MGT 557 Final Exam Answers
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1) To most people the words bargaining and negotiation are
2) Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by which of the following?
Obligation and perseverance
Avoidance and compromise
Influence and persuasiveness
Trust and openness
Cognition and emotion
3) Distributive bargaining strategies
are the most efficient negotiating strategies to use
are used in all interdependent relationships
are useful in maintaining long-term relationships
can cause negotiators to ignore what the parties have in common
4) Good distributive bargainers will
begin negotiations with the other party with an opening offer close to their own resistance point
ensure that there is enough room in the bargaining range to make some concessions
accept an offer that is presented as a fait accompli
immediately identify the other party’s target poin
5) Which of the following processes is central to achieving almost all integrative agreements?
Moderating the free flow of information to ensure that each party’s...