Question 1

What is BATNA? Explain with an example.

Accepted Answer

Decisions should not be evaluated in isolation, but must be assessed in the context of what other reasonable alternatives may be at hand. In particular, negotiators must be fully aware of their BATNA or best alternative to a negotiated agreement. Decisions should not be evaluated in isolation, but must be assessed in the context of what other reasonable alternatives may be at hand. For example, it is not very helpful to say that a certain decision is bad and that you disagreed with it without proposing what you would have recommended instead. In this way, you can make comparisons between your decision and the chosen one and the strengths and weaknesses of both choices. It is better to quit a lengthy negotiation than to accept a deal at a loss. Do not be afraid to walk away from any negotiation that provides terms that are worse than your best alternative to the negotiated agreement. Remember what the avoidance of escalation of commitment implies here: it is better to quit a lengthy negotiation than to accept a bad deal just to show something for the effort.

Question 2

If you can cast your negotiations in terms of helping the other side not miss out on some benefit, that is usually a more effective frame.

Accepted Answer

A) True 
 B)False  True

Question 3

North Americans are more likely to use a factual approach to negotiating, rather than an emotional one, appealing to more objective and provable facts.

Accepted Answer

A) True 
 B)False  True

Question 4

Negotiators need to recognize that unrealistic expectations can include those that are too high or too low.

Accepted Answer

A) True 
 B)False

Question 5

Integrative negotiations:

Accepted Answer

A)  award more of the pie to the stronger side. 
B)  require a minimum of one item to be integrative. 
C)  are those in which opposing negotiators are concerned only with how the fixed pie will be divided. 
D)  expand the range of items of interest in a negotiation and thus make the deal bigger. 
A)  award more of the pie to the stronger side. 
B)  require a minimum of one item to be integrative. 
C)  are those in which opposing negotiators are concerned only with how the fixed pie will be divided. 
D)  expand the range of items of interest in a negotiation and thus make the deal bigger.

Question 6

_____ is a special type of compliance that involves changing one's behavior in response to a directive from an authority figure.

Accepted Answer

A)  Social loafing 
B)  Confidentiality 
C)  Obedience 
D)  Cognitive dissonance 
A)  Social loafing 
B)  Confidentiality 
C)  Obedience 
D)  Cognitive dissonance

Question 7

''We have a consensus, so that should convince this particular individual,'' is the correct application of the social proof principle.

Accepted Answer

A) True 
 B)False

Question 8

It is not necessary to conduct negotiations in order to influence people.

Accepted Answer

A) True 
 B)False

Question 9

Salespeople understand this influence principle and will ask a prospective buyer questions about their preferences and values and then remind them of how their preferences fit the product.

Accepted Answer

A)  Consensus 
B)  Liking 
C)  Consistency 
D)  Scarcity 
A)  Consensus 
B)  Liking 
C)  Consistency 
D)  Scarcity

Question 10

Russian negotiators:

Accepted Answer

A)  do not feel limited by time or authority. 
B)  are thought to use more emotional appeals. 
C)  are more likely to use an axiomatic approach to negotiating. 
D)  are known to make more concessions than their counterparts. 
A)  do not feel limited by time or authority. 
B)  are thought to use more emotional appeals. 
C)  are more likely to use an axiomatic approach to negotiating. 
D)  are known to make more concessions than their counterparts.

Question 11

_____ refers to the act of changing one's behavior in response to a direct request.

Accepted Answer

A)  Compliance 
B)  Groupthink 
C)  Deindividuation 
D)  Cognitive dissonance 
A)  Compliance 
B)  Groupthink 
C)  Deindividuation 
D)  Cognitive dissonance

Question 12

Which of the following is also called the expert principle?

Accepted Answer

A)  Authority 
B)  Social proof 
C)  Reciprocation 
D)  Reactance 
A)  Authority 
B)  Social proof 
C)  Reciprocation 
D)  Reactance

Question 13

_____ basically states that when we are told that we cannot have or do something, then we want it more.

Accepted Answer

A)  Reactance 
B)  Reciprocation 
C)  Balanced reciprocity 
D)  Generalized reciprocity 
A)  Reactance 
B)  Reciprocation 
C)  Balanced reciprocity 
D)  Generalized reciprocity

Question 14

Cognitive dissonance focuses on communication and the understanding of individuals' wants, beliefs, and the problems they need to have solved.

Accepted Answer

A) True 
 B)False

Question 15

What is cognitive dissonance?

Accepted Answer

Cognitive dissonance is a negative feeli

Question 16

Balanced reciprocity basically states that when we are told that we cannot have or do something, then we want it more.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following principles do marketers employ in claiming that their products are the fastest growing selling in the market, and by using phrases like, ''Do not miss the action and excitement your friends are experiencing''?

Accepted Answer

A)  Expert principle 
B)  Social proof principle 
C)  Reactance principle 
D)  Reciprocation principle 
A)  Expert principle 
B)  Social proof principle 
C)  Reactance principle 
D)  Reciprocation principle

Question 18

A(n) _____ price is the absolute bottom price that is acceptable.

Accepted Answer

A)  reservation 
B)  relative 
C)  opening 
D)  bid 
A)  reservation 
B)  relative 
C)  opening 
D)  bid

Question 19

Scarcity:

Accepted Answer

A)  is an effective influencer because people want to avoid any feeling of regret over missing out on something. 
B)  is a principle of influence that indicates how people are influenced by showing how their previous statements fit with a request. 
C)  is an effective influencer because people often look for some kind of external validation before they make a decision. 
D)  is a principle of influence that states people are more likely to want to do something if they believe that many others are buying the same product. 
A)  is an effective influencer because people want to avoid any feeling of regret over missing out on something. 
B)  is a principle of influence that indicates how people are influenced by showing how their previous statements fit with a request. 
C)  is an effective influencer because people often look for some kind of external validation before they make a decision. 
D)  is a principle of influence that states people are more likely to want to do something if they believe that many others are buying the same product.

Question 20

Distributive negotiations are also called ''expanding-pie'' negotiations.

Accepted Answer

A) True 
 B)False

What is BATNA? Explain with an example.

If you can cast your negotiations in terms of helping the other side not miss out on some benefit, that is usually a more effective frame.

North Americans are more likely to use a factual approach to negotiating, rather than an emotional one, appealing to more objective and provable facts.

Negotiators need to recognize that unrealistic expectations can include those that are too high or too low.

Integrative negotiations:

_____ is a special type of compliance that involves changing one's behavior in response to a directive from an authority figure.

''We have a consensus, so that should convince this particular individual,'' is the correct application of the social proof principle.

It is not necessary to conduct negotiations in order to influence people.

Salespeople understand this influence principle and will ask a prospective buyer questions about their preferences and values and then remind them of how their preferences fit the product.

Russian negotiators:

_____ refers to the act of changing one's behavior in response to a direct request.

Which of the following is also called the expert principle?

_____ basically states that when we are told that we cannot have or do something, then we want it more.

Cognitive dissonance focuses on communication and the understanding of individuals' wants, beliefs, and the problems they need to have solved.

What is cognitive dissonance?

Balanced reciprocity basically states that when we are told that we cannot have or do something, then we want it more.

Which of the following principles do marketers employ in claiming that their products are the fastest growing selling in the market, and by using phrases like, ''Do not miss the action and excitement your friends are experiencing''?

A(n) _____ price is the absolute bottom price that is acceptable.

Scarcity:

Distributive negotiations are also called ''expanding-pie'' negotiations.

Introduction to International Management

Culture and International Management

The Economic, Legal, and Political Environment

Strategy Fundamentals and Corporate Strategy

International Market Entry

Business- and Functional-Level Strategy

Motivation

Leadership

Decision Making

Evaluation and Control

Human Resources Management

The Structure of the International Firm

The Future of International Management

Filters

Exam 10: Influence and Negotiation

What is BATNA? Explain with an example.

If you can cast your negotiations in terms of helping the other side not miss out on some benefit, that is usually a more effective frame.

North Americans are more likely to use a factual approach to negotiating, rather than an emotional one, appealing to more objective and provable facts.

Negotiators need to recognize that unrealistic expectations can include those that are too high or too low.

Integrative negotiations:

_____ is a special type of compliance that involves changing one's behavior in response to a directive from an authority figure.

''We have a consensus, so that should convince this particular individual,'' is the correct application of the social proof principle.

It is not necessary to conduct negotiations in order to influence people.

Salespeople understand this influence principle and will ask a prospective buyer questions about their preferences and values and then remind them of how their preferences fit the product.

Russian negotiators:

_____ refers to the act of changing one's behavior in response to a direct request.

Which of the following is also called the expert principle?

_____ basically states that when we are told that we cannot have or do something, then we want it more.

Cognitive dissonance focuses on communication and the understanding of individuals' wants, beliefs, and the problems they need to have solved.

What is cognitive dissonance?

Balanced reciprocity basically states that when we are told that we cannot have or do something, then we want it more.

Which of the following principles do marketers employ in claiming that their products are the fastest growing selling in the market, and by using phrases like, ''Do not miss the action and excitement your friends are experiencing''?

A(n) _____ price is the absolute bottom price that is acceptable.

Scarcity:

Distributive negotiations are also called ''expanding-pie'' negotiations.

Introduction to International Management

Culture and International Management

The Economic, Legal, and Political Environment

Strategy Fundamentals and Corporate Strategy

International Market Entry

Business- and Functional-Level Strategy

Motivation

Leadership

Decision Making

Evaluation and Control

Human Resources Management

The Structure of the International Firm

The Future of International Management

Filters