MAN 4401 EXAM PRACTICE QUESTIONS
AND 100% CORRECT ANSWERS!!
-
Know the big 5 model of personality
- collaborating
- compromising
- competing
- avoiding
- accommodating
At a high level understand how the big 5 traits relates to economic negotiation
outcomes, cooperation in negotiation, and supervisor ratings of negotiation performance
OCEAN
Openness to experience
Consciousness
Extroversion
Agreeableness
Neuroticism
How can competitive negotiators improve their negotiation outcomes?
1. Focus on value creation not exclusively value claiming
2. Ask more questions than you think you should
3. Focus on fairness
4. Hire relationship manager
5. Good faith bargaining. Keep your word
6. Focus on long term relationship
How can cooperative negotiators improve their negotiation outcomes?
, 1. Avoid becoming anchored by your reservation price
2. Develop BATNA
3. Get agent and delegate negotiation task
4. Find a constituency. Be accountable.
5. Monitor your concessions. Rehearse not saying yes to the first offer
What is competing in the big 5 model?
assertive and uncooperative - an individual pursues their concerns at an expense of others
What is accommodating in the big 5 model?
individual neglects their own concerns to satisfy the concerns of others
What is avoiding in the big 5 model?
individual neither pursues their concerns or the other parties
What is collaborating in the big 5 model?
working with others to find a solution that fully satisfies concerns. Digging into an issue to
find underlying needs
What is compromising in the big 5 model?
to find some expedient, mutually acceptable solution that partially satisfies all parties
What does the term emotion mean?
Fleeting state that can be fairly intense and often a result from a particular experience
- very brief
- specific feelings. Ex; sadness, anger etc
- usually accompanied by facial expressions
What does the term moods mean?
Are more chronic and not directed at someone.
- cause is often unclear
- May last longer
- generally not indicated by expressions
AND 100% CORRECT ANSWERS!!
-
Know the big 5 model of personality
- collaborating
- compromising
- competing
- avoiding
- accommodating
At a high level understand how the big 5 traits relates to economic negotiation
outcomes, cooperation in negotiation, and supervisor ratings of negotiation performance
OCEAN
Openness to experience
Consciousness
Extroversion
Agreeableness
Neuroticism
How can competitive negotiators improve their negotiation outcomes?
1. Focus on value creation not exclusively value claiming
2. Ask more questions than you think you should
3. Focus on fairness
4. Hire relationship manager
5. Good faith bargaining. Keep your word
6. Focus on long term relationship
How can cooperative negotiators improve their negotiation outcomes?
, 1. Avoid becoming anchored by your reservation price
2. Develop BATNA
3. Get agent and delegate negotiation task
4. Find a constituency. Be accountable.
5. Monitor your concessions. Rehearse not saying yes to the first offer
What is competing in the big 5 model?
assertive and uncooperative - an individual pursues their concerns at an expense of others
What is accommodating in the big 5 model?
individual neglects their own concerns to satisfy the concerns of others
What is avoiding in the big 5 model?
individual neither pursues their concerns or the other parties
What is collaborating in the big 5 model?
working with others to find a solution that fully satisfies concerns. Digging into an issue to
find underlying needs
What is compromising in the big 5 model?
to find some expedient, mutually acceptable solution that partially satisfies all parties
What does the term emotion mean?
Fleeting state that can be fairly intense and often a result from a particular experience
- very brief
- specific feelings. Ex; sadness, anger etc
- usually accompanied by facial expressions
What does the term moods mean?
Are more chronic and not directed at someone.
- cause is often unclear
- May last longer
- generally not indicated by expressions
