SSN301 Exam Questions With Correct
Answers
C - answerNegotiation is fundamentally a skill involving analysis and _____________ that
everyone can
learn.
A) preparation
B) cooperation
C) communication
D) process
E) innovation
d - answerAt the top of the best practice list for every negotiat...
C - answer✔Negotiation is fundamentally a skill involving analysis and _____________ that
everyone can
learn.
A) preparation
B) cooperation
C) communication
D) process
E) innovation
d - answer✔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.
e - answer✔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.
b - answer✔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
c - answer✔Excellent negotiators understand that negotiation embodies a set of
A) values.
B) alternatives.
C) paradoxes.
D) BATNAs.
E) principles.
e - answer✔Research suggests that too much knowledge about the other party's needs can lead to
a
A) quick and positive outcome.
B) dilemma of honesty.
C) negative effect on your reputation.
D) groundwork for agreement.
E) suboptimal negotiation outcome.
d - answer✔Negotiators need to be reminded that certain factors influence their own behavior.
What are those
factors?
A) strengths
B) tangibles
C) weaknesses
a - answer✔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
D - answer✔Thomas proposed that what two personality dimensions can represent the levels of
concern underlying the five conflict management styles?
A) the degree of assertiveness and the degree of competitiveness
B) the degree of aggressiveness and the degree of competitiveness
C) the degree of aggressiveness and the degree of cooperativeness
D) the degree of assertiveness and the degree of cooperativeness
E) None of the above state Thomas' two personality dimensions.
B - answer✔As identified by Thomas' research, the accommodating style is
A) high on assertiveness and low on cooperativeness.
B) low on assertiveness and high on cooperativeness.
C) high on assertiveness and high on cooperativeness.
D) low on assertiveness and low on cooperativeness.
E) None of the above describes the accommodating style.
E - answer✔Pro-socials
A) have a preference for outcomes that benefit both self and others with whom they are
interdependent.
B) are more oriented toward problem solving.
C) achieve more integrative outcomes than pro-self negotiators
D) are more oriented toward reciprocal cooperation.
E) All of the above
D - answer✔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 effectively in a given situation.
E) None of the above describes self-efficacy.
B - answer✔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.
A - answer✔Self-monitoring
A) refers to the extent to which people are responsive to the social cues that come from the
social environment.
B) refers to the extent to which people perceive that they have control over events which occur.
C) is considered to be a judgment about one's ability to behave effectively in a given situation.
D) is the negotiator's capacity to understand the other party's point of view during a negotiation.
E) None of the above describes self monitoring.
E - answer✔In experiments by Christie and Geis, high Machs
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller sirjoel. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $11.49. You're not tied to anything after your purchase.
