Csr 344 - Study guides, Class notes & Summaries

CSR 344 Exam 2 Questions with All Correct Answers Ethics - ANSWER Broadly applied social standards for what is right or wrong in a particular situation or a process for setting those standards. Morals - ANSWER Individual beliefs for what is right or wrong. 4 strategies for evaluating strategies and tactics in business and negotiations: - ANSWER Choose a course of action on the basis of... 1. Results I expect to achieve. 2. My duty to uphold rules and principles 3. T...

CSR 344 Negotiations Exam Questions with Complete Solutions Negotiation - ANSWER is "a form of decision making in which two or more parties talk with one another in an effort to resolve their opposing interests". Bargaining - ANSWER is used to describe competitive win-lose situations such as haggling over the price of that item that happens at a flea market. Walk-Away Price - ANSWER The price below which the negotiator walks away from the deal Negotiation Characteristics - ...

CSR 344 Exam 1 2023 Questions with All Correct Answers Why should negotiators should be familiar with distributive bargaining? - ANSWER o Independent situations require knowing how this works in order to do well o Need to know how to counter the effects of the strategies Distributive Bargaining - ANSWER o Competitive or win-lose bargaining o The goals of one party are usually in fundamental and direct conflict with the goals of the other party o Resources are fixed and li...

CSR 344 Negotiations Midterm Exam Questions and Answers All Correct T/F Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby. - ANSWER False T/F Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated. - ANSWER False T/F Negotiation situations have the same fundamental characteristics. - ANSWER True T/F A creativ...

CSR 344 Exam 3 Questions and Answers All Correct Achieving successful influence does not necessarily require having power over the individuals you seek to influene - ANSWER True Central Route - ANSWER Involves thinking actively about an influence-seeking message and integrating it into the individual's thoughts Peripheral Route - ANSWER Subtle cues and context, less active thought. Occurs automatically. Message Content (Central Route) - ANSWER Facts and topics...

CSR 344 Exam Questions with Complete Solutions Negotiations occur for several reasons: - ANSWER To agree on how to share or divide a limited resource To create something new that neither party could attain on his or her own To resolve a problem or dispute between the parties describes the competitive, win-lose situation (hagling) - ANSWER Bargaining refers to win-win situations such as those that occur when parties try to find a mutually acceptable solution to a com...

CSR 344 Exam 1 Questions and Answers All Correct Integrative Negotiation - ANSWER Meets goals of all parties (win/win) ex. Wedding Distributive Negotiation - ANSWER Several Prices in play at once (win/lose) ex. Car Sales Preparation - ANSWER Set target point, aspiration point, walkaway, resistance point, asking price, initial offer Alternatives - ANSWER Give negotiator power to walk away Negotiation - ANSWER A form of decision making in which ...

CSR 344 midterm Exam Questions with Complete Solutions What are the three reasons negotiations occur? - ANSWER 1)to agree on how to share or divide a limited resource such as land, property or time 2) to create something new that neither party could do on their own 3) to resolve a problem or dispute between parties What is the difference between bargaining and negotiation? - ANSWER The term bargaining describes a competitive, "win-lose" situation such as haggling over a pri...

CSR 344 Final Exam Questions with Complete Solutions KAR Global is a Fortune 700 company headquartered in Carmel, Indiana. - ANSWER True Influence can be described as: - ANSWER Both art and science The two routes to influence are: - ANSWER Central and Peripheral Route Fear, Uncertainty and Doubt... - ANSWER -rarely works, especially on seasoned negotiators -a 3rd way, or route, for Influence. Letting others draw their own conclusions is powerful. - A...

CSR 344 Negotiations Midterm Exam Questions with Complete Solutions T/F Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby. - ANSWER False T/F Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated. - ANSWER False T/F Negotiation situations have the same fundamental characteristics. - ANSWER True T/F A...