MAN 4441-901 S20

75 Study Guide Questions for Second Exam

1. Self-awareness enables you to recognize how your personality characteristics facilitate or hinder your effectiveness in the negotiation process.
2. a. true
3. b. false

1. Knowing your unique personality characteristics is unrelated to your knowledge, capability, or confidence in a negotiation.
2. a. true
3. b. false

3.Understanding the other party's personality traits can give you an edge in negotiations.

a. true

b. false

4.Those with an external locus of control are likely to spend more time preparing for negotiations than internals.

a. true

b. false

5.Because men tend to use communication to assert their status and request action and use more direct, succinct language they tend to be better suited for integrative negotiations than women.

a. true

b. false

1. One principle of emotional intelligence (EQ) is that having and expressing emotions in a negotiation can be a good thing.
2. a. true
3. b. false

1. ________ prefer jobs where they can troubleshoot, respond to crises, and negotiate. They also enjoy identifying and responding to opportunities, competitive and enjoy seeking out adventure.

A.Guardians

B.Artisans

C.Rationals

D.Idealists

1. ________ prefer jobs that demand responsibility. Because they tend to focus on tradition and schedules, they enjoy improving the efficiency of processes and setting up standardized procedures.

A.Guardians

B.Artisans

C.Rationals

D.Idealists

1. ________ enjoy jobs that demand a high level of expertise and high standards of competence. They pride themselves on being independent and strong willed, caring little about political correctness and customary procedure if it wastes time and resources.

A.Guardians

B.Artisans

C.Rationals

D.Idealists

1. ________ enjoy jobs that allow them to support and encourage others. Their tendency to be enthusiastic can energize and improve the morale of others. Conflict and confrontation are not welcome as it gets in the way of creating harmonious, caring relationships.

A.Guardians

B.Artisans

C.Rationals

D.Idealists

1. ________ are concerned with logic and structure and tends to ignore feelings and neglect relationship building.

A.Cooperatives

B.Individualists

C.Opportunists

D.Utilitarians

1. Which of the following influences one's approach to negotiations?
2. Communication style
3. Gender
4. Personality attributes
5. All of the above
8. ________ self-monitors are more likely to engage in pre-negotiation planning, and thus, more likely to achieve the goals they set for a particular negotiation.
9. Cooperative
10. High
11. Low
12. Rational
15. Behavioral transparency and consistency are advantages of being or negotiating with a ________ self-monitor.
16. cooperative
17. high
18. low
19. rational

Answer: C. low

1. ________ negotiators may have the edge in integrative negotiations that focus on building long-term collaborative relationships, while ________ negotiators may have the edge in distributive negotiations, and may be seen as too competitive and unsympathetic to build collaborative relationships.

A.Feminine, masculine

B.Masculine, feminine

C.Extroverted, introverted

D.Introverted, extroverted

1. The impact of an individual's perceptions, experiences, and abilities on the communication process is inconsequential.
2. a. true
3. b. false

17.Having more information doesn't necessarily lead to better negotiation outcomes.

a. true

b. false

1. When presenting a complex proposal you should not give the other party time to formulate clarifying questions.
2. a. true
3. b. false
6. Noise can occur when a person who is negotiating a work schedule with a co-worker is thinking about their child's soccer practice.
7. a. true
8. b. false

20.Virtual negotiation is any negotiation where the parties are not talking to each other.

a. true

b. false

21.Barriers to communication may be related to the ______.

A.Environment

B.Receiver

C.Sender

D.All of the above

22. Which of the following types of listening is crucial for effective negotiations?

A.Active

B.Integrative

C.Nonverbal

D.Passive

23. What percent of all communication is nonverbal?

A. Less than 50%

B. Between 60 and 70%

C. Between 80 and 90%

D. More than 90%

24.The communication process begins when the sender decides that a message needs to be sent and ______ this message according to her own perceptions, experiences, and abilities.

A. Decodes

B. Encodes

C. Encrypts

D. Writes

25.In the communication process the receiver _____ a message according to his own perceptions, experiences, and abilities.

A. Decodes

B. Encodes

C. Recodes

D. Translates

26, To ensure that the receiver effectively receives the message you should:

A.use generic messages so they are widely understood

B.use messages that are tailored to the receiver

C.use simple words

D.all of the above

27.When presenting complex data it is a good idea to:

A.check for understanding

B.pause frequently

C.use visuals to back up your points

D.all of the above

28.Which of the following is not a tangible barrier in the physical negotiation environment?

A.computer crash

B.loud background noise

C.preconceived ideas

D.telephone static

29.Which of the following is not a tangible barrier in the physical negotiation environment?

A. computer crash

B. loud background noise

C. preconceived ideas

D. telephone static

30.This strategy--_______________--is being used when participants decide key issues to discuss and allocate time accordingly.

A.Using a mediator

B.Setting an agenda

C.Questioning

D.Linking

31.Persuasion is a form of influence that involves careful preparation and proper presentation of arguments and supporting evidence in an appropriate and compelling emotional climate.

a. true

b. false

32.Using force, manipulation, or coercion to persuade the other party in a negotiation is appropriate if you are successful in gaining agreement.

a. true

b. false

33.To demonstrate expertise one can present appropriate information, reliable data, exaggerated claims, and a passion for the subject.

a. true

b. false

34.When trying to persuade someone it is better to invent answers to their questions than to admit you don't know.

a. true

b. false

35.It never hurts to be socially connected to someone the other party knows.

a. true

b. false

36.Frames are either positive or negative.

a. true

b. false

37.Telling prospective buyers that they may be shut out from a once-in-a-lifetime opportunity if they don't buy todayeven if untrue--can be an effective persuasion technique.

a. true

b. false

38.Which of the following skills are necessary to really understand others' needs?

A.Check for understanding

B.Establish credibility

C.Use close-ended questions

D.All of the above

39.Framing for common ground involves identifying and presenting a plan or framework for the negotiating context that comprises common interest and facilitates collaborative decision making.

40.Since negotiations with a contractor involve money they should always be distributive.

a. true

b. false

41.It is less important to check references of contractors who advertise more than others in the community.

a. true

b. false

42.Negotiations between parties that do not have an established relationship tend to be more distributive.

a. true

b. false

43.When dealing with neighbors it is best to use an integrative approach to any negotiations with them.

a. true

b. false

44.If an integrative approach doesn't work, you should walk away from the situation.

a. true

b. false

45.Family businesses are uniquely vulnerable to intra-family conflicts and their spillover into the business.

a. true

b. false

46.Cultural differences have little impact on negotiations.

a. true

b. false

47.Optimal agreements are more likely to occur when you are negotiating with close friends.

a. true

b. false

48.Suboptimal agreements are more likely to occur when you are negotiating with close friends.

a. true

b. false

49.Which of the following is not one of the five characteristics of fair processes in family firms identified by Van der Heyden and colleagues?

A.Communication and voice

B.Collaboration

C.Consistency

D.Commitment to fairness

50.According to the text, you are at higher risk when dealing with this type of party because there is more at stake and the cost of conflict is higher.

A.Friends/family

B.Landlords/tenants

C.Co-workers

D.Passengers on a bus

51.In this relationship, there are likely to be more legal conflicts between the parties.

A.Landlords/tenants

B.Friends/family

C.Co-workers

D.Passengers on a bus

52.According to the book, in this type of relationship it is best to address issues in the early stages before they escalate because you cannot choose who they are nor can you remove them.

A.Landlords and Tenants

B.Neighbors

C.Friends or Family

D.Acquaintances

53._____ are people we know either professionally or personally and with whom we are not especially close, but may seek their assistance.

A.Landlords/tenants

B.Neighbors

C.Friends/family

D.Acquaintances

54.When the direction of a negotiation changes, it is referred to as a ________.

A.breakthrough

B.impasse

C.reroute

D.turning point

55.Which of the following typically has a larger impact on a negotiation?

A.Negative relationships

B.Positive relationships

C.The impact is equal

D.The nature of the relationship has no impact

56.When attempting to build trust with another person it is usually most effective to.

A.Focus on overcoming your differences

B.Meet for dinner and drinks

C.Start with large issues

D.Start with small issues

57.Family members who don't work in the family business

A.can help reduce the frequency of conflict but not the extent

B.can help reduce the extent of conflict but not the frequency

C.can help reduce both the frequency and extent of conflict

D.can do nothing to reduce the frequency or extent of conflict because they are not familiar with the business

58.When you are dealing with a close friends or family members written contracts _______.

A.are beneficial

B.are mandatory

C.are legally required

D.are unnecessary because you know the other party

59.Many consultants who specialize in working with family businesses have backgrounds in:

A.Education

B.Finance

C.Law

D.Psychology

60.the standards for fairness in the distribution of rewards in families and business are generally

A.different and but typically do not create conflict in a family business.

B.different and often create conflict in a family business.

C.the same and may or may not create conflict in a family business.

D.the same so they have no impact on conflict in a family business.

61.In addition to basic negotiation skills, it is imperative that individuals involved in global business have a solid understanding of how different cultures, practices, and customs affect negotiations.

a. true

b. false

62.Hofstede's research showed that the scores on most dimensions of culture are consistent from one country to another.

a. true

b. false

63.For an American one way to ensure there won't be challenges in a cross-cultural negotiation is to insist the negotiation be conducted in English.

a. true

b. false

64.In collectivistic cultures decisions can be made by anyone and it's okay to be interested in focusing on and improving oneself.

a. true

b. false

65.Because international negotiations are so different than domestic negotiations there is no need to determine a BATNA.

a. true

b. false

66.When negotiating internationally your strategy and the way in which you implement it will likely vary based on what you know about the practices and customs of the other party.

a. true

b. false

67.Culture can influence the definition of negotiation, the nature of negotiated agreements, and the amount of emotion displayed in negotiations.

a. true

b. false

68.Which of the following is affected by cultural differences?

A. Approach to negotiations

B. Communication patters

C. How decisions are made

D. All of the above

69.______ negotiators are empowered representatives who can accept or reject an offer when it is presented.

A.Collectivistic

B.Feminine

C.Individualistic

D.Masculine

70.______ negotiators often defer making a decision until all concerned parties are informed, provide their input, and reach agreement.

A. Collectivistic

B. Feminine

C. Individualistic

D. Masculine

71.In general, when negotiating internationally, it's best to adopt a ______ posture when it comes to hierarchy and status and then shift to ______ only if the situation warrants it.

A.Competitive, Cooperative

B.Cooperative, Competitive

C.Formal, Informal

D.Informal, Formal

72.Which of the following is not a good source for information when preparing for an international negotiation?

A. Other companies who do business in that country

B.U.S. Department of Labor

C.U.S. State Department

D.All of the above are good sources

73.In ________ cultures, the words used are direct and to the point, so there is less need to rely on nonverbal cues to interpret what is being said.

A. Formal

B. Informal

C. High Context

D. Low Context

74.Those with a(n) ___________ orientation are likely more concerned about instant and equal reciprocity than those with a(n) ___________ orientation.

A. Collectivistic, Individualistic

B. Individualistic, Collectivistic

C.Long-term, Short-term

D.Short-term, Long-term

75.Negotiators who are high in __________ prefer clear agendas and procedures.

A.long-term orientation

B.masculinity

C.power distance

D.uncertainty avoidance