Organizational Negotiation - 12455

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  • From: Business,
  • Due on: Sun 15 Jul, 2012 (08:15pm)
  • Asked on: Sun 15 Jul, 2012
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  1. The “Big Five” personality factors in negotiation included all of the following except:

a.    Extroversion

b.    Agreeableness

c.    Tenacity

d.    Conscientiousness

e.    Emotional Stability


  1. 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


  1. Which of the following approaches is inconsistent with interest-based negotiation?

a.    Separating the people from the problem

b.    Identifying shared interests

c.    Fully exploring the problem

d.    “Low-balling” and “high-balling” opening efforts

e.    Inventing options for mutual gain


  1. In distributive bargaining, which of the following is not advisable when making concessions?

a.    Give yourself enough room to make concessions

b.    Make important concessions early in the process

c.    Make the other party work harder for every concession you make

d.    Do not reveal your deadline to the other party

e.    Concede slowly and in small increments


  1. 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.    Procedure complexity adds to the negotiation challenges

e.    They are strategically more complex


  1. Effective group decision-making tests assumptions and inferences

a.    True

b.    False


  1. Negotiation “strategy” and negotiation “tactic” are, in essence, different concepts.


a.    True

b.    False



  1.  To maximize the potential for a successful resolution, prudent conflict

      managers analyze and consider the interests of which of the following   



a.    Agents

b.    Constituents

c.    Advocates

d.    Parties

e.    All  of the above


  1.  In which of the following cultures would a friendly, trusting, and 

      relationship-building negotiation protocol be highly valued?


a.    Mexican

b.    Italian

c.    Russia

d.    Japanese

e.    Brazilian


  1. Which of the following is not a typical characteristic of cooperative



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



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