MGT 557 Final Exam (Latest)

Jun 28th, 2016
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1) To most people the words bargaining and negotiation are mutually exclusive interchangeable not related interdependent 2) Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by which of the following? Obligation and perseverance Avoidance and compromise Influence and persuasiveness Trust and openness Cognition and emotion 3) Distributive bargaining strategies are the most efficient negotiating strategies to use are used in all interdependent relationships are useful in maintaining long-term relationships can cause negotiators to ignore what the parties have in common 4) Good distributive bargainers will begin negotiations with the other party with an opening offer close to their own resistance point ensure that there is enough room in the bargaining range to make some concessions accept an offer that is presented as a fait accompli immediately identify the other party’s target point 5) Whic

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MGT 557 Final Exam (Latest)1) To most people the words bargaining and negotiation aremutually exclusiveinterchangeablenot relatedinterdependent2) Whereas distributive bargaining is often characterized by mistrust and suspicion, integrativenegotiation is characterized by which of the following?Obligation and perseveranceAvoidance and compromiseInfluence and persuasivenessTrust and opennessCognition and emotion3) Distributive bargaining strategiesare the most efficient negotiating strategies to useare used in all interdependent relationshipsare useful in maintaining long-term relationshipscan cause negotiators to ignore what the parties have in common4) Good distributive bargainers willbegin negotiations with the other party with an opening offer close to their own resistance pointensure that there is enough room in the bargaining range to make some concessionsaccept an offer that is presented as a fait accompliimmediately identify the other partys target point5) Which of the following processes is central to achieving almost all integrative agreements?Moderating the free flow of information to ensure that each partys position is accurately statedExchanging information about each partys position on key issuesEmphasizing the commonalties between the partiesSearching for solutions that maximize the substantive outcome for both parties6) Which of the following 5-step processes has been used successfully in a collective bargainingsituation?Com

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