Creativity in negotiation correct answers The most creative negotiations are often complex arguments that have several moving parts, the creative aspect of negotiation is often ignored or downplayed by negotiators who fixate on the competitive aspects, successful negotiation requires a great deal o...
MGMT 353 Exam 2 || with Error-free Solutions.
Creativity in negotiation correct answers The most creative negotiations are often complex
arguments that have several moving parts, the creative aspect of negotiation is often ignored or
downplayed by negotiators who fixate on the competitive aspects, successful negotiation requires
a great deal of creativity and problem solving
Haggling model correct answers Tries to obtain the biggest share of the bargaining zone, based
upon a fixed-pie perception
Cost-benefit analysis (decision-making model) correct answers Compute a cost-benefit analysis
and attempt to maximize their returns
Game-playing model correct answers Competitive bargaining strategy in which one party seeks
to maximize their value by outmaneuvering the other party. Each person has his or her own
interests in mind.
Partnership model correct answers Embraced by companies and salespeople who treat their
clients as partners, believe it is important to build rapport to establish a long-term relationship
Problem-solving model correct answers Sit on the same side of the table and attempt to solve a
puzzle together, focuses on the collaborative or cooperative aspects of the task and involves a
great deal of creativity, reframing, and out of box thinking
Characteristics of creative negotiations correct answers Breaking single-issue negotiations into
multiple issues
Finding differences- looking for patterns in offers
Expanding the pie
Bridging- creates new alternative that meets parties underlying interests
Cost cutting- a way of making the other party feel whole by reducing that party's costs
Nonspecific compensation- one negotiator receives what he or she wants, and the other is
compensated by some method that was initially outside the bounds of the negotiation
Structuring contingencies- contingency contract, differences of opinion among negotiators
concerning future events do not have to be bridge, but intend have to become the core of the
agreement
Contingency contracts allow negotiators to correct answers Neutralize conflict and make the
differences of opinion concerning future events the core of the agreement, rather than the
divisive
Make differences constructive
Allow negotiators to test the counterpart's veracity a non-confrontational manner, allowing
parties to save face and safeguard their interests
Build trust and good faith between negotiators
3 criteria for assessing the viability and usefulness of contingency contracts correct answers 1.
Some degree of continued interaction between the parties
, 2. Enforceability of the contingency contract
3. High degree of clarity and measurability
The inert knowledge bias correct answers The process of understanding by learners does not
happen to that extent where the knowledge can be used for effective problem-solving in realistic
situations. ... An example for inert knowledge is vocabulary of a foreign language which is
available during an exam but not in a real situation of communication
Availability heuristic bias correct answers The more prevalent a group or category is judged to
be, the easier it is for people to bring instances of this group or category to mind
Representativeness bias correct answers Based on stereotypes of people, which may have a basis
in reality but are frequently outdated and wrong
Anchoring and adjustment bias correct answers People use reference point as an anchor and then
adjust that value up or down as deemed appropriate
Unwarranted causation bias correct answers The tendency to infer a causal relationship between
two events is unwarranted because we do not know the direction of causality
Belief perseverance bias correct answers Tendency of people to continue to believe that
something is true even when it is revealed to be false or has been disproved
Illusory correlation bias correct answers The tendency to see invalid correlations between events
Just world bias correct answers Blaming the victim attributions are defensive attributions
because they enable observers to deal with perceived inequities in others' lives and maintain the
belief that the world is just. People believe the world is a fair place
Hindsight bias correct answers Refers to a pervasive human tendency for people to be
remarkably adept at inferring a process once the outcome is known but to be unable to predict
outcomes when only the processes and precipitation events are known
Functional fixedness bias correct answers Occurs when a problem solver bases a strategy on
familiar methods
Set effect (negative transfer) bias correct answers Prior experience can also have negative effects
in new problem-solving situations
Selective attention correct answers We selectively hear what we need and want to hear
Overconfidence effect correct answers Refers to unwanted levels of confidence in peoples'
judgement of their abilities and the occurrence of positive events and underestimates the
likelihood of negative events
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