Man 4442 Final Exam Questions With Verified Answers Latest Update 2026

MAN 4442 FINAL EXAM QUESTIONS WITH VERIFIED ANSWERS LATEST UPDATE 2026 When setting a reservation price, negotiators need to consider the following aspects of BATNA - Answers value cost availability *ALL OF THE AOBVE Choose the best example of a social dilemma below. - Answers A major water shortage has caused a city request that all residents cease filling their pools with water in order to conserve water. Nevertheless, a professional swimmer decides to fill his swimming pool in order to practice for an upcoming meet. Kathy is selling her house which she purchased 5 years ago at $200,000. If she wanted to leverage precedent to decide her listing price, what should she do? - Answers Research the price paid for similar properties in her neighborhood and adjust accordingly. One classic mistake of negotiators is: - Answers Failing to take into account the concerns of parties who are not at the negotiation table but will be affected by a potential agreement. The rule for setting targets is to base them on the other party's BATNA. - Answers True For what reasons do governments seek FDI? - Answers *All of the Above 1. economic 2.Development 3.Job Creation 4.Develop Natural Res 5.Access to technology Unless new credible information is presented, you should not change your reservation price. - Answers True When you receive an offer better than your BATNA you should stop negotiating. - Answers False Which of the below scenarios features Integrative Deal Making? - Answers The Florida state government makes a deal with a local developer to sell a plot of land that is suspected to have buried Native American artifacts in order to build a high-rise. Under the terms of the deal, the developer agrees to allocate a public space in the building that will allow the community to visit any Native American artifacts that are unearthed during the construction of the building. In the United States, culture dispute resolution negotiations tend to be direct verbal interactions between principles. - Answers True There are situations where you may not have a BATNA. - Answers False Which of the below is the best example of a precedent? - Answers In Massachusetts rent controls exist where real estate owners can't charge over a certain amount. A renter discovers that she is being overcharged for her residence and calls the landlord to complain. The landlord refuses to reduce the amount being charged for the apartment under the grounds that a contract was signed by both parties. The landlord decides to meet with his lawyer to discuss the situation who reveals that when similar cases like this one go to court, the judge always sides with the renter. The landlord acquiesces and reducing the rent being charged and provides the renter with a credit for amounts overpaid. Choose the best example of satisficing for the following example: Johnny inherited his mother's salon after she passed. Unfortunately, Johnny had very little time to run the business since he already owned and ran a very successful real estate brokerage firm. In his mind, he set his reservation price for the salon at $300,000 and listed it for $400,000. If he couldn't get anyone to meet his minimum price, he decided his BATNA would be to hire a manager to run the business for him. - Answers After extensive negotiations with a Silvia, he ended up selling the business for $301,000. When two parties or individuals are in conflict, the best way to expedite dispute resolution and allow conflicting parties to safe face is to: - Answers Involve a third party Having ________ helps negotiators fashion agreements that meet their interests - Answers Targets Is the following a true or false statement? It is important NOT to reveal your BATNA when negotiating. The reason is that when your counterpart knows your BATNA, they know you will be willing to settle for something only just slightly better than your best alternative. - Answers True What is the best example of an Anchor? - Answers At the Miami Beach Boat Show, a boat owner decides that he wants to sell his Sunseeker. A potential buyer falls in love with the boat and makes an initial offer of $700,000. Complete the following sentence: Savvy global negotiators.... - Answers ..... On occasion, parties will accept deals that are worse than their BATNA. - Answers false Focusing on positions will give you a more flexible goal han focusing on interests. - Answers False Select best example below illustrative of transaction costs. - Answers The costs of various dinners during which a client and vendor met. Which of the below scenarios features Distributive Deal Making? - Answers At the Miami Flea Market, a visitor falls in love with an antique gramophone. The sticker next to the object highlights a price of $250. The buyer offers the flea market vendor $150. The vendor denies this offer on the basis that the item is over 100 years old and is worth at least $220. The client points out that the item has a large scratch on the side and offers $200. The vendor agrees to the concession and the purchase is made. It is possible to improve one's BATNA in a negotiation - Answers True What are the five building blocks of a negotiation strategy - Answers Parties, Issues, Position, Interest, Priorities When dealing with an issue, what do negotiators need to know? - Answers Their own and their counterpart's Position, Interests and Priorities. The rule for setting targets is to base them on the other party's ______. - Answers BATNA What is the correct example of a reservation price? - Answers Prior to a listing a vehicle for sale, the owner decides that the least he is willing to sell it for is $22,500. Choose the best example of an indirect confrontation for the following situation: Peter, a local school board member hired John whom owns a local print shop to make custom T-Shirts for his son's basketball team, the Ravens. They are about to play their final game of the year and are having a party to celebrate their semi-finalist rankings. Unfortunately, the printer made a mistake and printed on Red/Blue shirts instead of Black/Blue which are the team's actual colors. - Answers Peter explains to John that the team's colors are Black/Blue instead of Red/Blue and asks John what he thinks they should do. Deal-making negotiations are usually categorized as distributive or integrative. - Answers True What is the best way to organize information for a negotiation? - Answers Using a Negotiation Planning Document (NPD). Japan would be an example of which prototype? - Answers Face People in dignity cultures respond to insult aggressively, defensively and directly to protect their self-worth - Answers False People in face cultures tend to analyze problems holistically. - Answers True Mexico would be an example of which prototype? - Answers Honor Dignity cultures tend to have egalitarian governments. - Answers True Which of the below geographical locations does not typically reflect the Honor culture? - Answers Europe According to the author, there are three main cultural prototypes: - Answers Dignity, Face and Honor In ____________, people generally are self-interested and they generally are not shy to negotiate to achieve their goals. - Answers Dignity Cultures In dignity cultures, self-worth is independent from social status and therefore stable even in situation that are more threatening to self-worth in other cultures. - Answers True Select the appropriate culture norm indicative of the following situation: John (an American) is in the process of working with Jane (that lives in Taiwan) to make an electric skateboard. John wants Jane to add a new feature to board that allows it to light up at night. The next day, John is contacted by Jane's boss to explain to him that the feature is not possible with the current BOM (Bill of Materials) cost. John doesn't understand why Jane didn't explain this to him directly instead of involving her boss. - Answers Jane acted in accordance with a face culture Hierarchy provides an institutionalized although indirect, channel for face-saving resolution of conflict. - Answers True Choose the best example of a cultural prototype below. - Answers In general, women from the Netherlands both greet and say goodbye to men and women with three cheek kisses. Canada would be an example of which prototype? - Answers Dignity The way in which a person is affected by and responds to another's offensive behavior is considered what? - Answers Sensitivity and Response to Insults Select the appropriate culture indicative of the following situation: Mme. Petit refused to sell Ms. Brett all of her Pumpkins. After Ms. Brett asked why, Mme. Petit explained that she needed the seeds. After which, an agreement was reached that Ms. Brett would buy all the pumpkins and return to Mme. Petit to provide her with the seeds. - Answers Dignity Dignity cultures are very stable hierarchical social structures - Answers False Dignity cultures feature weak governments that do little to protect individual's property rights from violence. - Answers False