BUS4160 Unit 2 Exam
Question 1 What is the dominant force for success in negotiation?
1. A distributive vs. integrative strategy
2. The planning that takes place prior to the dialogue
3. The discussions that precedes planning sessions
4. The tactics selected in support of strategic goals . 4 points
Question 2 "Interpretation" can be defined as:
1. the process by which the receiver reacts to the sender's message.
2. the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual.
3. the facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as a set of filters for interpreting the decoded messages.
4. small amounts of perceptual information that are used to draw large conclusions about individuals. . 4 points
Question 3 the availability of information bias operates with which of the following statements? 1. Negotiators sometimes maintain commitment to a course of action even when that commitment constitutes irrational behavior on their part.
2. Thorough preparation, along with the use of a devil's advocate or reality check, can help prevent errors.
3. Information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options.
4.The tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true.
Question 4 _________ represents the point at which we realistically expect to achieve a settlement.
1. Specific target point
2. Resistance point
4. Asking price
Question 5 __________ is as much a win-lose strategy as competition, although it has a decidedly different image.
Question 6 The Endowment Effect:
1. is making attributions to the person or the situation.
2. is drawing conclusions from small sample sizes.
3. is negotiators believing that their ability to be correct or accurate is greater than actually true.
4. is the tendency to overvalue something you own or believe you possess.
Question 7 The irrational escalation of commitment bias refers to:
1. the standard against which subsequent adjustments are measured during negotiation.
2. the perspective or point of view that people use when they gather information and solve problems.
3. how easily information can be recalled and used to inform or evaluate a process of a decision.
4. a negotiator's commitment to a course of action, even when that commitment constitutes irrational behavior on his/her part.
Question 8 Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?
1. What agenda should we follow?
2. Where should we negotiate?
3. What is the time period of the negotiation?
4. How will we keep track of what is agreed to?
Question 9 Encoding can be defined as:
1. the facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as a set of filters for interpreting the decoded messages.
2. the process by which messages are put into symbolic form.
3. the process of translating messages from their symbolic form into a form that makes sense.
4. the process by which the receiver reacts to the sender's message. .
Question 10 A strong interest in achieving only substantive outcomes tends to support which of the following strategies?
Question 11 How can one use feedback strategically? Give an example of the type of feedback you could use to alter the outcome of a strategy?
Question 12 A key issue in perception and negotiation is framing. What is framing? Give an example of how framing could be used in a negotiation.
1. A distributive vs. integrative