Final Exam Study MGMT 6100 Questions With Complete
Solutions
1. neglecting the other side's problem Correct Answers if you
don't understand the deal from other side's perspective, you can't
solve his problem.
EX: tech company creates cheap way of detecting gas links
couldn't sell. why? EPA permitted leaks up to 1500 wile new
tech detected 8-oz leaks fearing the devise would spawn
regulatory trouble
2. letting price bulldoze other interests Correct Answers most
deals involve interests BESIDES price: positive working
relationship, social contract, deal-making process
3 levels of organizational culture Correct Answers artifacts,
values, assumptions
3 responses to power Correct Answers resistance, compliance,
commitment
3. letting positions drive out interests Correct Answers
incompatible positions may mask compatible interests. your gain
ins't necessarily opponent's loss
effective negotiators whould focus on reconciliation of interests,
not issues or positions
EX: environ. and farmers oppose dam. compatible interests
underlay irreconcilable positions: farmeres want flow,
,environmentalists want wildlife protext, power company wants
green image. agree to smaller dam, water-flow, habitat conserve,
everyone wins
360 feedback Correct Answers includes superiors,
subordinates, peers, and even customers in the appraisal process
4. searching too hard for common ground Correct Answers
different interests can give each party what it values most at min
cost for other
EX: acquirer and entrepreneur disagree on future. buyer agrees
to pay fixed amount now and contingent amount later, based on
performance. both find deal more attractive than walking away
5 skills of emotional intelligence Correct Answers self-
awareness
self-regulation
motivation
empathy
social skill
5 stages of team development Correct Answers forming,
storming, norming, performing, adjourning
5. neglecting BATNA Correct Answers BATNAs represent
actions if proposed deal isn't possible
EX: company wants to sell had 2 bidders. speculating each
might pay inflated price, seller ensures each knew rival was
looking. sold for overprice
,6 habits of merely effective negotiators Correct Answers 1.
Neglecting the Other Side's Problem
2. Letting Price Bulldoze Other Interests
3. Letting Positions Drive Out Interests
4. Searching Too Hard for Common Ground
5. Neglecting BATNA's
6. Failing to Correct for Skewed Vision
6. failing to correct for skewed vision Correct Answers two
forms of bias can prompt errors:
role bias
partisan bias
9 steps to preparing to negotiate Correct Answers 1. assess
your BATNA
2. calculate your reservation value
3. assess other party's BATNA
4. calculate other party's reservation value
5. evaluate the ZOPA
6. identify multiple interests
7. create scoring system
8. calculate package reservation value
9. identify other party's multiple interest
accommodating - conflict mgmt Correct Answers try not to
upset the other person because maintaining harmony is top.
those who accommodate are taken advantage of by the people
they accommodate
, use when issue is more important to other party, when person
seeks to build social capital, important to preserve friendly
relationship
Adam's Equity Theory Correct Answers A theory that states
that people will be motivated when they perceive that they are
being treated fairly; the idea that employees try to maintain
equity between inputs and outputs compared to others in similar
positions
Adjourning Correct Answers members prepare for
disbandment
affective (relationship) conflict Correct Answers conflict in
which individduals attack each other's personalities through
criticism, threats, insults
destructive conflict focused on emotions and differences
between two parties
Alderfer's ERG Theory Correct Answers existence,
relatedness, growth
More than one need at a time
when individuals are frustrated to satisfy one need they may
regress to another
artifacts - 5 things Correct Answers mission statement
rituals
stories
Solutions
1. neglecting the other side's problem Correct Answers if you
don't understand the deal from other side's perspective, you can't
solve his problem.
EX: tech company creates cheap way of detecting gas links
couldn't sell. why? EPA permitted leaks up to 1500 wile new
tech detected 8-oz leaks fearing the devise would spawn
regulatory trouble
2. letting price bulldoze other interests Correct Answers most
deals involve interests BESIDES price: positive working
relationship, social contract, deal-making process
3 levels of organizational culture Correct Answers artifacts,
values, assumptions
3 responses to power Correct Answers resistance, compliance,
commitment
3. letting positions drive out interests Correct Answers
incompatible positions may mask compatible interests. your gain
ins't necessarily opponent's loss
effective negotiators whould focus on reconciliation of interests,
not issues or positions
EX: environ. and farmers oppose dam. compatible interests
underlay irreconcilable positions: farmeres want flow,
,environmentalists want wildlife protext, power company wants
green image. agree to smaller dam, water-flow, habitat conserve,
everyone wins
360 feedback Correct Answers includes superiors,
subordinates, peers, and even customers in the appraisal process
4. searching too hard for common ground Correct Answers
different interests can give each party what it values most at min
cost for other
EX: acquirer and entrepreneur disagree on future. buyer agrees
to pay fixed amount now and contingent amount later, based on
performance. both find deal more attractive than walking away
5 skills of emotional intelligence Correct Answers self-
awareness
self-regulation
motivation
empathy
social skill
5 stages of team development Correct Answers forming,
storming, norming, performing, adjourning
5. neglecting BATNA Correct Answers BATNAs represent
actions if proposed deal isn't possible
EX: company wants to sell had 2 bidders. speculating each
might pay inflated price, seller ensures each knew rival was
looking. sold for overprice
,6 habits of merely effective negotiators Correct Answers 1.
Neglecting the Other Side's Problem
2. Letting Price Bulldoze Other Interests
3. Letting Positions Drive Out Interests
4. Searching Too Hard for Common Ground
5. Neglecting BATNA's
6. Failing to Correct for Skewed Vision
6. failing to correct for skewed vision Correct Answers two
forms of bias can prompt errors:
role bias
partisan bias
9 steps to preparing to negotiate Correct Answers 1. assess
your BATNA
2. calculate your reservation value
3. assess other party's BATNA
4. calculate other party's reservation value
5. evaluate the ZOPA
6. identify multiple interests
7. create scoring system
8. calculate package reservation value
9. identify other party's multiple interest
accommodating - conflict mgmt Correct Answers try not to
upset the other person because maintaining harmony is top.
those who accommodate are taken advantage of by the people
they accommodate
, use when issue is more important to other party, when person
seeks to build social capital, important to preserve friendly
relationship
Adam's Equity Theory Correct Answers A theory that states
that people will be motivated when they perceive that they are
being treated fairly; the idea that employees try to maintain
equity between inputs and outputs compared to others in similar
positions
Adjourning Correct Answers members prepare for
disbandment
affective (relationship) conflict Correct Answers conflict in
which individduals attack each other's personalities through
criticism, threats, insults
destructive conflict focused on emotions and differences
between two parties
Alderfer's ERG Theory Correct Answers existence,
relatedness, growth
More than one need at a time
when individuals are frustrated to satisfy one need they may
regress to another
artifacts - 5 things Correct Answers mission statement
rituals
stories
