Csr 344 exam 1 Study guides, Class notes & Summaries

CSR 344 Negotiations Exam Questions with Complete Solutions Negotiation - ANSWER is "a form of decision making in which two or more parties talk with one another in an effort to resolve their opposing interests". Bargaining - ANSWER is used to describe competitive win-lose situations such as haggling over the price of that item that happens at a flea market. Walk-Away Price - ANSWER The price below which the negotiator walks away from the deal Negotiation Characteristics - ...

CSR 344 midterm Exam Questions with Correct Answers What are the three reasons negotiations occur? - CORRECT ANSWER 1)to agree on how to share or divide a limited resource such as land, property or time 2) to create something new that neither party could do on their own 3) to resolve a problem or dispute between parties What is the difference between bargaining and negotiation? - CORRECT ANSWER The term bargaining describes a competitive, "win-lose" situation such as ha...

CSR 344 Final Exam Questions with Complete Solutions KAR Global is a Fortune 700 company headquartered in Carmel, Indiana. - ANSWER True Influence can be described as: - ANSWER Both art and science The two routes to influence are: - ANSWER Central and Peripheral Route Fear, Uncertainty and Doubt... - ANSWER -rarely works, especially on seasoned negotiators -a 3rd way, or route, for Influence. Letting others draw their own conclusions is powerful. - A...

CSR 344 midterm Exam Questions with Complete Solutions What are the three reasons negotiations occur? - ANSWER 1)to agree on how to share or divide a limited resource such as land, property or time 2) to create something new that neither party could do on their own 3) to resolve a problem or dispute between parties What is the difference between bargaining and negotiation? - ANSWER The term bargaining describes a competitive, "win-lose" situation such as haggling over a pri...

CSR 344 Exam 1 2023 Questions with All Correct Answers Why should negotiators should be familiar with distributive bargaining? - ANSWER o Independent situations require knowing how this works in order to do well o Need to know how to counter the effects of the strategies Distributive Bargaining - ANSWER o Competitive or win-lose bargaining o The goals of one party are usually in fundamental and direct conflict with the goals of the other party o Resources are fixed and li...

CSR 344 Exam 1 Questions and Answers All Correct Integrative Negotiation - ANSWER Meets goals of all parties (win/win) ex. Wedding Distributive Negotiation - ANSWER Several Prices in play at once (win/lose) ex. Car Sales Preparation - ANSWER Set target point, aspiration point, walkaway, resistance point, asking price, initial offer Alternatives - ANSWER Give negotiator power to walk away Negotiation - ANSWER A form of decision making in which ...

CSR 344 Exam 2 Questions with All Correct Answers Ethics - ANSWER Broadly applied social standards for what is right or wrong in a particular situation or a process for setting those standards. Morals - ANSWER Individual beliefs for what is right or wrong. 4 strategies for evaluating strategies and tactics in business and negotiations: - ANSWER Choose a course of action on the basis of... 1. Results I expect to achieve. 2. My duty to uphold rules and principles 3. T...

CSR 344 REVIEW QUESTIONS FOR FINAL EXAM – Purdue University CSR 344 REVIEW QUESTIONS FOR FINAL EXAM Wednesday, December 17th, 1:00pm to 3:00 pm, KRAN G016 CHAPTER 5: PERCEPTION, COGNITION, AND EMOTION (p. 112-135) 1. DEFINE PERCEPTION (P.113). Perception is: • A “sense-making” process where people interpret their environment so they can respond appropriately. • The process by which individuals connect to their environment. • Many things influence how a person unders...

CSR 344 Exam 1_ 2020 – Purdue University • Question 1 1 out of 1 points The first iteration through the planning process should be firm, and the negotiator should be inflexible and not modify and adjust previous steps as new information becomes available Correct Answer: False • Question 2 0 out of 2 points Which is not a characteristic of a negotiation or a bargaining situation? Correct Answer: an established set of rules • Question 3 2 out ...