IBC201 final
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a
QN=201
What are the most critical precursors for achieving negotiation objectives?
a.
Effective strategizing, planning and preparation
b.
goal setting and target planning
c.
defining frames and setting goals
d.
framing and strategizing
c
QN=202
Which of the following is not a reason that negotiations fail?
a.
Allowing insufficient time for planning
b.
Failing to set clear objectives
c.
Understanding the strengths and weaknesses of their and the other party's positions
d.
Depending on being quick and clever during negotiations
d
QN=203
A negotiator's goals:
a.
are intrinsically in conflict with his opponent's goals
b.
have no boundaries or limits
c.
are explicitly stated wishes
d.
must be reasonably attainable
a
QN=204
The less concrete and measurable goals are:
a.
the harder it is to communicate to the other party what we want
b.
the easier it is to understand what your opponent wants
c.
the easier it is to determine whether a particular outcome satisfies our goals
d.
the harder it is to restate what the initial goal was
b
QN=205
Which is not a difference between strategy and tactics?
a.
Scale
b.
Goals
c.
Perspective
d.
Immediacy
c
QN=206
A strong interest in achieving only substantive outcomes tends to support which of the following strategies?
a.
collaborative
b.
accommodating
c.
competitive
d.
avoidance
b
QN=207
A strong interest in achieving only the relationship outcomes suggests one, if any, of the following strategies. Which one?
a.
competitive
b.
accommodation
c.
collaborative
d.
avoidance
c
QN=208
Avoidance could best be used when:
a.
negotiation is necessary to meet your needs
b.
the time and effort to negotiate are negligible
c.
the available alternatives are very strong
d.
the only available negotiator is a senior manager.
d
QN=209
Which one of the following is as much a win-lose strategy as competition, although it has a decidedly different image?
a.
collaboration
b.
avoidance
c.
engagement
d.
accommodation
c
QN=210
In an accommodative negotiation, the relationships have:
a.
a short-term focus
b.
a long-term focus
c.
may be either short term or long term
d.
both short term and long term
a
QN=211
Accommodative strategies emphasize:
a.
Subordinating one's own goals in favor of those of others.
b.
Secrecy and defensiveness
c.
Abandonment of bad images and consideration of ideas based on merit
d.
A key attitude of "I win; you lose"
c
QN=212
Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:
a.
preparation
b.
information gathering
c.
relationship building
d.
information using
a
QN=213
The general structure of a phase model of negotiations involves:
a.
Three phases: initiation; problem-solving; resolution
b.
Four phases: pre-initiation; initiation; problem-solving; resolution
c.
Two phases: problem-solving and resolution
d.
Three phases: pre-initiation; initiation; resolution
b
QN=214
What is the dominant force for success in negotiation?
a.
a distributive vs. integrative strategy
b.
the planning that takes place prior to the dialogue
c.
the discussions that precede planning sessions
d.
the tactics selected in support of strategic goals
d
QN=215
Which is not true of limits?
a.
Are the point where you should stop the negotiation
b.
Are also called resistance point
c.
Establishing them is a critical part of planning
d.
They should be ignored in a bidding war
a
QN=216
Does any of the following represent the point at which we realistically expect to achieve a settlement?
a.
specific target point
b.
resistance point
c.
alternative
d.
asking price
d
QN=217
Which represents the best deal we can possibly hope to achieve?
a.
specific target point
b.
resistance point
c.
alternative
d.
asking price
d
QN=218
Reactive strategies:
a.
encourage negotiators to be more flexible and creative
b.
can efficiently clear up confusion about issues
c.
will lessen a negotiator's defensive posture
d.
can make negotiators feel threatened and defensive
c
QN=219
If the other party has a strong and viable alternative, he/she will
a.
be dependent on achieving a satisfactory agreement
b.
appear aggressive and hostile in negotiations
c.
set and push for high objectives
d.
have unlimited negotiating authority
d
QN=220
Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?
a.
Where should we negotiate?
b.
What is the time period of the negotiation?
c.
What might be done if negotiation fails?
d.
How will we keep track of what is agreed to?
c
QN=221
Which of the following lists the stages of the perceptual process in the correct order?
a.
stimulus, translation, attention, recognition, behavior
b.
stimulus, behavior, translation, attention, recognition
c.
stimulus, attention, recognition, translation, behavior
d.
behavior, stimulus, recognition, attention, translation
b
QN=222
Halo effects occur when
a.
attributes are assigned to an individual solely on the basis of his or her membership in a particular social or demographic group.
b.
people generalize about a variety of attributes based on the knowledge of one attribute of an individual.
c.
the perceiver singles out certain information that supports or reinforces a prior belief, and filters out information that does not confirm that belief.
d.
people ascribe to others the characteristics or feelings that they possess themselves.
d
QN=223
Projection occurs when
a.
attributes are assigned to an individual solely on the basis of his or her membership in a particular social or demographic group.
b.
people generalize about a variety of attributes based on the knowledge of one attribute of an individual.
c.
the perceiver singles out certain information that supports or reinforces a prior belief, and filters out information that does not confirm that belief.
d.
people ascribe to others the characteristics or feelings that they possess themselves.
c
QN=224
Frames are important in negotiation because
a.
they allow parties to develop separate definitions of the issues
b.
they can be avoided
c.
disputes are often nebulous and open to different interpretations
d.
do not allow negotiators to articulate an aspect of a complex social situation
c
QN=225
In which type of frame would parties be more likely to engage primarily in distributive (win-lose or lose-lose) negotiations than in other types?
a.
Identity
b.
Loss-gain
c.
Outcome
d.
Process
d
QN=226
An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following.
a.
Negotiators can use more than one frame.
b.
Mismatches in frames between parties are sources of conflict.
c.
Particular types of frames may led to particular types of agreements.
d.
Specific frames may be likely to be used with certain types of issues.
d
QN=227
The irrational escalation of commitment bias refers to
a.
the standard against which subsequent adjustments are measured during negotiation.
b.
the perspective or point of view that people use when they gather information and solve problems.
c.
how easily information can be recalled and used to inform or evaluate a process of a decision.
d.
a negotiator's commitment to a course of action, even when that commitment constitutes irrational behavior on his/her part.
c
QN=228
The availability of information bias operates with which of the following statements?
a.
when negotiators sometimes maintain commitment to a course of action even when that commitment constitutes irrational behavior on their part.
b.
when thorough preparation, along with the use of a devil's advocate or reality check, can help prevent errors.
c.
when information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options.
d.
when the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true
d
QN=229
Which of the following cognitive biases can lead negotiators to discount the worth or validity of the judgment of others?
a.
Mythical fixed-pie beliefs
b.
Anchoring and adjustment
c.
Availability of information
d.
Overconfidence
d
QN=230
The Endowment Effect
a.
is making attributions to the person or the situation
b.
is drawing conclusions from small sample sizes
c.
is negotiators believing that their ability to be correct or accurate is greater than actually true
d.
is the tendency to overvalue something you own or believe you possess
d
QN=231
The distinction between mood and emotion is based on which of the following characteristics?
a.
specificity
b.
intensity
c.
duration
d.
spcificity, intensity and duration
b
QN=232
Negative emotions may lead parties to
a.
more integrative processes
b.
escalate the conflict
c.
promote persistence
d.
define the situation as integrative
c
QN=233
Which of the following statements about how emotion plays a part in negotiation is accurate?
a.
Negotiations only create negative emotions.
b.
Positive feelings do not promote persistence.
c.
Negative feelings may create positive outcomes.
d.
Positive emotion may result from impasse.
a
QN=234
Constructive bargaining relationships are typically marked by conditions of
a.
high trust
b.
high distrust
c.
high vigilance
d.
high monitoring behaviors
d
QN=235
Promises and offers can be made more attractive in what way?
a.
minimizing the attractive qualities of the offer
b.
showing how the offer meets your own needs
c.
increasing the disadvantages of accepting the offer
d.
setting deadlines on offers
b
QN=236
It is important negotiators consider the shadow negotiation carefully before meeting with the other party so they
a.
understand where the boundaries of the current negotiations are and should be.
b.
are clear in their own minds about the scope of the negotiations.
c.
understand how they would ideally like to work with the other party.
d.
determine what ground the negotiation is going to cover and how the negotiators are going to work together.
c
QN=237
Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn.
a.
preparation
b.
cooperation
c.
communication
d.
process
d
QN=238
At the top of the best practice list for every negotiator is
a.
managing coalitions.
b.
diagnosing the structure of the negotiation.
c.
remembering the intangibles.
d.
preparation.
d
QN=239
Negotiators need to be reminded that certain factors influence their own behavior. What are those factors?
a.
strengths
b.
tangibles
c.
weaknesses
d.
intangibles
a
QN=240
Getting the other party to reveal why he or she is sticking so strongly to a given point is an example of which of the following practices?
a.
Remember the intangibles
b.
Actively manage coalitions
c.
Savor and protect your reputation
d.
Remember that rationality and fairness is relative
d
QN=241
Which of the following is not a property of a coalition?
a.
A coalition is an interacting group of individuals.
b.
A coalition is independent of the formal structure of the organization.
c.
A coalition consists of mutually perceived membership.
d.
A coalition is focused on a goal or goals internal to the coalition.
b
QN=242
A coalition is determined by the commitment of its members to
a.
meet on a regular basis.
b.
collectively focus their action on an intended target.
c.
the formal hierarchy of the coalition.
d.
maintain regular and accurate communication.
a
QN=243
Which of the following lists three of the major types of coalitions?
a.
potential coalitions, operating coalitions, and recurring coalitions
b.
external coalitions, operating coalitions, and recurring coalitions
c.
latent coalitions, established coalitions, and potential coalitions
d.
established coalitions, operating coalitions, and temporary coalitions
c
QN=244
____________ ____________ are emergent interest groups that have not yet formed into an operating coalition.
a.
Informal coalitions
b.
Formal coalitions
c.
Latent coalitions
d.
Dormant coalitions
a
QN=245
What is the "paradox" of being a coalition founder?
a.
Early in the coalition building process, the founder may have to give away a lot in order to apparently gain a little.
b.
The founder's position shifts from strength to weakness as the coalition grows.
c.
The founder is usually not a part of the leadership of the coalition.
d.
The founder's early share in the coalition is large, and grows as more members are added.
b
QN=246
Coalitions build by
a.
organizing members through formal meetings .
b.
adding one member at a time.
c.
mobilizing departments or divisions.
d.
unification in a single, defining event
b
QN=247
The "joining threshold" is
a.
the total number of people who can join a specific coalition.
b.
the level where a minimum number of people have joined a coalition and others begin to join because they recognize that their current friends and associates are already members.
c.
the minimum number of people required for a coalition to be successful.
d.
the level at which a new member must "pay" in order to join the coalition
c
QN=248
Those advocating a need allocation standard argue that
a.
those who contributed more should receive more, in proportion to the magnitude of their contribution.
b.
everyone should receive the same outcome.
c.
parties should receive more in proportion to some demonstrated need for the resource.
d.
decision rules in coalitions should be made on an individual, case-by-case basis.
a
QN=249
Strategic power in coalitions
a.
emerges from the availability of alternative coalition partners.
b.
derives from what parties consider a fair or just distribution of the outcomes and results of a coalition.
c.
is dependent on which party's arguments ultimately shape the allocation rule used by the group.
d.
is shaped by the compatibility of preferences between two or more parties.
c
QN=250
Block argues that authentic tactics require parties to
a.
say "yes" when they mean "no."
b.
share only the information that is relevant to the issue at hand.
c.
use language that describes reality.
d.
reposition their endorsement or support for the sake of acceptance.
b
QN=1
____ can be defined as acquired knowledge that people use to interpret experience and generate social behavior.
a. Edification
b. Culture
c. Symbol
d. Cognition
a
QN=2 According to most scholars of culture, culture is:
a. based on the human capacity to symbolize.
b. based on the genetically driven adaptive process of animals.
c. specific to single individuals.
d. inherited or biologically based.
b
QN=3
When depicting cultural diversity through visually separating its components by using concentric circles, the inner circle:
a. contains the norms, beliefs, dimensions, and values of society.
b. contains the implicit, basic assumptions that govern behavior.
c. consists of language and art.
d. consists of food and buildings.
c
QN=4
Culturally, an American can be expected to have a _____ handshake.
a. gentle
b. light and quick
c. firm
d. long and involved
c
QN=5
Which of the following is a characteristic of culture?
a.Culture is biologically based.
b.Culture is specific to each individual.
c.Culture has structure.
d.Culture is noncumulative.
D
QN=6
_____ are basic convictions that people have regarding what is right and wrong, good and bad, and important or unimportant.
a. Tenets
b. Edicts
c. Norms
d. Values
B
QN=7
Which of the following statements is true about stateside Japanese managers?
a.
They believed that unconditional tenure in one organization is of major importance.
b.
They believed that job security was important.
c.
They accepted the idea that one should not question a superior.
d.
They perceived obedience and conformity to be very important.
D
QN=8
Confucianism, associated with China, does not emphasize:
a. respect for authority
b. balance
c. harmony
d. profit
A
QN=9
A diffuse culture is one in which individuals:
a. guard their public space carefully.
b. greet each other with a great deal of enthusiasm.
c. are direct and extroverted.
d. have a large public space and a small private space.
D
QN=10
In the context of integrating the dimensions of culture, which of the following are very useful in depicting what countries appear similar in values and to what extent they differ from other country groupings?
a. Use of pie charts
b. Use of concentric circles
c. Normal distribution
d. Cluster distribution
C
QN=11
Which of the following statements is true about restrained societies?
a. People give importance to freedom of speech.
b. People are more likely to remember positive emotions.
c. People experience a perception of helplessness.
d. People are less likely to give importance to law and order.
B
QN=12
According to Hofstede's time orientation dimension, which of the following statements is true about long-term-oriented societies?
a.
Traditions are sacrosanct.
b.
Family life is guided by shared tasks.
c.
Service to others is an important goal.
d.
Students attribute success and failure to luck.
C
QN=13
Which of the following dimensions measures the freedom to satisfy one's natural needs and desires within a society?
a.
Achievement versus ascription
b.
Specific versus diffuse
c.
Indulgence versus restraint
d.
Universalism versus particularism
C
QN=14
Countries in which people blindly obey the orders of their superiors have a high _____.
a. uncertainty avoidance
b. masculinity index
c. power distance
d. individualism index
C
QN=15
Cultures with low _____ have people who are more willing to accept that risks are associated with the unknown and that life must go on in spite of this.
a. individualism
b. power distance
c. uncertainty avoidance
d. masculinity index
A
QN=16
Nations that are collectivist in their approach tend to be characterized by:
a.
large power distance and low individualism.
b.
low power distance and high individualism.
c.
small power distance and weak uncertainty avoidance.
d.
large power distance and weak uncertainty avoidance.
A
QN=17
A(n) _____ culture is one in which both public and private space are similar in size and individuals guard their public space carefully because entry into public space affords entry into private space as well.
a. Diffuse
b. neutral
c. emotional
d. specific
B
QN=18
Which of the following statements is true about cultures with high communitarianism?
a.
Negotiations are typically made on the spot by a representative.
b.
People jointly assume responsibility.
c.
Entrepreneurial spirit is most likely high.
d.
People give more importance to personal and individual matters.
D
QN=19
Which of the following fundamental questions is not included in the specific objectives of the GLOBE project?
a.
Are there leader behaviors, attributes, and organizational practices that are accepted and effective in only some cultures?
b.
What is the effect of violating cultural norms that are relevant to leadership and organizational practices?
c.
What is the relative standing of each of the cultures studied on each of the nine core dimensions of culture?
d.
How do attributes of societal and organizational cultures affect the behaviors of lower-level workers in an organization?
C
QN=20
Societal collectivism refers to the degree to which:
a.
individuals express pride, loyalty, and cohesiveness in their organizations or families.
b.
individuals in organizations or societies encourage and reward individuals for being fair.
c.
organizational and societal institutional practices encourage and reward collective distribution of resources and collective action.
d.
individuals in organizations or societies are confrontational.
A
QN=21
In the context of the smartphone industry, which of the following helps Apple differentiate itself from its competitors?
a. Product innovation
b. Low-cost strategy
c. Group achievement
d. Collective approach to design
C
QN=22
A company with a(n) _____ predisposition tries to integrate a global systems approach to decision making.
a. ethnocentric
b. polycentric
c. geocentric
d. regiocentric
A
QN=23
Firms with a(n) _____ predisposition make strategic decisions tailored to suit the cultures of the countries where the MNC operates.
a. polycentric
b. ethnocentric
c. regiocentric
d. geocentric
B
QN=24
_____ is a belief that one worldwide approach to doing business is the key to both efficiency and effectiveness.
a. International complacency
b. Globalization imperative
c. Worldwide indifference
d. Cross-cultural contentment
B
QN=25
Firms with a geocentric predisposition have a _____ culture.
a. home country
b. global
c. host country
d. regional
C
QN=26
Which of the following countries prefers advertising that is factual and rational?
a. India
b. China
c. Germany
d. France
B
QN=27
Which of the following is a factor that is moving companies to facilitate the development of unique strategies for different cultures?
a.
The lack of diversity of worldwide industry standards
b.
A continual demand by local customers for differentiated products
c.
The importance of being an outsider
d.
The need to restrain subsidiaries from using their own abilities and talents
D
QN=28
Which of the following is a characteristic of a high-context culture?
a.
Deep personal involvement with others is not valued greatly.
b.
Individuals are taught from a very early age to say exactly what they mean.
c.
Insiders and outsiders are not readily distinguishable.
d.
Agreements tend to be spoken rather than written.
A
QN=29
Identify an accurate statement about the link between cultural clusters and compensation strategies.
a.
In high-masculinity cultures, high salaries should be paid to senior-level managers.
b.
In Pacific Rim countries, incentive plans should be individual-based.
c.
In countries that have a high individualism index, profit-sharing plans are highly effective.
d.
In Great Britain, managers value collectivism.
D
QN=30
Malaysia has what could be called a _____.
a. moderate-context culture
b. low-context culture
c. variable-context culture
d. high-context culture
A
QN=31
The five criteria in the acronym HAIRL stood for _____.
a.
helicopter, analysis, imagination, reality, and leadership
b.
hierarchy, awareness, ingenuity, reverie, and leadership
c.
helicopter, action, interest, reality, and leadership
d.
hierarchy, action, ingenuity, reverie, and leadership
B
QN=32
A partially completed contingency matrix for international human resource management shows that recruitment and selection processes in Mexico should _____.
a.
encourage use of sophisticated selection procedures based on recent public policy shifts
b.
use expatriates sparingly and recruit home country nationals at U.S. colleges
c.
obtain skilled labor from government subsidized apprenticeship program
d.
prepare for a long process; ensure that your firm is "here to stay"; and develop trusting relationship with recruits
B
QN=33
A partially completed contingency matrix for international human resource management for labor relations shows that firms doing business in China should _____.
a.
treat unions as partners and allow time for negotiations
b.
tap the large pool of labor in cities and be prepared that lax labor laws may become more stringent
c.
understand changing Chinese labor law and prepare for increasing unionization of labor
d.
be prepared for high wages and short workweek and expect high productivity from unionized workers
C
QN=34
A partially completed contingency matrix for international human resource management for labor relations shows that firms doing business in Germany should _____.
a.
treat unions as partners and allow time for negotiations
b.
tap the large pool of labor in cities and be prepared that lax labor laws may become more stringent
c.
be prepared for high wages and short workweek and expect high productivity from unionized workers
d.
understand changing German labor law and prepare for increasing unionization of labor
B
QN=35
Which of the following statements is true about French workers?
a.
They are known to have an intense work ethic.
b.
They have a reputation for high productivity.
c.
They are willing to sacrifice their leisure time.
d.
They derive motivation from professional accomplishment.
C
QN=36
Experienced travelers report that the primary criterion for doing business in China is _____.
a.
a persuasive top management
b.
savvy marketing
c.
technical competence
d.
hard currency
A
QN=37
In practice, guanxi resembles _____.
a. nepotism
b. individualism
c. commercialism
d. parochialism
B
QN=38
Which of the following cultures is characterized by a universal method of greeting an equal by pressing one's palms together in front of the chest and saying, "namaste"?
a.
The Russian culture
b.
The Indian culture
c.
The Arabian culture
d.
The Brazilian culture
D
QN=39
Many in the United States believe that it is more difficult to get along with the _____ than with other Europeans.
a. Germans
b. Austrians
c. Spanish
d. French
A
QN=40
Which of the following cultural characteristics should be kept in mind when conducting business in Russia?
a.
Building personal relationships with partners is important.
b.
Giving gifts to those with whom one wants to transact business is regarded as bribery.
c.
Business laws and contracts are given a lot of importance when compared to the West.
d.
Compromising or settling things quickly is seen as a sign of strength.
A
QN=41
_____ is a pattern of shared basic assumptions that a group learns as it solves its problems of external adaptation and internal integration, and that has worked well enough to be considered valid and, therefore, is taught to new members as the correct way to perceive, think, and feel in relation to these problems.
a.
Organizational culture
b.
Organizational learning
c.
Organizational change
d.
Organizational structure
C
QN=42
Rules that dictate the dos and don'ts of employee behavior relating to areas such as productivity, customer relations, and intergroup cooperation are characteristics associated with an organization's _____.
a. ethics
b. ambience
c. culture
d. structure
C
QN=43
Norms of an organization are reflected by:
a. the rituals, common language, and terminology used.
b. the way employees and customers are treated.
c. the amount of work to be done.
d. the way participants feel about the way they are treated by higher-level management.
A
QN=44
A widely held belief that has not been found to be accurate is that organizational culture:
a.
tends to erase the impact of national culture.
b.
tends to be affected by national culture.
c.
cannot easily change the cultural values employees bring to the workplace.
d.
is different in different subsidiaries.
C
QN=45
Which of the following is the identity dimension of corporate culture?
a.
To put the demands of the job before the needs of the individual
b.
To put the needs of the individual before the needs of the job
c.
To identify with and uphold the expectations of the employing organizations
d.
To strive for accuracy and attention to detail
D
QN=46
The United Kingdom's corporate characteristic is:
a. administrative.
b. industrial.
c. pragmatic.
d. commercial.
D
QN=47
Which of the following statements is true about Spanish negotiators?
a.
They emphasize intellectual competence.
b.
They employ persuasion through carefully prepared and skilled rhetoric.
c.
They base trust on the evaluation of perceived status and intellect.
d.
They view a contract as a long-lasting relationship.
D
QN=48
Which of the following types of organizational cultures can be considered a fulfillment-oriented culture?
a.
The family culture
b.
The Eiffel Tower culture
c.
The guided missile culture
d.
The incubator culture
B
QN=49
Which of the following statements is true of the Eiffel Tower culture?
a.
It is well equipped to handle changes.
b.
Relationships are specific, and status remains with the job.
c.
Job assignments are flexible, and personnel do whatever it takes to get the job done.
d.
Replacing the person holding the top position affects work of the organization members.
A
QN=50
The guided missile culture is characterized by _____.
a. individual expertise
b. a formal hierarchy
c. personal orientation
d. a paternal relationship with management