ADMN 575 Behavior in Organizations | ADMN 575 Quiz 14

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ADMN 575 Behavior in Organizations | ADMN 575 Quiz 14 Which of the following is true of distributive bargaining? A. It attempts to create a win-win situation. B. It is rarely used in labor negotiati... ons. C. It operates under zero-sum conditions. D. It focuses on long-term relationships. E. It involves high information sharing. In bargaining, the area between the target point and the resistance point is known as the ______________. A. range of distribution B. mid-point C. zero sum D. optimal range E. aspiration range Which of the following is the second step in the negotiation process? A. Clarifying and justifying B. Creating closure C. Bargaining and problem solving D. Preparing and planning E. Defining ground rules In negotiation, BATNA is _____________. A. the bottom acceptable threshold in a negotiated agreement B. the best alternative to a negative arrangement C. the best alternative to a negotiated arrangement D. the best alternative to a negotiated agreement E. the bottom agreeable in a negotiated agreement Which of the following emotions is often beneficial for a negotiator to show? A. Fatigue B. Surprise C. Anxiety D. Happiness E. Anger What personality trait appears to be associated with positive negotiation outcomes? A. Neuroticism B. Anxiety C. Self-efficacy D. Agreeableness E. Introversion According to the text, in terms of cross-culture negotiation, which Big 5 trait might be most important? A. Neuroticism B. Agreeableness C. Extroversion D. Conscientiousness E. Openness In a negotiation, which emotion might get a negotiator's counterpart to concede more? [Show More]

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