MAN 4401 EXAM REVIEW
QUESTIONS AND 100% CORRECT
ANSWERS!!
Which of the following contribute to conflict's destructive image?
Misperception and bias
Conflicts with which of the following characteristics should be considered "easy to resolve"
or be settled quickly?
situations involving long-term relationships with expected future interaction
What are the two dilemmas of negotiation?
the dilemma of honesty and the dilemma of trust
Chapter 2
Chapter 2
Distributive bargaining strategies
can cause negotiators to ignore what the parties have in common.
The target point is the
point at which a negotiator would like to conclude negotiations.
Starting points
are usually contained in the opening statements each negotiator makes.
Which of the following terms does not describe the spread between both parties' resistance
points?
lowball/highball
In the distributive bargaining situation, the resistance point is
a negotiator's bottom line.
, When attempting to weaken the other party's resistance point, a negotiator may try to
reduce the other party's estimate of your cost of delay or impasse.
Negotiators can take direct action to present facts that will directly enhance their position
or make it appear stronger to the other party. Which of the following is not an example of
a direct action to alter the other party's impressions?
Picketing
All of the following tactics are ways to manipulate the cost of delay in negotiations, except
insert spies into the camp of the other party.
Negotiators need to screen information about their own positions and represent those
positions as they would like the other to believe. Which of the following statements is
not true of screening activities?
Screening activities are more important at the end of the negotiation.
Which of the following statements concerning positions taken during negotiation is true?
Research suggests that making the first offer in a negotiation is advantageous to the
negotiator making the offer.
The initial bargaining range is defined by
the opening offer and the counteroffer.
What action can be taken after the first round of offers?
insist on the original position.
make some concessions.
make no concessions.
Good distributive bargainers will
ensure that there is enough room in the bargaining range to make some concessions.
Parties feel better about a settlement when negotiations involve a(n)
progression of concessions.
QUESTIONS AND 100% CORRECT
ANSWERS!!
Which of the following contribute to conflict's destructive image?
Misperception and bias
Conflicts with which of the following characteristics should be considered "easy to resolve"
or be settled quickly?
situations involving long-term relationships with expected future interaction
What are the two dilemmas of negotiation?
the dilemma of honesty and the dilemma of trust
Chapter 2
Chapter 2
Distributive bargaining strategies
can cause negotiators to ignore what the parties have in common.
The target point is the
point at which a negotiator would like to conclude negotiations.
Starting points
are usually contained in the opening statements each negotiator makes.
Which of the following terms does not describe the spread between both parties' resistance
points?
lowball/highball
In the distributive bargaining situation, the resistance point is
a negotiator's bottom line.
, When attempting to weaken the other party's resistance point, a negotiator may try to
reduce the other party's estimate of your cost of delay or impasse.
Negotiators can take direct action to present facts that will directly enhance their position
or make it appear stronger to the other party. Which of the following is not an example of
a direct action to alter the other party's impressions?
Picketing
All of the following tactics are ways to manipulate the cost of delay in negotiations, except
insert spies into the camp of the other party.
Negotiators need to screen information about their own positions and represent those
positions as they would like the other to believe. Which of the following statements is
not true of screening activities?
Screening activities are more important at the end of the negotiation.
Which of the following statements concerning positions taken during negotiation is true?
Research suggests that making the first offer in a negotiation is advantageous to the
negotiator making the offer.
The initial bargaining range is defined by
the opening offer and the counteroffer.
What action can be taken after the first round of offers?
insist on the original position.
make some concessions.
make no concessions.
Good distributive bargainers will
ensure that there is enough room in the bargaining range to make some concessions.
Parties feel better about a settlement when negotiations involve a(n)
progression of concessions.
