MAN 4401 END TERM EXAM
QUESTIONS AND 100% CORRECT
ANSWERS!!
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
, A power tactic that involves using a direct and forceful approach to push your own agenda
and/or attack the other party's position is assertiveness
true
Concessions are anything that you give up in a negotiation
true
Which of the following is a power tactic that involves obtaining the support and forming
an alliance with others?
coalition building
The first component of integrative negotiation involves depersonalizing the problem so
the focus is on the actual problem and not the individuals involved
true
Asking open ended questions is the best way to identify the others party's needs.
true
It is best to use subjective criteria to evaluate alternatives
false
How much to share with the other party depends on your personality and value system,
the situation, and your relationship with the other party.
true
QUESTIONS AND 100% CORRECT
ANSWERS!!
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
, A power tactic that involves using a direct and forceful approach to push your own agenda
and/or attack the other party's position is assertiveness
true
Concessions are anything that you give up in a negotiation
true
Which of the following is a power tactic that involves obtaining the support and forming
an alliance with others?
coalition building
The first component of integrative negotiation involves depersonalizing the problem so
the focus is on the actual problem and not the individuals involved
true
Asking open ended questions is the best way to identify the others party's needs.
true
It is best to use subjective criteria to evaluate alternatives
false
How much to share with the other party depends on your personality and value system,
the situation, and your relationship with the other party.
true
