MAN 4401 EXAM 4 QUESTIONS AND
100% CORRECT ANSWERS!!
Reputation is
intended images preserved over time. a perceptual identity. demonstrated behavior.
All but one of the following actions contributes to increase identification-based trust.
Which one does not contribute?
Monitor the other party's actions.
In this kind of relationship, people see others as interchangeable because the deal is more
important than the relationship.
Market pricing
How parties treat each other in one-to-one relationships is the process of which of
the following justices?
Interactional
Apologies, explanations, accounts, and so forth are all efforts to
minimize the circumstances by which future violation may occur. address the intent of the trust
violator. manage the consequences of the action.
Which of the following parameters shapes our understanding of relationship
negotiation strategy and tactics?
Negotiating within relationships may never end.
Because relationship negotiations are never over,
, it is often impossible to anticipate the future and negotiate everything "up front."
Chapter 11 - 26/30
Chapter 11
Even if the speech is ritualistic, the "harmony-and-light speech"
indicates that the parties are adamant in their positions. is a clear sign that negotiators will use
the media to communicate to audiences. communicates that the other negotiator is interested in
building a personal relationship.
Which of the following options is one of the four basic strategies to influence
audience effects?
increase concessions on both sides by cutting off visibility from the audiences
Under which of the following conditions should a negotiator choose to forego an agent and
attempt negotiations alone?
when the "image" of being represented by an agent may make the other side less likely to agree
Researchers found that negotiators who believed they were under surveillance
were more likely to use threats, commitment tactics and put downs of their opponents.
When a human resource manager (agent) is helping a new recruit obtain a good starting
salary with the company, the agent is acting in this role when they act as a surrogate
agent for the new recruit to make sure the recruit gets the best starting salary possible
from the company.
the role of advocate
Communications through bystanders may occur
as an effort to build alliances and support for one's own position. as an explicit and conscious
tactic to exert influence on the other party. as a result of the natural tendency for conflict to
proliferate and envelop innocent bystanders.
100% CORRECT ANSWERS!!
Reputation is
intended images preserved over time. a perceptual identity. demonstrated behavior.
All but one of the following actions contributes to increase identification-based trust.
Which one does not contribute?
Monitor the other party's actions.
In this kind of relationship, people see others as interchangeable because the deal is more
important than the relationship.
Market pricing
How parties treat each other in one-to-one relationships is the process of which of
the following justices?
Interactional
Apologies, explanations, accounts, and so forth are all efforts to
minimize the circumstances by which future violation may occur. address the intent of the trust
violator. manage the consequences of the action.
Which of the following parameters shapes our understanding of relationship
negotiation strategy and tactics?
Negotiating within relationships may never end.
Because relationship negotiations are never over,
, it is often impossible to anticipate the future and negotiate everything "up front."
Chapter 11 - 26/30
Chapter 11
Even if the speech is ritualistic, the "harmony-and-light speech"
indicates that the parties are adamant in their positions. is a clear sign that negotiators will use
the media to communicate to audiences. communicates that the other negotiator is interested in
building a personal relationship.
Which of the following options is one of the four basic strategies to influence
audience effects?
increase concessions on both sides by cutting off visibility from the audiences
Under which of the following conditions should a negotiator choose to forego an agent and
attempt negotiations alone?
when the "image" of being represented by an agent may make the other side less likely to agree
Researchers found that negotiators who believed they were under surveillance
were more likely to use threats, commitment tactics and put downs of their opponents.
When a human resource manager (agent) is helping a new recruit obtain a good starting
salary with the company, the agent is acting in this role when they act as a surrogate
agent for the new recruit to make sure the recruit gets the best starting salary possible
from the company.
the role of advocate
Communications through bystanders may occur
as an effort to build alliances and support for one's own position. as an explicit and conscious
tactic to exert influence on the other party. as a result of the natural tendency for conflict to
proliferate and envelop innocent bystanders.
