MGT 557 Final Exam (Latest)

1) To most people the words bargaining and negotiation are

mutually exclusive


not related


2) Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by which of the following?

Obligation and perseverance

Avoidance and compromise

Influence and persuasiveness

Trust and openness

Cognition and emotion
3) Distributive bargaining strategies

are the most efficient negotiating strategies to use

are used in all interdependent relationships

 are useful in maintaining long-term relationships

can cause negotiators to ignore what the parties have in common
4) Good distributive bargainers will

 begin negotiations with the other party with an opening offer close to their own resistance point

ensure that there is enough room in the bargaining range to make some concessions

accept an offer that is presented as a fait accompli

immediately identify the other party’s target point

 5) Which of the following processes is central to achieving almost all integrative agreements?

Moderating the free flow of information to ensure that each party’s position is accurately stated

Exchanging information about each party’s position on key issues

Emphasizing the commonalties between the parties

Searching for solutions that maximize the substantive outcome for both parties
6) Which of the following 5-step processes has been used successfully in a collective bargaining situation?

Commitment, explanation, validation, prioritization, negotiation

Commitment, exploration, verification, prioritization, negotiation

Collaboration, explanation, validation, prioritization, negotiation

Collaboration, exploration, verification, prioritization, negotiation

7) Which of the following is one of the five linguistic dimensions of making threats?

The use of inclusive language

The conveyance of verbal immediacy

The degree of lexical homogeneity

The extent of low-power language style
8) Gibbons, Bradac, and Busch suggest that threats can be made more credible and more compelling by using

positively polarized descriptions of the other party

low immediacy

high intensity

low verbal diversity
9) The concept of duty ethics states that

the rightness of an action is determined by evaluating the pros and cons of its consequences

the rightness of an action is determined by existing laws and contemporary social standards that define what is right and wrong and where the line is

the rightness of an action is based on the customs and norms of a particular society or community

the rightness of an action is based on one’s conscience and moral standards
10) Ethical criteria for judging appropriate conduct define

what is wise based on trying to understand the efficacy of the tactic and the consequences

it might have on the relationship with the other

what a negotiator can actually make happen in a given situation

what is appropriate as determined by some standard of moral conduct

what the law defines as acceptable practice

11) Audiences hold negotiators accountable in all but one of the following ways:

When the negotiator’s performance is visible

When the audience is dependent upon the negotiator for their outcomes

When the negotiating agents were members of a group that developed the negotiating position

When the audience is able to judge how well a negotiator performs

When the audience insists that the negotiator be tough, firm

12) Which of the following would you not likely find the use of an agent in negotiations?

When your natural conflict style is to compromise, accommodate, or avoid

When the agent has special friends, relationships or connections that he or she can use to contact the right people to get a deal done

When the representative has better negotiation skills than you

When you need to repair a damaged relationship

When you are emotionally involved in an issue or problem

13) Which of the following is a property of a coalition?

A coalition is a non-interacting group of individuals.

A coalition is dependent on the formal structure of the organization.

A coalition consists of mutually perceived membership.

A coalition is focused on a goal or goals internal to the coalition.

14) Which of the following lists three of the major types of coalitions?

Potential coalitions, operating coalitions, and recurring coalitions

External coalitions, operating coalitions, and recurring coalitions

Latent coalitions, established coalitions, and potential coalitions

Established coalitions, operating coalitions, and temporary coalitions

15) What is the result of procedural complexity in multiparty negotiations?

The fewer the number of parties, the more complex the decision-making process becomes.

The increased number of negotiators will streamline the decision-making process.

Negotiators can ignore the problem of multiple related issues.

Negotiators will probably have to devote discussion time to how they will manage the process to arrive at the type of solution or agreement they want.

16) Research on gender characteristics in negotiation

has shown a strength in the use of gender as the independent variable

has yielded consistent findings to document significant differences between male and female negotiators

has found there are differences in how males and females negotiate, but these differences are difficult to detect

has a generalized influence on the dependent variables in a negotiation

17) Self-efficacy

is a perception of the extent to which external circumstances control the negotiation

refers to the extent to which people perceive that they have control over events which occur

is the negotiator’s capacity to understand the other party’s point of view during a negotiation  

is considered to be a judgment about one’s ability to behave effect lively in a given situation


18) The extent to which people perceive that they have control over events that occur is called


locus of control


the negotiator’s degree of assertiveness

19) We use the term culture to refer to the

religious beliefs of a group of people

ethnicity of a group of people

geographic nationality of a group of people

shared values and beliefs of a group of people

20) Which of the following is an immediate context factor in cross-cultural negotiations?

External stakeholders


International economic factors

Relationship between negotiators

21) Which of the following lists the stages of the perceptual process in the correct order?

Stimulus, translation, attention, recognition, behavior

Stimulus, behavior, translation, attention, recognition

Stimulus, attention, recognition, translation, behavior

Behavior, stimulus, recognition, attention, translation

22) The chilling effect states that

If negotiators anticipate that their own failure to agree will lead to a binding arbitration, they lose their incentive to work seriously for a negotiated settlement

when arbitration is anticipated as a result of the failure of parties to agree, negotiators may lose interest in the process of negotiating

as the frequency of arbitration increases, disenchantment with the adequacy and fairness of the  process develops, and the parties may resort to other means to resolve their disputes

perceived patterns of   partiality toward one side may jeopardize the arbitrator’s acceptability in future disputes

23) Which of the following is heavily involved in helping to establish or enhance communication and dispute resolution skills that the parties can then apply to the immediate dispute and future communication?

Process consultants


ADR systems


24) Negotiators always run the risk of encountering other parties who, for any number of reasons, are difficult negotiators. That difficulty may be intentional or due to


philosophical differences

inadequate skill

lack of sophistication   

a psychological imbalance

25) In the imaging process, parties in conflict are asked to engage in the following activities in what order?

Describe how they see themselves, state how they think the other party would describe them, describe how the other party appears to them, state how they think the other party sees themselves

Describe how they see themselves; describe how the other party appears to them, state how they think the other party would describe them, state how they think the other party sees themselves

Describe how the other party appears to them, state how they think the other party sees themselves, describe how they see themselves, state how they think the other party would describe them

State how they think the other party would describe them, state how they think the other party sees themselves, describe how they see themselves, describe how the other party appears to them

26) The strategy of disarmament includes:

Providing some distance from the conflict and from one’s own emotions

Negotiating directly and openly the rules of the negotiation process

Helping the other party thinks about the consequences of not reaching an agreement

Expressing one’s own views clearly and considerately

Asking open-ended questions

27) Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn.






28) At the top of the best practice list for every negotiator is

managing coalitions

diagnosing the structure of the negotiation

remembering the intangibles


protecting your reputation

29) Negotiators should make a conscious decision about whether they are facing a fundamentally distributive negotiation, an integrative negotiation, or a

combative negotiation

group negotiation

cooperative negotiation

creative negotiation

a blend of both distributive and integrative negotiation

30) The goal of most negotiations is achieving which of the following?

A final settlement

A valued outcome

An agreement per se

A value claiming goal

A value creating goal


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    Attached: MGT 557 Final Exam (Latest) -.docx


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