mgt 445 final exams Answers MGT 445 Final Exam 1. The following are true of coalitions, except: a. They rarely start with a founder b. They build by adding one member at a time c. They need to achieve critical mass d. They exclude members e. They sometimes form quietly and disband quickly 2. Which of the following would be an incorrect statement about multi-party negotiations? a. The number of parties greatly influences the process b. Information exchange tends to be more complex c. The social environment remains static d. Procedural complexity adds to the negotiation challenges e. They are strategically more complex 3. Effective group decision-making tests assumptions and inferences. a. True b. False 4. Effective multi-party negotiations leverage a diversity of information and ideas. a. True b. False 5. Given the complexity and uncertainty surrounding global business negotiations, it is particularly important that prudent negotiators do which o

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mgt 445 final exams Answers
MGT 445 Final Exam
1. The following are true of coalitions, except:
a. They rarely start with a founder
b. They build by adding one member at a time

2. c. They need to achieve critical mass
d. They exclude members
e. They sometimes form quietly and disband quickly
2. Which of the following would be an incorrect statement about multi-party
negotiations?
a. The number of parties greatly influences the process
b. Information exchange tends to be more complex
c. The social environment remains static
d. Procedural complexity adds to the negotiation challenges
e. They are strategically more complex
3. Effective group decision-making tests assumptions and inferences.
a. True
b. False
4. Effective multi-party negotiations leverage a diversity of information and ideas.
a. True
b. False
5. Given the complexity and uncertainty surrounding global business negotiations,
it is particularly important that prudent negotiators do which of the following?
a. Assess their “BATNA” before commencing negotiations
b. Arrange their travel itineraries well in advance of negotiations

3. c. Avoid any form of conflict or competition
d. Avoid showing weakness by creating options for their opponents during
negotiations
e. All of the above
6. In which of the following cultures would a friendly, trusting, and relationship-
building negotiation protocol be highly valued?
a. Mexican
b. Italian
c. Russian
d. Japanese
e. Brazilian
a.
7. While important, culture is rarely a significant factor in assessing the probability
of success in a global negotiation.
a. True
b. False
8. How the act of “negotiation” is defined and viewed is largely
influenced by culture.
a. True
b. False
9. The “bottom line” a disputant is seeking when resolving conflict is best
described as which of the following?
a. Principle

4. b. Position
c. Interests
d. Needs
e. Aspiration
10. Which of the following is not a typical characteristic of cooperative bargaining?
a. Disputants engage in open and honest communication
b. Disputants try to obstruct one another to gain a strategic advantage
c. The dispute tends not to expand in scope and the conflict tends not to escalate
d. Total productivity is maximized
e. Disputants try to help one another
11. In a workplace dispute over professional salaries, both management and the
affected, believe that it is inappropriate to cooperate with the
“opposition” and thereby cause which type of conflict-resolution
impediment?
a. Disempowerment
b. Loss aversion
c. Excluded stakeholders
d. Conflict of interest
e. Competitive culture
12. Deutsch’s theory holds that “cooperation” emphasizes
a high concern for self, while “competition” emphasizes a high
concern for others.

5. a. True
b. False
13. Which of the following is not a key element of the negotiation process?
a. Managing interdependence
b. Engaging in mutual adjustment
a.
c. Creating value
d. Negotiating from power exclusively
e. Managing conflict
14. Which of the following best describes the process through which individuals
connect to their environment?
a. Cognition
b. Communication
c. Emotive influence
d. Perception
e. Rationality
15. Which of the following is an acceptable means of communication in
negotiation?
a. Questioning
b. Active listening
c. Positive eye contact and body language

6. d. Non-polarizing language
e. All of the above
16. All of the following statements about gender in negotiation are true, except:
a. Men and women do not conceive of negotiations in different ways
b. Men and women communicate differently in negotiation
c. Men and women are treated differently in negotiation
d. Similar tactics have different effects when used by men versus women
e. Gender stereotypes affect negotiator performance
17. All of the following are recommended ways to brainstorm alternative solutions
when using integrative negotiation, except:
a. Judging and evaluating options when first presented
b. Eliciting the input of outsiders
c. Tasking the party who caused the problem to develop a solution
d. Separating people from the problem
e. Expanding the pie of options
18. Strategic negotiation planning should involve all of the following, except:
a. Defining issues
b. Defining interests
c. Identifying objectives
d. Determining protocol

7. e. Disregarding the other party’s perspectives on the problem
a.
19. The other party’s reputation and style are insignificant factors in
negotiation planning.
a. True
b. False
20. Effective negotiators should consider the other party’s interests and
needs when planning for a negotiation.
a. True
b. False
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