Analysis

MGT 445 Final Exam

Please bring this test to class with you tomorrow night.

This is an open book, open notes test. This is your work and not a team effort. Students caught sharing answers will both receive an “F” for the test. This exam is due by 11:59 pm December 13th. All of the questions come from your textbook, “Negotiation,” by Lewicki, Barry, and Saunders. Each question is worth 2.5 points.

Please post your completed exam in your assignments folder.

Name _Marcelle Giles________________________

Fill in the Blank Questions

1. The term __Negotatiation_________ is used to describe the competitive, win-lose situations such as haggling over price that happens at yard sale, flea market, or used car lot

2. Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _________.

3. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ___trust_________ and the dilemma of ____honesty________.

4. ___ Distributive bargaining_ is a conflict situation wherein parties seek their own advantage through tactics including concealing information, attempting to mislead or using manipulative actions.

5. Successful integrative negotiation requires that the negotiators search for solutions that meet the _____needs_______ and ____goals________ of both (all) sides.

6. For integrative negotiation to succeed, the parties must be motivated to _work together (cooperate)________ rather than to compete.

7. Distributive____________ strategies tend to create "we-they" or "superiority-inferiority" patterns, which often lead to distortions in judgment regarding the other side's contributions and efforts, and to distortions in perceptions of the other side's values, needs and positions.

8. The more resources a given potential partner brings to a coalition or the greater variety in resources or types of inputs, the more that...