MGT/557 Final Exam

1) To most people the words bargaining and negotiation are

A.
B.
C.
D.

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?
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.
B.
C.
D.

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

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 partys target point
5) Which of the following processes is central to achieving almost all
integrative agreements?
A. Moderating the free flow of information to ensure that each partys
position is accurately stated
B. Exchanging information about each partys 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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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.
B.
C.
D.

The use of inclusive language

The conveyance of verbal immediacy
The degree of lexical homogeneity
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.
B.
C.
D.

positively polarized descriptions of the other party

low immediacy
high intensity
low verbal diversity

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 ones 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 negotiators 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.
B.
C.
D.

A coalition is a non-interacting group of individuals.

A coalition is dependent on the formal structure of the organization.
A coalition consists of mutually perceived membership.
A coalition is focused on a goal or goals internal to the coalition.

14) Which of the following lists three of the major types of coalitions?
A.
B.
C.
D.

Potential coalitions, operating coalitions, and recurring coalitions

External coalitions, operating coalitions, and recurring coalitions
Latent coalitions, established coalitions, and potential coalitions
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 decisionmaking 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 negotiators capacity to understand the other partys point of view
during a negotiation
D. is considered to be a judgment about ones ability to behave effect lively
in a given situation

18) The extent to which people perceive that they have control over
events that occur is called
A.
B.
C.
D.

self-monitoring
locus of control
Machiavellianism
the negotiators degree of assertiveness

19) We use the term culture to refer to the

A.
B.
C.
D.

religious beliefs of a group of people

ethnicity of a group of people
geographic nationality of a group of people
shared values and beliefs of a group of people

20) Which of the following is an immediate context factor in crosscultural negotiations?

A.
B.
C.
D.

External stakeholders
Instability
International economic factors
Relationship between negotiators

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21) Which of the following lists the stages of the perceptual process in
the correct order?
A.
B.
C.
D.

Stimulus, translation, attention, recognition, behavior

Stimulus, behavior, translation, attention, recognition
Stimulus, attention, recognition, translation, behavior
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
arbitrators acceptability in future disputes
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.
B.
C.
D.

Process consultants
Arbitrators
ADR systems
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.
B.
C.
D.
E.

inexperience
philosophical differences
inadequate skill
lack of sophistication
a psychological imbalance

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 ones 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 ones own views clearly and considerately
E. Asking open-ended questions
27) Negotiation is fundamentally a skill involving analysis and
_____________ that everyone can learn.
A.
B.
C.
D.
E.

preparation
cooperation
communication
process
innovation

28) At the top of the best practice list for every negotiator is
A.
B.
C.
D.
E.

managing coalitions
diagnosing the structure of the negotiation
remembering the intangibles
preparation
protecting your reputation

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.
B.
C.
D.
E.

A final settlement
A valued outcome
An agreement per se
A value claiming goal
A value creating goal

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