COM 312 Exam 21 Questions with Verified Answers
According to your book, a competitive bargaining situation is also called - CORRECT ANSWER distributive bargaining situation
Research suggests that making the first o
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COM 312 Exam 21 Questions with Verified Answers
According to your book, a competitive bargaining situation is also called - CORRECT ANSWER distributive bargaining situation
Research suggests that making the first offer in a negotiation is advantageous to the party making the offer - CORRECT ANSWER TRUE
Gradual, delayed concession are perceived as less valuable than immediate concessions - CORRECT ANSWER FALSE
Which is NOT a way to "Abandon a Committed Position"? - CORRECT ANSWER use exploding offers
What are the ways to Abandon a Committed Position? - CORRECT ANSWER minimize the damage
plan a way out
restate the commitment
let it die silently
A snowball tactic is when a negotiator pretends that an issue of little to no importance to them is quite important - CORRECT ANSWER FALSE
Which alternate situation for Integrative Negotiation involves inventing new options that meet all their respective needs? - CORRECT ANSWER Finding a bridge solution
When the negotiating parties find more than one issue in conflict and have different priorities for these issues, this is an example of: - CORRECT ANSWER Logroll
Voting is NOT recommended by your book as a way to close discussion, as the "losers" will be less committed than "winners" to the implementation of the negotiated outcome. - CORRECT ANSWER TRUE
Single issue negotiations are more difficult than multiple issue negotiations. - CORRECT ANSWER TRUE
Which is the value or figure that you do not want to pay more than in a negotiation? - CORRECT ANSWER Bottom Line
Talk little, listen a lot is one of Korda's recommendations for Avoiding Traps from Professional Negotiators. - CORRECT ANSWER TRUE
According to Korda, if the buyer claims that they cannot commit more than a given sum to this purchase, it may be a purely tactical approach rather than a genuine cost reason, particularly if they asked for a preliminary quote 'for information purposes only'. - CORRECT ANSWER TRUE
What type of frame is a predisposition satisfying a broader set of interests or needs in negotiations? - CORRECT ANSWER Aspiration
When a negotiator says: "Gee that offer was much lower than I expected; perhaps I've misconstrued the value here and should reconsider my goals and tactics" is an example of which cognitive bias in negotiations: - CORRECT ANSWER Anchoring and Adjustment
Reactive devaluation is the process of minimizing the magnitude of a concession because the other party made the concsession - CORRECT ANSWER TRUE
Negative emotions may lead parties to escalate the conflict - CORRECT ANSWER TRUE
In which of the following examples is the communication model listed in the correct order? - CORRECT ANSWER sender encodes the message, message is transmitted, receiver decodes the message, receiver provides feedback to the sender
Encoding can be defined as: - CORRECT ANSWER the process by which messages are put into symbolic form
Which of the following is not one of the Four biases that threaten e-mail negotiations? - CORRECT ANSWER Impasse in e-mail negotiations bias is the tendency for the negotiators to disclose personal information through e-mail about themselves and the issues with he other party (no mutual self-disclosure by the out-group party).
What are the most dominant contributors to breakdowns and failures in negotiation? - CORRECT ANSWER failures and distortions in perception, cognition, and communication
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