Final Exam Samples

Money, in its various forms.

Supplies, in form of materials, components, parts.

Human capital in available labor supply, staff, temporary help.

Critical services, in repairs, upkeep, technical support.

Stress, in imposing deadlines, increasing workloads.

To perform effectively and achieve common objectives.

To reinforce or enhance existing power differences.

For more assistance and greater support.

For more trusting and friendly attitudes.

For more persuasion and less coercion.

interests, information, effectiveness.

effectiveness, coercion, deception.

interests, rights, power.

deception, reward, position.

information, position, rights.

accorded to those who are seen as having achieved some level of command and mastery of specific information.

derived from the ability to allocate, dispense, or withhold resources.

derived from occupying a particular job, office, or position in an organizational hierarchy.

derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes.

All of the above are characteristics of expert power.

Informational sources of power.

Personal sources of power.

Organizational sources of power.

Relationship-based sources of power.

Contextual sources of power.

a greater desire to work together in the future.

achieve more joint gains.

find and explore commonalties in experience.

an unaffected ability to yield greater individual gains.

Expressing high anger and low compassion can lead to all of the above.

indicates that the important points should be made early.

should be used when the topics are familiar, interesting, or controversial to the receiver.

states the tendency for the last item presented to be the best remembered.

states that the first item in a long list of items is the one most likely to be remembered.

None of the above statements about the recency effect are true.

People learn better and are more likely to change their attitudes and beliefs for the long term when they are actively involved in the process of learning and understanding new material.

Metaphors should not be used as persuasion tools because they can lead the other party to believe that you're filled with "hot air".

People who argue positions that are thought to be counter to their self-interest are generally more persuasive.

Language of relatively low intensity seems to be more effective than highly intense language.

All of the above statements about persuasive style are true.

with better educated audiences.

when the other party initially disagrees with the position.

when the other party will be exposed to people who will argue points of view different from the position advocated.

when the issue discussed is already familiar.

Two-sided messages are effective in all of the above situations.

emphasize statements of commitment

respond to all statements of commitment

look for a rationale to explain why the commitment does not apply at this time

make pubic commitments of their own

All of the above can be used to prevent the other party from making public commitments.

pursuing one's goals blindly and rigidly.

communicating with natural enthusiasm, sincerity and spontaneity.

finding new, unique, and creative ways to pursue the same request.

considering the long term consequences of their behavior on their future reputations.

None of the above defines the effective use of persistence.

Their occupation.

Their age.

Their education level.

Their manner of dress.

All of the above.

proof

commitment

reciprocity

reward

All of the above principles state that once people have decided something, they can be remarkable persistent in their beliefs.

Message order.

Format.

Distractions.

Source Credibility.

All of the above are aspects of the messages of the peripheral route.

as a means to get attention and a means to overcome resistance

through the principles of social proof and the norm of reciprocity

as a BATNA and an exchange tactic

in exchange and pressure tactics

Resources cannot be used in any of the above ways.

utility points

the relationship with the negotiator

ratio of price to goods

fair pricing

the dollars

Stand for the same principles.

Monitor the other party's actions.

Develop similar interests.

Try to develop similar goals, objectives and scenarios.

Try to be interested in the same things.

the trustor calculates the value of creating and sustaining trust in the relationship relative to the costs of severing it.

the relationship develops over time, largely because the parties develop a history of experience with each other which allows them to predict the other's behavior.

regular communication and courtship are key processes.

the parties effectively understand and appreciate the other's wants.

All of the above statements are inherent in calculus-based trust.

the future of the relationship.

the level of trust between the parties.

the emotions and evaluations of the other negotiator.

questions of fairness.

Within relationships, parties shift their focus to attend to all of the above.

Involvement in the process of helping to shape a negotiation strategy increases commitment to that strategy and willingness to pursue it.

Negotiators (buyers in a market transaction) who are encouraged ("primed") to think about fairness are more cooperative in distributive negotiations.

Parties who are made offers they perceive as unfair may reject them out of hand, even though the amount offered may be better than the alternative settlement, which is to receive nothing at all.

Establishment of some "objective standard" of fairness has a positive impact on the negotiations and satisfaction with the outcome.

All of the above are true statements.