Devry HRM595 week 8 Final Exam Latest 2015 October

Devry HRM595 week 8 Final Exam Latest 2015 October

Question # 00127869 Posted By: kimwood Updated on: 11/02/2015 07:53 AM Due on: 12/02/2015
Subject Business Topic General Business Tutorials:
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Devry HRM595 week 8 Final Exam Latest 2015 October

1.

Question :

Which of the following is not an intangible factor in a negotiation?

A.

the need to look good

B.

final agreed upon price on a contract

C.

the need to appear "fair" or "honorable"

D.

to maintain a good relationship

E.

All of the above are intangible factors.

Points Received:

5 of 5

Comments:

Question 2.

Question :

Responding when the other side has more power, negotiators can utilize all but one of the following alternatives.

A.

Correct the power imbalance.

B.

Introduce ultimatums.

C.

Cultivate their best alternative to a negotiated agreement (BATNA).

D.

Formulate a "trip wire alert system."

E.

Protect themselves.

Points Received:

5 of 5

Comments:

Question 3.

Question :

Which is not a difference between strategy and tactics?

A.

Scale

B.

Goals

C.

Perspective

D.

Immediacy

Points Received:

5 of 5

Comments:

Question 4.

Question :

Of the following reasons negotiators might choose not to negotiate which one is not among them?

A.

It simply may not be worth the time.

B.

The outcomes can be achieved even if negotiations don't work out.

C.

The outcomes cannot be achieved even if negotiations don't work out.

D.

If one is able to meet one's needs without having to negotiate at all.

E.

all of the above are reasons for adopting an avoidance strategy.

Points Received:

5 of 5

Comments:

Question 5.

Question :

Tactics designed to create power equalization are often employed as a way to

A.

gain advantage in a distributive bargaining situation.

B.

block the other's power moves.

C.

level the playing field.

D.

diminish the expert power of the other party.

E.

Tactics designed to create power equalization are often employed to accomplish all of the above.

Points Received:

5 of 5

Comments:

Question 6.

Question :

The process of ____________ to a position states that once people have decided something, they can be remarkable persistent in their beliefs.

A.

proof

B.

commitment

C.

reciprocity

D.

reward

E.

All of the above principles state that once people have decided something, they can be remarkable persistent in their beliefs.

Points Received:

5 of 5

Comments:

Question 7.

Question :

One of the most fundamental consequences of increasing the number of parties in a negotiation is that

A.

the negotiation situation tends to become less lucid.

B.

the negotiation situation tends to become more complex.

C.

the negotiation situation tends to become more demanding.

D.

there will be more values, interests, and perceptions to be integrated or accommodated.

E.

All of the above are fundamental consequences of increasing the number of parties in a negotiation.

Points Received:

5 of 5

Comments:

Question 8.

Question :

Negotiators should make a conscious decision about whether they are facing a fundamentally distributive negotiation, an integrative negotiation, or a

A.

combative negotiation.

B.

group negotiation.

C.

cooperative negotiation.

D.

creative negotiation.

E.

a blend of both distributive and integrative negotiation.

Points Received:

5 of 5

Comments:

Question 9.

Question :

The extent to which people perceive that they have control over events that occur is called

A.

self monitoring.

B.

locus of control.

C.

Machiavellianism.

D.

the negotiator's degree of assertiveness.

E.

None of the above describes the extent to which people perceive that they have control over events that occur.

Points Received:

5 of 5

Comments:

Question 10.

Question :

Getting the other party to reveal why he or she is sticking so strongly to a given point is an example of which of the following practices?

A.

Remember the intangibles

B.

Actively manage coalitions

C.

Savor and protect your reputation

D.

Remember that rationality and fairness is relative

E.

Master the key paradoxes

1.

Question :

(TCO D) What are the assumptions that a communicative framework for negotiation is based on and how can this information be useful to a negotiator in bargaining for a successful outcome?

Points Received:

40 of 40

Comments:

Question 2.

Question :

(TCO G) According to the text, there is research support for the proposition that men and women present approach negotiations differently. What are some of these gender-based differences and how do they affect negotiation outcomes?

Points Received:

40 of 40

Comments:

Question 3.

Question :

(TCOs H and I) It is becoming more common for negotiations to occur across cultures since organizations may have global operations. At the same time, due to the need to save on costs, many of these negotiations are being conducted online. Compare and contrast the role trust plays in an online negotiation compared to a face-to-face negotiation and how cross-cultural understanding plays a critical role in the ultimate success of these negotiations, whether face-to-face or online.

Points Received:

40 of 40

Comments:

Question 4.

Question :

(TCO E) How can parties expand the number of issues involved in a negotiation? Assess the advisability of expanding the issue as opposed to limiting the issues in negotiations.

Points Received:

40 of 40

Comments:

Question 5.

Question :

(TCO B) Define selective presentation and evaluate the ethics of its use in negotiations. Provide an example of its use in negotiations and analyze the appropriateness of the technique in reaching a settlement and preserving long-term relationships.

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