Florida International University – MAN4410 Quiz 5. 100%

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MAN4410 Quiz 5. Question 1 1/ 1 pts People seek to minimize the difference between the benefits they provide others and the benefits received from others. This tendency to respond to the action... s of others with equal or similar actions is the source of the ________ norm in negotiation. fairness need reciprocity relational Question 2 1 / 1 pts Which of the following is a form of the fairness norm in negotiations? reciprocity norm equality norm relational norm matrix norm Question 3 0 / 1 pts In a negotiation, the reservation price is ________. a maximum or minimum beyond which the negotiator will not accept a proposal the first number or offer the negotiator presents as a written formal proposal the midpoint of the zone of possible agreement between both parties the most desired outcome or objective a negotiator sets for an issue Question 4 1 / 1 pts The U.S. Supreme Court has ruled that if management rejects a union's proposal on grounds of inability to pay, ________. the union must accept the management's counterproposal without question the employer must provide information about the financial condition of the company the union must decrease the wage demand to accommodate the employer's figure the employer must demand a revised and more suitable proposal from the union Question 5 1 / 1 pts Which of the following negotiation norms promotes the distribution of resources based on the proportional input of the parties? equity norm reciprocity norm relational norm need norm Question 6 1 / 1 pts The opening offer is also known as a(n) ________ because negotiation researchers have shown that people irrationally fixate on the first number put on the table in a negotiation regardless of how arbitrary it may be. fixed-pie resistance point anchor settlement point Question 7 1 / 1 pts What is a BATNA? It is a negotiator's best alternative if no settlement is reached. It is the settlement range that has been accepted by both the parties. It is a list of throwaway items to be used during the negotiation. It is a list of common key issues that are critical for both the parties. Question 8 1 / 1 pts Which of the following is an inappropriate and unethical bargaining tactic? promising benefits with no ability to deliver gaining information about opponents from outside contacts making an unrealistically high opening demand hiding the real bottom line from the opponents Question 9 1 / 1 pts Which of the following statements is true of integrative bargaining? Integrative bargaining involves creating innovative solutions that meet some interests of both parties. Integrative bargaining is a "zero-sum" process. Integrative bargaining is also referred to in general as "win/lose" bargaining. In the case of integrative bargaining, resources are viewed as fixed and limited, and each side wants to maximize its share. Question 10 1 / 1 pts Presenting an issue to the other side in a negotiation in a way that is convincing and causes the other side to "see" the proposal in a different light is known as ________. framing slugging satisficing Posturing Question 11 1 / 1 pts The ________ clause in many collective bargaining agreements precludes reopening negotiations on any mandatory or permissive collective bargaining subject that could have been brought up at the negotiations table. o Equity o Caucus o Zipper o Throwaway Question 12 1 / 1 pts John Stuart Mills, an English philosopher, believed that one could only judge the moral value of an action by its result. If an action benefits more people than it harms, then it is a moral action. This approach to ethics is known as ethics of __________ o Purpose o Principle o Consequence o Equality [Show More]

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