CSR 344 Final Exam Questions with Complete Solutions

CSR 344 Final Exam Questions with Complete Solutions KAR Global is a Fortune 700 company headquartered in Carmel, Indiana. - ANSWER True Influence can be described as: - ANSWER Both art and science The two routes to influence are: - ANSWER Central and Peripheral Route Fear, Uncertainty and Doubt... - ANSWER -rarely works, especially on seasoned negotiators -a 3rd way, or route, for Influence. Letting others draw their own conclusions is powerful. - ANSWER True In the peripheral route there are never "automatic influences" - ANSWER False In the Peripheral Route, source characteristics include: - ANSWER -Credibility -Qualifications/Expertise -Reputation -Self-Presentation Relationship types include: - ANSWER -Communal Sharing -Authority Ranking -Equality Matching -Market Pricing Reputation, trust, and fairness are central components of: - ANSWER Relationships At the root of all negotiations is: - ANSWER -Trust -Honesty A negotiating dyad is best described as a... - ANSWER One-on-one (1:1) negotiation. Agent - ANSWER A negotiator not acting for him/herself, but for others. Constituency - ANSWER Individuals that a negotiator represents. Third-parties - ANSWER People drawn into a negotiation specifically for the purpose of helping to resolve it. Audience - ANSWER People not directly involved in or affected by a negotiation. Which of these are good advice for working with an Agent? (Choose all that apply) - ANSWER -Establish compatibility with Agent -Agent should be well-versed in the other party's interests and priorities. -Be clear about reporting frequency and quality -Be clear about expectations - Should be involved in prep and plan Fence-sitters are valuable in a coalition because they are trustworthy and can see both sides of an issue. - ANSWER False How do coalitions start? (Choose all that apply) - ANSWER -A Founder has an extensive network. -Allies find other allies. Rather than relying on research about how gender influences negotiation, a great alternative is an understanding of... - ANSWER Myers-Briggs Type Indicator There is a simple answer of how gender plays a role in negotiation. - ANSWER False In negotiation, men tend to focus on "interaction" rather than task-specific goals. - ANSWER False In negotiation, women see negotiation as a behavior within relationships. - ANSWER True The following are Interventions for overcoming gender differences (choose all that apply). - ANSWER -Cognitive -Motivational Which of the following are among the Ten Best Practices for Negotiators? (Choose all that apply) - ANSWER -Be prepared -Diagnose the fundamental structure of the negotiation -Identify and work the BATNA