Com 312 ASU UPDATED ACTUAL Questions and CORRECT
Answers
1. From the Lecture slides, start with your bottom False
line when determining your starting offer (or first
counteroffer):
Fall 2017
2. is based on an (intermodal) metric of value by Market Pricing
which people compare different commodities and
calculate exchange and cost/benefit ratios.
3. Referent Power is the same as: Charismatic Power
4. In what way can resources be used in negotiation? in exchange and pressure tactics
5. Establishing credibility through honest and accu- Calculus-Based Trust
rate statements is an example of:
6. Which of the following statements about source People appear more or less
credibility is true? credible because of their "pres-
ence."
7. Negotiators in communal-sharing relationships True
tend to craft better quality agreements compared
with those in other kinds of negotiations
8. Typically we think at 600 words per minute. False
9. Which is not one of the five groupings of power Third Party
from the book?
10. According to Martin Davidson, perceived issue True
complexity is an assessment of how intricate the
issues driving the conflict are.
11. Collaborate
1/7
, Com 312 ASU UPDATED ACTUAL Questions and CORRECT
Answers
Compromise and styles are the best for
achieving productive conflicts.
12. According to Behar, face in indirect-confrontation True
cultures is a person's social reputation.
13. Research has shown that likeability is less impor- True
tant than other credibility factors.
14. In general, two-sided messages are considered to True
be more effective than one-sided messages.
15. Minimizing personal self-disclosure is an example Managing Identification-Based
of: Distrust
16. The recency effect: states the tendency for the last
item presented to be the best
remembered.
17. The principle of scarcity suggests that people are False
harder to influence when they feel that they are
obtaining a scarce resource.
18. According to Deepak Malhotra, when you see the False
other party as opponents, you are more likely to
identify and implement value-creating solutions to
a problem.
19. Which style involves trying to make everyone hap- Accommodate
py, with the goal of maintaining relationships with
bosses and co-workers:
20. 1 out of 1 points False
Hynes writes that high quality decisions only oc-
2/7
Answers
1. From the Lecture slides, start with your bottom False
line when determining your starting offer (or first
counteroffer):
Fall 2017
2. is based on an (intermodal) metric of value by Market Pricing
which people compare different commodities and
calculate exchange and cost/benefit ratios.
3. Referent Power is the same as: Charismatic Power
4. In what way can resources be used in negotiation? in exchange and pressure tactics
5. Establishing credibility through honest and accu- Calculus-Based Trust
rate statements is an example of:
6. Which of the following statements about source People appear more or less
credibility is true? credible because of their "pres-
ence."
7. Negotiators in communal-sharing relationships True
tend to craft better quality agreements compared
with those in other kinds of negotiations
8. Typically we think at 600 words per minute. False
9. Which is not one of the five groupings of power Third Party
from the book?
10. According to Martin Davidson, perceived issue True
complexity is an assessment of how intricate the
issues driving the conflict are.
11. Collaborate
1/7
, Com 312 ASU UPDATED ACTUAL Questions and CORRECT
Answers
Compromise and styles are the best for
achieving productive conflicts.
12. According to Behar, face in indirect-confrontation True
cultures is a person's social reputation.
13. Research has shown that likeability is less impor- True
tant than other credibility factors.
14. In general, two-sided messages are considered to True
be more effective than one-sided messages.
15. Minimizing personal self-disclosure is an example Managing Identification-Based
of: Distrust
16. The recency effect: states the tendency for the last
item presented to be the best
remembered.
17. The principle of scarcity suggests that people are False
harder to influence when they feel that they are
obtaining a scarce resource.
18. According to Deepak Malhotra, when you see the False
other party as opponents, you are more likely to
identify and implement value-creating solutions to
a problem.
19. Which style involves trying to make everyone hap- Accommodate
py, with the goal of maintaining relationships with
bosses and co-workers:
20. 1 out of 1 points False
Hynes writes that high quality decisions only oc-
2/7
