Essay on Mgt 557 Final Exam Guide

1646 Words 7 Pages
MGT 557 Final Exam Guide
To Buy This material Click below link 1) To most people the words bargaining and negotiation are
A.mutually exclusive
C.not related

2) Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by which of the following?

A.Obligation and perseverance
B.Avoidance and compromise
C.Influence and persuasiveness
D.Trust and openness
E.Cognition and emotion

3) Distributive bargaining strategies
A.are the most efficient negotiating strategies to use
B.are used in all interdependent relationships
C.are useful in maintaining long-term
…show more content…
A.The use of inclusive language
B.The conveyance of verbal immediacy
C.The degree of lexical homogeneity
D.The extent of low-power language style

8) Gibbons, Bradac, and Busch suggest that threats can be made more credible and more compelling by using
A.positively polarized descriptions of the other party
B.low immediacy
C.high intensity
D.low verbal diversity

9) The concept of duty ethics states that
A.the rightness of an action is determined by evaluating the pros and cons of its consequences
B.the rightness of an action is determined by existing laws and contemporary social standards that define what is right and wrong and where the line is
C.the rightness of an action is based on the customs and norms of a particular society or community
D.the rightness of an action is based on one’s conscience and moral standards

10) Ethical criteria for judging appropriate conduct define
A.what is wise based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other
B.what a negotiator can actually make happen in a given situation
C.what is appropriate as determined by some standard of moral conduct
D.what the law defines as acceptable practice

11) Audiences hold negotiators accountable in all but one of the following ways:
A.When the negotiator’s performance is visible
B.When the audience is dependent upon the negotiator for their outcomes
C.When the

Related Documents