BUSMHR 2292 LEARNING ASSESSMENT
#2 EXAM QUESTIONS AND ANSWERS
3 steps in the Negotiation timeline - Correct Answers -Preparation, Execution, Debrief
something that we do ALL THE TIME, not just for business - Correct Answers -
Negotiation
in negotiations, the person with no emotion, "middle man", keeps things in perspective -
Correct Answers -mediator
Negotiation in which there is a FIXED amount of resources being divided between
parties - Correct Answers -distributive
Buying a car is an example of which kind of negotiation? - Correct Answers -distributive
Negotiation in which mutual problem solving is used to enlarge the assets being divided
- Correct Answers –integrative
keep promises, agreements, contracts, and other commitments (ethical principle) -
Correct Answers -reliability
conduct business in a truthful and open manner (ethical principle) - Correct Answers -
transparency
respect the dignity of all people (ethical principle) - Correct Answers -dignity
deal fairly with all parties -- fair treatment and processes (ethical principle) - Correct
Answers -fairness
act as responsible members of the community with respect for law and regulation
(ethical principle) - Correct Answers -citizenship
Labor negotiation is an example of which kind of negotiation? - Correct Answers -
integrative
, Negotiation in which parties have identical alignment on an issue - Correct Answers -
congruent
Job assignment of location is an example of which kind of negotiation? - Correct
Answers -congruent
the price one party most desires (best case scenario for a negotiated agreement) -
Correct Answers -aspirational price
the price one party least desires (worst case scenario for a negotiated agreement but
better than not making a deal at all) - Correct Answers -reservation price
difference between the buyer's reservation price and the seller's reservation price. If
positive, then an agreement is likely. If negative, then an agreement is unlikely - Correct
Answers -bargaining zone
#1 source of power in a negotiation (acronym) - Correct Answers -BATNA (best
alternative to a negotiated agreement)
Put the steps for planning a negotiation in order
A. Conduct research
B. Establish your desires
C. Develop tactics and technique
D. Establish what you are willing to give up
E. Understand what authority you have to make a deal - Correct Answers -B, D, E, A, C
The behaviors through which individuals influence other people and groups of people to
think, do, and feel things that they otherwise would not think, do, and feel. - Correct
Answers -leadership
___________________ leadership is BOTH about 1. how we influence other and 2.
what it is that we're trying to change about them - Correct Answers -principled
__________________ leadership aligns a leader's behaviors and a leader's values -
Correct Answers -principled
what are the 3 faces of the BUILD leadership model? - Correct Answers -stewardship,
relational skills, self-leadership
individuals who act as their own leaders by observing, modifying, and regulating their
behaviors in order to achieve personal goals (which face of BUILD leadership model?) -
Correct Answers -self-leadership
abilities needed to effectively complete duties in a way that prioritizes the rights and
needs of the followers one serves, and having a sense of obligation to consider the
#2 EXAM QUESTIONS AND ANSWERS
3 steps in the Negotiation timeline - Correct Answers -Preparation, Execution, Debrief
something that we do ALL THE TIME, not just for business - Correct Answers -
Negotiation
in negotiations, the person with no emotion, "middle man", keeps things in perspective -
Correct Answers -mediator
Negotiation in which there is a FIXED amount of resources being divided between
parties - Correct Answers -distributive
Buying a car is an example of which kind of negotiation? - Correct Answers -distributive
Negotiation in which mutual problem solving is used to enlarge the assets being divided
- Correct Answers –integrative
keep promises, agreements, contracts, and other commitments (ethical principle) -
Correct Answers -reliability
conduct business in a truthful and open manner (ethical principle) - Correct Answers -
transparency
respect the dignity of all people (ethical principle) - Correct Answers -dignity
deal fairly with all parties -- fair treatment and processes (ethical principle) - Correct
Answers -fairness
act as responsible members of the community with respect for law and regulation
(ethical principle) - Correct Answers -citizenship
Labor negotiation is an example of which kind of negotiation? - Correct Answers -
integrative
, Negotiation in which parties have identical alignment on an issue - Correct Answers -
congruent
Job assignment of location is an example of which kind of negotiation? - Correct
Answers -congruent
the price one party most desires (best case scenario for a negotiated agreement) -
Correct Answers -aspirational price
the price one party least desires (worst case scenario for a negotiated agreement but
better than not making a deal at all) - Correct Answers -reservation price
difference between the buyer's reservation price and the seller's reservation price. If
positive, then an agreement is likely. If negative, then an agreement is unlikely - Correct
Answers -bargaining zone
#1 source of power in a negotiation (acronym) - Correct Answers -BATNA (best
alternative to a negotiated agreement)
Put the steps for planning a negotiation in order
A. Conduct research
B. Establish your desires
C. Develop tactics and technique
D. Establish what you are willing to give up
E. Understand what authority you have to make a deal - Correct Answers -B, D, E, A, C
The behaviors through which individuals influence other people and groups of people to
think, do, and feel things that they otherwise would not think, do, and feel. - Correct
Answers -leadership
___________________ leadership is BOTH about 1. how we influence other and 2.
what it is that we're trying to change about them - Correct Answers -principled
__________________ leadership aligns a leader's behaviors and a leader's values -
Correct Answers -principled
what are the 3 faces of the BUILD leadership model? - Correct Answers -stewardship,
relational skills, self-leadership
individuals who act as their own leaders by observing, modifying, and regulating their
behaviors in order to achieve personal goals (which face of BUILD leadership model?) -
Correct Answers -self-leadership
abilities needed to effectively complete duties in a way that prioritizes the rights and
needs of the followers one serves, and having a sense of obligation to consider the
