MAN 4401 END TERM EXAM QUESTIONS
AND 100% CORRECT ANSWERS!!
The best possible outcome in a negotiation is when one party gets exactly what they wanted
regardless of whether or not the other party is satisfied.
false
Successful negotiators know that people respond to incentives and that you can often get
more for yourself by understanding and offering the other party what she wants.
true
As long as you have identified your interests and issues, there is no need to prioritize them.
false
Negotiations are more likely to be Integrative when you:
have on ongoing relationship with the other party
Which of the following is the best sequence to follow in preparing for a negotiation?
1. indentify the potential interests and issues
2. identify and prioritized the relevant interests and issues
3. consider your alternatives
4. think about what you want to say and how you will say it
5. anticipate what the other party will say
Reciprocity is the notion that if someone does something for you, you owe them
true
, Research shows that negotiators who set challenging goals consistently achieve better
outcomes than those who don't.
true
The settlement point is what the parties actually agree upon
true
What does BATNA stand for?
best alternative to a negotiated agreement
Which of the following is not defined when preparing a negotiation?
settlement point
According to the Dual Concerns Model if your concern about your own outcome is low and
your concern for the other party's outcomes is high, your approach would be:
accommodating yielding
A car salesman focusing on getting the best value and price for the customer is using the
distributive strategy
false
Alternative Dispute Resolution (ADR) includes any means of settling disputes outside of the
court room
true
AND 100% CORRECT ANSWERS!!
The best possible outcome in a negotiation is when one party gets exactly what they wanted
regardless of whether or not the other party is satisfied.
false
Successful negotiators know that people respond to incentives and that you can often get
more for yourself by understanding and offering the other party what she wants.
true
As long as you have identified your interests and issues, there is no need to prioritize them.
false
Negotiations are more likely to be Integrative when you:
have on ongoing relationship with the other party
Which of the following is the best sequence to follow in preparing for a negotiation?
1. indentify the potential interests and issues
2. identify and prioritized the relevant interests and issues
3. consider your alternatives
4. think about what you want to say and how you will say it
5. anticipate what the other party will say
Reciprocity is the notion that if someone does something for you, you owe them
true
, Research shows that negotiators who set challenging goals consistently achieve better
outcomes than those who don't.
true
The settlement point is what the parties actually agree upon
true
What does BATNA stand for?
best alternative to a negotiated agreement
Which of the following is not defined when preparing a negotiation?
settlement point
According to the Dual Concerns Model if your concern about your own outcome is low and
your concern for the other party's outcomes is high, your approach would be:
accommodating yielding
A car salesman focusing on getting the best value and price for the customer is using the
distributive strategy
false
Alternative Dispute Resolution (ADR) includes any means of settling disputes outside of the
court room
true
