MAN 4401 FINAL EXAM
QUESTIONS AND 100% CORRECT
ANSWERS!!
The podcast you listened to for today described research which suggests that in order for
women to be viewed as influential/persuasive in a negotiation, they have to be seen as
_________________.
likeable
____________ is a useful technique for uncovering the other party's interests.
role reversal
When you have little concern about your own outcome in a negotiation and you don't
care about the relationship or the other party's outcome, you should use a
____________________ strategy.
avoidance
The answer to the question "What will happen if you cannot reach an agreement with
the other negotiator?" is ____________________________
BATNA
Establishing a personal connection with the other negotiator by asking questions,
sharing information and building a trusting and sincere working relationship is called
_____________________.
building rapport
According to the video: Falling in love with your BATNA means _____________________
accepting what is in your control and being willing to walk away.
You are in a negotiation to buy a used car. The seller's first offer is to sell the car to you
for $30,000. When you say "no," to this offer, she proposes to sell the car to you for
$23,000 - a $7,000 concession. You respond by saying that $23,000 for the car is still "too
, high." At that point, the seller offers to sell you the car for $16,000. What message is the
seller most likely sending you based on her pattern of concessions?
"I really want this deal to happen."
As a general rule, a strategy of dealing with a negotiation on an "issue-by-issue" basis
creates a greater risk of reaching an impasse than does a negotiation based on the
negotiators trading different issues depending on how important the different issues to
the different negotiators.
true
Boulwarism is a strategy where one party makes a take-it-or-leave-it offer.
true
According to the podcast, if you feel bullied in a negotiation, the best course of action is to
____________________.
leave the negotiation
A change or modification in a proposal a negotiator has previously made in the
negotiation is called a/an ______________.
concession
Which of the following is not included by French and Raven in their study of the five
major types of power that influence social relationships?
physical power
Robert Greene in the podcast interview about Applying Power in Negotiation states
that people should be judged by their outcomes, not their motives.
true
A negotiator maximizes his or her _______________ leverage when the standards, norms,
and themes the negotiator uses to justify his or her proposals are the ones the other
negotiator views as legitimate and relevant to the resolution of the parties' differences.
normative
QUESTIONS AND 100% CORRECT
ANSWERS!!
The podcast you listened to for today described research which suggests that in order for
women to be viewed as influential/persuasive in a negotiation, they have to be seen as
_________________.
likeable
____________ is a useful technique for uncovering the other party's interests.
role reversal
When you have little concern about your own outcome in a negotiation and you don't
care about the relationship or the other party's outcome, you should use a
____________________ strategy.
avoidance
The answer to the question "What will happen if you cannot reach an agreement with
the other negotiator?" is ____________________________
BATNA
Establishing a personal connection with the other negotiator by asking questions,
sharing information and building a trusting and sincere working relationship is called
_____________________.
building rapport
According to the video: Falling in love with your BATNA means _____________________
accepting what is in your control and being willing to walk away.
You are in a negotiation to buy a used car. The seller's first offer is to sell the car to you
for $30,000. When you say "no," to this offer, she proposes to sell the car to you for
$23,000 - a $7,000 concession. You respond by saying that $23,000 for the car is still "too
, high." At that point, the seller offers to sell you the car for $16,000. What message is the
seller most likely sending you based on her pattern of concessions?
"I really want this deal to happen."
As a general rule, a strategy of dealing with a negotiation on an "issue-by-issue" basis
creates a greater risk of reaching an impasse than does a negotiation based on the
negotiators trading different issues depending on how important the different issues to
the different negotiators.
true
Boulwarism is a strategy where one party makes a take-it-or-leave-it offer.
true
According to the podcast, if you feel bullied in a negotiation, the best course of action is to
____________________.
leave the negotiation
A change or modification in a proposal a negotiator has previously made in the
negotiation is called a/an ______________.
concession
Which of the following is not included by French and Raven in their study of the five
major types of power that influence social relationships?
physical power
Robert Greene in the podcast interview about Applying Power in Negotiation states
that people should be judged by their outcomes, not their motives.
true
A negotiator maximizes his or her _______________ leverage when the standards, norms,
and themes the negotiator uses to justify his or her proposals are the ones the other
negotiator views as legitimate and relevant to the resolution of the parties' differences.
normative
