Which one?

+Constrain yourself.

=Never do an all-or-nothing deal.

=Make yourself bigger.

=Build momentum by doing deals in sequence.

?Laboratory controlled research is much easier to conduct than field research because studying live negotiators in the middle of complex negotiation causes them to object to all but one of the following?

+they object to all of the above.

=to conduct interviews.

=to ask questions.

=to publicly report actual successes.

?Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?

+Negotiating within relationships may never end

=Negotiating within relationships takes place at a single point in time.

=Negotiation in relationships is only about the issue.

=Parties never make concessions on substantive issues.
?What key elements become more critical and pronounced when they occur within a negotiation?

+it is often impossible to anticipate the future and negotiate everything "up front."

=parties generally tackle negotiations over tough issues first in order to "get off on the right foot."

=issues on which parties truly disagree will go away with the conclusion of the negotiation.

=parties should never make concessions on substantive issues.

=All of the above are consequences of relationship negotiations.

?There are several ways that an existing relationship changes negotiation dynamics. Which one of the following is not one of those ways?

+Negotiating with relationships takes place immediately at the beginning.

=Negotiating may never end.

=Relationship preservation is the overarching negotiation goal.

=Distributive issues can be emotionally hot.

=In many negotiations, the other person is the focal problem.

?Which of the statements is supported by research in communal sharing relationships?

+All of the above statements are supported by research in communal sharing relationships.

=Parties in a communal sharing relationship are more cooperative and empathetic.

=Parties in a communal sharing relationship craft better quality agreement.

=Parties in a communal sharing relationship focus more attention on the norms that develop about their working together.
?What key elements become more critical and pronounced when they occur within a negotiation?

+the roles of reputation, trust and justice

=the agency relationship, the number of negotiation parties, and the role of emotion

=the agency relationship and the role of trust and fairness

=the structure of the constituency and the agency relationship
?Reputation in negotiations is:

+all of the above statements define reputation.

=reflective of the combination of personal characteristics.

=demonstrated behavior.

=intended images preserved over time.
?Which type of justice is about the process of determining outcomes?

+Procedural

=Distributive

=Interactive

=Systemic
?Which of the following is a major characteristic of a pre-settlement settlement?

+All of the above are characteristics of a pre-settlement settlement.

=The settlement results in a firm, legally binding written agreement between the parties.

=It occurs in advance of the parties undertaking a full-scale negotiation.

=The parties intend that the agreement will be replaced by a more clearly delineated long-term agreement which is to be negotiated.
?When people do not trust each other they are more than likely to engage in which of the following behaviors?

+Positional bargaining

=Promoting collaboration

=Communicating accurately

=Committing to a joint solution
?What are the most critical precursors for achieving negotiation objectives?

+effective strategizing and planning

=goal setting and target planning

=defining frames and setting goals

=framing and strategizing
?Which of the following is not a reason that negotiations fail?

+Understanding the strengths and weaknesses of their and the other party's positions

=Allowing insufficient time for planning

=Failing to set clear objectives

=Depending on being quick and clever during negotiations
?The less concrete and measurable goals are:

+the harder it is to communicate to the other party what we want

=the easier it is to understand what your opponent wants

=the easier it is to determine whether a particular outcome satisfies our goals

=the harder it is to restate what the initial goal was
?Which is not a difference between strategy and tactics?

+Goals

=Scale

=Perspective

=Immediacy
?A strong interest in achieving only substantive outcomes tends to support which of the following strategies?

+competitive

=collaborative

=accommodating

+competitive

=avoidance

?Which one of the following is as much a win-lose strategy as competition, although it has a decidedly different image?

+accommodation

=avoidance

=engagement

=reciprocation

?Characteristics of collaborative strategies include:

+All of the above

=Trust and openness

=Efforts to find mutually satisfying solutions

=Pursuit of goals held jointly with others