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Mgt 557 final exam latest assignment

MGT 557 Final Exam

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Mgt 557 final exam latest assignment

1) To most people the words bargaining and negotiation are

A.

mutually exclusive

B.

interchangeable

C.

not related

D.

Interdependent

2) Whereas distributive bargaining is often characterized by mistrust and

suspicion, integrative negotiation is characterized by which of the

following?

A.

Obligation and perseverance

B.

Avoidance and compromise

C.

Influence and persuasiveness

D.

Trust and openness

E.

Cognition and emotion

3) Distributive bargaining strategies

A.

are the most efficient negotiating strategies to use

B.

are used in all interdependent relationships

C.

are useful in maintaining long-term relationships

D.

can cause negotiators to ignore what the parties have in common

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Mgt 557 final exam latest assignment

4)Good distributive bargainers will

A.

begin negotiations with the other party with an opening offer close to

their own resistance point

B.

ensure that there is enough room in the bargaining range to make some

concessions

C.

accept an offer that is presented as a fait accompli

D.

immediately identify the other party’s target point

5) Whichof the following processes is central to achieving almost all

integrative agreements?

A.

Moderating the free flow of information to ensure that each party’s

position is accurately stated

B.

Exchanging information about each party’s position on key issues

C.

Emphasizing the commonalties between the parties

D.

Searching for solutions that maximize the substantive outcome for both

parties

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Mgt 557 final exam latest assignment

6) Which of the following 5-step processes has been used successfully in

a collective bargaining situation?

A.

Commitment, explanation, validation, prioritization, negotiation

B.

Commitment, exploration, verification, prioritization, negotiation

C.

Collaboration, explanation, validation, prioritization, negotiation

D.

Collaboration, exploration, verification, prioritization, negotiation

7) Which of the following is one of the five linguistic dimensions of

making threats?

A.

The use of inclusive language

B.

The conveyance of verbal immediacy

C.

The degree of lexical homogeneity

D.

The extent of low-power language style

8) Gibbons, Bradac, and Busch suggest that threats can be made more

credible and more compelling by using

A.

positively polarized descriptions of the other party

B.

low immediacy

C.

high intensity

D.

low verbal diversity

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Mgt 557 final exam latest assignment

9) The concept of duty ethics states that

A.

the rightness of an action is determined by evaluating the pros and cons of

its consequences

B.

the rightness of an action is determined by existing laws and contemporary

social standards that define what is right and wrong and where the line is

C.

the rightness of an action is based on the customs and norms of a particular

society or community

D.

the rightness of an action is based on one’s conscience and moral standards

10) Ethical criteria for judging appropriate conduct define

A.

what is wise based on trying to understand the efficacy of the tactic and the

consequences

B.

it might have on the relationship with the other

C.

what a negotiator can actually make happen in a given situation

D.

what is appropriate as determined by some standard of moral conduct

E.

what the law defines as acceptable practice

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11) Audiences hold negotiators accountable in all but one of the following ways:

A.

When the negotiator’s performance is visible

B.

When the audience is dependent upon the negotiator for their outcomes

C.

When the negotiating agents were members of a group that developed the

negotiating position

D.

When the audience is able to judge how well a negotiator performs

E.

When the audience insists that the negotiator be tough, firm

12) Which of the following would you not likely find the use of an agent in

negotiations?

A.

When your natural conflict style is to compromise, accommodate, or avoid

B.

When the agent has special friends, relationships or connections that he or she can

use to contact the right people to get a deal done

C.

When the representative has better negotiation skills than you

D.

When you need to repair a damaged relationship

E.

When you are emotionally involved in an issue or problem

13) Which of the following is a property of a coalition?

A.

A coalition is a non-interacting group of individuals.

B.

A coalition is dependent on the formal structure of the organization.

C.

A coalition consists of mutually perceived membership.

D.

A coalition is focused on a goal or goals internal to the coalition.

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Mgt 557 final exam latest assignment

14) Which of the following lists three of the major types of coalitions?

A.

Potential coalitions, operating coalitions, and recurring coalitions

B.

External coalitions, operating coalitions, and recurring coalitions

C.

Latent coalitions, established coalitions, and potential coalitions

D.

Established coalitions, operating coalitions, and temporary coalitions

15) What is the result of procedural complexity in multiparty negotiations?

A.

The fewer the number of parties, the more complex the decision-making

process becomes.

B.

The increased number of negotiators will streamline the decision-making

process.

C.

Negotiators can ignore the problem of multiple related issues.

D.

Negotiators will probably have to devote discussion time to how they will

manage the process to arrive at the type of solution or agreement they want.

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16) Research on gender characteristics in negotiation

A.

has shown a strength in the use of gender as the independent variable

B.

has yielded consistent findings to document significant differences

between male and female negotiators

C.

has found there are differences in how males and females negotiate, but

these differences are difficult to detect

D.

has a generalized influence on the dependent variables in a negotiation

17) Self-efficacy

A.

is a perception of the extent to which external circumstances control the

negotiation

B.

refers to the extent to which people perceive that they have control over

events which occur

C.

is the negotiator’s capacity to understand the other party’s point of view

during a negotiation

D.

is considered to be a judgment about one’s ability to behave effect lively

in a given situation

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Mgt 557 final exam latest assignment

18) 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

19) We use the term culture to refer to the

A.

religious beliefs of a group of people

B.

ethnicity of a group of people

C.

geographic nationality of a group of people

D.

shared values and beliefs of a group of people

20) Which of the following is an immediate context factor in cross-cultural

negotiations?

A.

External stakeholders

B.

Instability

C.

International economic factors

D.

Relationship between negotiators

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Mgt 557 final exam latest assignment

21) Which of the following lists the stages of the perceptual process in

the correct order?

A.

Stimulus, translation, attention, recognition, behavior

B.

Stimulus, behavior, translation, attention, recognition

C.

Stimulus, attention, recognition, translation, behavior

D.

Behavior, stimulus, recognition, attention, translation

22) The chilling effect states that

A.

If negotiators anticipate that their own failure to agree will lead to a

binding arbitration, they lose their incentive to work seriously for a

negotiated settlement

B.

when arbitration is anticipated as a result of the failure of parties to

agree, negotiators may lose interest in the process of negotiating

C.

as the frequency of arbitration increases, disenchantment with the

adequacy and fairness of the process develops, and the parties may

resort to other means to resolve their disputes

D.

perceived patterns of partiality toward one side may jeopardize the

arbitrator’s acceptability in future disputes

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Mgt 557 final exam latest assignment

23) Which of the following is heavily involved in helping to establish or

enhance communication and dispute resolution skills that the parties

can then apply to the immediate dispute and future communication?

A.

Process consultants

B.

Arbitrators

C.

ADR systems

D.

Mediators

24) Negotiators always run the risk of encountering other parties who,

for any number of reasons, are difficult negotiators. That difficulty may

be intentional or due to

A.

inexperience

B.

philosophical differences

C.

inadequate skill

D.

lack of sophistication

E.

a psychological imbalance

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Mgt 557 final exam latest assignment

25) In the imaging process, parties in conflict are asked to engage in

the following activities in what order?

A.

Describe how they see themselves, state how they think the other party

would describe them, describe how the other party appears to them,

state how they think the other party sees themselves

B.

Describe how they see themselves; describe how the other party

appears to them, state how they think the other party would describe

them, state how they think the other party sees themselves

C.

Describe how the other party appears to them, state how they think the

other party sees themselves, describe how they see themselves, state

how they think the other party would describe them

D.

State how they think the other party would describe them, state how

they think the other party sees themselves, describe how they see

themselves, describe how the other party appears to them

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26) The strategy of disarmament includes:

A.

Providing some distance from the conflict and from one’s own emotions

B.

Negotiating directly and openly the rules of the negotiation process

C.

Helping the other party thinks about the consequences of not reaching an

agreement

D.

Expressing one’s own views clearly and considerately

E.

Asking open-ended questions

27) Negotiation is fundamentally a skill involving analysis and _____________ that

everyone can learn.

A.

preparation

B.

cooperation

C.

communication

D.

process

E.

Innovation

28) At the top of the best practice list for every negotiator is

A.

managing coalitions

B.

diagnosing the structure of the negotiation

C.

remembering the intangibles

D.

preparation

E.

protecting your reputation

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Mgt 557 final exam latest assignment

29) 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

30) The goal of most negotiations is achieving which of the following?

A.

A final settlement

B.

A valued outcome

C.

An agreement per se

D.

A value claiming goal

E.

A value creating goal

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Mgt 557 final exam latest assignment

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557 Final Exam (Latest). The author is working in the field of

education from last 5 years. This article covers the questions &

answers of MGT 557 Complete Course from University of

Phoenix. Other topics in the class are as follows:

MGT 557 Final Exam (Latest)

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