16 May Questionake Test: Activities 5.4 – Quiz
Question
ake Test: Activities 5.4 – Quiz
Question 1
Pursuing ethical standards in negotiations may be side tracked by an overemphasis on __________.
Answer
| stewardship | ||
| self-interests | ||
| organizational interests | ||
| community interests | ||
| social responsibility |
| Active Standards |
Question 2
__________ negotiation takes place when each party holds out to get its own way.
Question 3
Non-programmed decisions address routine problems that arise on a regular basis and for which standard solutions have been derived.
Accommodation may be used when an issue is trivial.
Question 5
An example of the application of the __________ is the team leader who selects a new member not because of any special qualities of the person, but only because the individual comes from a department known to have produced high performers in the past.
Question 6
Which of the following characteristics does NOT correctly describe the conduct of a classic two-party negotiation?
Answer
| a minimum reservation point is one negotiator s minimum acceptable outcome. | ||
| a maximum reservation point is the other negotiator s maximum acceptable outcome. | ||
| a key task for any negotiator is to discover the other party s reservation point. | ||
| the bargaining zone is the difference between one negotiator s minimum reservation point and the other party s maximum reservation point. | ||
| negotiations can proceed effectively when a negative bargaining zone exists |
Question 7
The framework developed by Vroom, Yetton, and Jago helps managers choose the best solution to a problem.
Question 8
What is negotiation? What are the two primary goals in the negotiation process? Provide an example of each type of goal. In the context of these goals, when is negotiation effective?
Question 9
The conflict management style of __________involves being cooperative and unassertive. This style is characterized by letting the wishes of others rule, and smoothing over or overlooking differences to maintain harmony.
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