MAN 4401 FINAL EXAM QUESTIONS AND
100% CORRECT ANSWERS!!
see all negotiation situations as win-lose/zero-sum/fixed pie situation and use the same
strategy (trying to win) in all situations.
competitors
Distributive bargaining is more likely to occur when __________________.
there is a fixed amount of resources
The tactic of first getting commitment on the price of an item and then asking the other
person to toss in a little more is known as a _____________.
nibble
Knowing your BATNA means you ______________________.
know what will happen if you don't reach an agreement
know what you would like to achieve out of the negotiations
aspiration lebel
Which of these is NOT another name for Integrative negotiations?
positional bargaining
The process of trading off low-priority issues for higher-priority issues in an integrative
negotiation is referred to as ____________________.
logrolling
One way to convert a distributive bargain into an integrative negotiation is by adding
issues to be negotiated.
true
A tool that is useful in helping negotiators to quantify and prioritize the issues for
themselves in a negotiation is a ________________.
, multi-attribute utility analysis
The podcast you listened to for today described research which suggests that in order for
women to be viewed as influential/persuasive in a negotiation, they have to be seen as
_________________.
likeable
____________ is a useful technique for uncovering the other party's interests.
role reversal
When you have little concern about your own outcome in a negotiation and you don't care
about the relationship or the other party's outcome, you should use a
____________________ strategy.
avoidance
The answer to the question "What will happen if you cannot reach an agreement with the
other negotiator?" is ____________________________
BATNA
Establishing a personal connection with the other negotiator by asking questions, sharing
information and building a trusting and sincere working relationship is called
_____________________.
building rapport
According to the video: Falling in love with your BATNA means _____________________
accepting what is in your control and being willing to walk away.
You are in a negotiation to buy a used car. The seller's first offer is to sell the car to you for
$30,000. When you say "no," to this offer, she proposes to sell the car to you for $23,000 - a
$7,000 concession. You respond by saying that $23,000 for the car is still "too high." At
that point, the seller offers to sell you the car for $16,000. What message is the seller most
likely sending you based on her pattern of concessions?
"I really want this deal to happen."
100% CORRECT ANSWERS!!
see all negotiation situations as win-lose/zero-sum/fixed pie situation and use the same
strategy (trying to win) in all situations.
competitors
Distributive bargaining is more likely to occur when __________________.
there is a fixed amount of resources
The tactic of first getting commitment on the price of an item and then asking the other
person to toss in a little more is known as a _____________.
nibble
Knowing your BATNA means you ______________________.
know what will happen if you don't reach an agreement
know what you would like to achieve out of the negotiations
aspiration lebel
Which of these is NOT another name for Integrative negotiations?
positional bargaining
The process of trading off low-priority issues for higher-priority issues in an integrative
negotiation is referred to as ____________________.
logrolling
One way to convert a distributive bargain into an integrative negotiation is by adding
issues to be negotiated.
true
A tool that is useful in helping negotiators to quantify and prioritize the issues for
themselves in a negotiation is a ________________.
, multi-attribute utility analysis
The podcast you listened to for today described research which suggests that in order for
women to be viewed as influential/persuasive in a negotiation, they have to be seen as
_________________.
likeable
____________ is a useful technique for uncovering the other party's interests.
role reversal
When you have little concern about your own outcome in a negotiation and you don't care
about the relationship or the other party's outcome, you should use a
____________________ strategy.
avoidance
The answer to the question "What will happen if you cannot reach an agreement with the
other negotiator?" is ____________________________
BATNA
Establishing a personal connection with the other negotiator by asking questions, sharing
information and building a trusting and sincere working relationship is called
_____________________.
building rapport
According to the video: Falling in love with your BATNA means _____________________
accepting what is in your control and being willing to walk away.
You are in a negotiation to buy a used car. The seller's first offer is to sell the car to you for
$30,000. When you say "no," to this offer, she proposes to sell the car to you for $23,000 - a
$7,000 concession. You respond by saying that $23,000 for the car is still "too high." At
that point, the seller offers to sell you the car for $16,000. What message is the seller most
likely sending you based on her pattern of concessions?
"I really want this deal to happen."
