Global Business T
Chrisyanqu
NEGOTIATIONGBM427TEST1FINALFINAL10-11-2021.docxNEGOTIATION TEST # 1
GBM 427
FOLLOW ALL OF THESE SPECIAL DIRECTIONS. FAILURE TO FOLLOW MAY RESULT IN A REDUCTION OF YOUR GRADE.
ANSWER ALL QUESTIONS, SELECTING THE BEST ANSWER, ON THE ATTACHED ANSWER SHEET.
PLACE YOUR MULTIPLE CHOICE RESPONSE NEXT TO ITS CORRESPONDING #.
ON THE SHORT ANSWERS, THE SPACE ALLOTED IS NOT INDICATIVE OF HOW MUCH SPACE YOU MAY NEED. FEEL FREE TO USE MORE SPACE THAN PROVIDED.
USE TIMES NEW ROMAN FONT 12 POINTS OR GREATER
SEND ONLY YOUR ANSWER SHEET BY EMAIL NO LATER THAN MIDNIGHT ON OCTOBER 11, 2021. DO NOT PUT ANY PROTECTION/PASSWORDS ON YOUR ANSWER SHEET. DO NOT SEND BACK THE QUESTIONS.
ON YOUR EMAIL SENDING YOUR TEST ANSWERS, SUBJECT LINE MUST R EAD:
LAST NAME FIRST NAME TEST #1
FOR EXAMPLE: FISHER DAVE TEST #1
USE WORD UNPROTECTED FORMAT.
I WILL GRADE YOUR ANSWERS USING TRACK CHANGES IN REVIEW FUNCTION AND SEND BACK YOUR GRADED TEST SO YOU CAN SEE THE RESULTS.
MULTIPLE CHOICE. 2 POINTS EACH.
Indicate the answer choice that best completes the statement or answers the question.
1. BATNA means:
a. Best alternative to a necessary agreement
b. Best agreement to a needed answer
c. Best alternative to a negotiated agreement
d. None of the above.
2. In negotiation:
a. Keeping everything secret and confidential to the parties always best.
b. Being frank and open in terms of public disclosures is always best.
c. Privacy is paramount.
d. Secrecy is sometime best and public disclosure is sometimes best.
3. Active listening is:
a. Agreeing with what the other person says.
b. Speaking to be heard.
c. Deploying appropriate body language but saying little.
d. Summarizing and paraphrasing to ensure the other’s message has been received.
4. In terms of helping gain credibility in negotiation, which is most helpful:
a. Reputation.
b. Mandating negotiating agents.
c. Cutting off communications
d. Speaking in assertive and abusive tones.
5. In negotiations, control of the agenda:
a. Is best given to the one with the best handwriting.
b. Is a matter of little consequence.
c. Will emerge in a natural way.
d. Gives a negotiating party considerable power.
6. Which of the following is NOT a culture specific consideration in negotiation:
a. Power distance.
b. Eye contact.
c. Knowing your BATNA.
d. Language issues.
7. A negotiator who is assertive and uncooperative is referred to as:
a. Competing
b. Compromising
c. Accommodating
d. Collaborating
8. Thomas Killman tests an individuals behavior along the following 2 dimensions:
a. Assertiveness and Cooperativeness
b. Assertiveness and Accommodation
c. Accommodation and Cooperativeness
d. Avoiding and Collaboration
9. Thomas Kilmann measures:
a. The skill of a negotiator
b. The natural tendency to handle conflict.
c. The personality of a negotiator.
d. None of the above.
10. Which stage of a negotiation involves setting objectives:
a. Presentation.
b. Preparation.
c. Final agreement.
d. None of the above.
11. Building trust involves:
a. Being sincere.
b. Being polite.
c. Understanding cultural differences.
d. All of the above.
12. Our parents and grandparents generally did not face the following negotiation issues:
a. Cultural differences
b. Gender issues.
c. Different business environments.
d. All of the above.
13. Japanese negotiations involve:
a. Consensus decision making.
b. Deference to seniority.
c. Non-confrontation.
d. All of the above.
14. When Japanese negotiators advise “we will consider” they are really saying:
a. Give us time to review.
b. Your idea is interesting but novel.
c. We need to review with our senior business leader.
d. None of the above.
15. WIN WIN strategy is always best when:
a. You are going to have a long term relationship.
b. You are purchasing from a stranger.
c. You care about the other person.
d. None of the above.
16. Implicit Bias is:
a. Inherent in all of us.
b. Something that we can limit with diversity training.
c. Can be used positively by blending cultures to better understand the market.
d. All of the above.
17. When traveling to another country, you should follow:
a. Your normal cultural style.
b. Attempt to understand cultural differences and modify your behavior as appropriate.
c. Follow the cultural manners of the country you are visiting.
d. B and C above.
18. Use of direct eye contact may be preferable:
a. In all instances.
b. In Asian cultures.
c. After understanding cultural differences.
d. Never.
19. What tactic should be kept in mind during international negotiations.
a. Enlist an advisor from your counterpart’s culture.
b. Research your counterpart’s experience.
c. Research your counterpart’s background.
d. All of the above.
20. Why are clocks inappropriate as gifts to Chinese business counterparts?
a. Chinese do not put much emphasis on time.
b. Clocks are generally cheap and bear no value.
c. Clocks are associated with death.
d. Clocks imply that work hours are not yet over.
21. During negotiations what can be deemed unethical?
a. Bluffing.
b. Inappropriate information collection.
c. Misrepresentation.
d. All of the above.
22. What is the characteristic of a person who attempts to find a win win solution.
a. Competing.
b. Collaborating.
c. Accommodating.
d. Compromising.
23. Which best describes Win Lose negotiations.
a. One party is satisfied and the other dissatisfied with the agreement.
b. Both parties are dissatisfied with the agreement.
c. A and B.
d. None of the above.
24. Which are part of communications.
a. What is said.
b. Body language.
c. Eye contact.
d. All of the above.
25. What is the most important skill for a negotiator.
a. Making a good first impression.
b. Understanding cultural differences.
c. Listening.
d. Presentation Skills.
26. Listening is made up of
a. Message.
b. Voice intonation.
c. Body language.
d. All of the above.
27. Which one below is NOT a nonverbal communication?
a. Hand signals.
b. Loudness of voice.
c. Silence.
d. Decision making.
28. A source of power during negotiations may include:
a. Business title.
b. Preparation.
c. Difference in business size.
d. All of the above.
29. A preferred negotiation style generally is:
a. Dodgers.
b. Creative Problem Solver.
c. Hagglers.
d. Competitors
30. Knowing your bottom line allows you to:
a. Make concessions.
b. Know your BATNA.
c. A and B.
d. Finalize negotiations.
SHORT ANSWERS. – 8 POINTS EACH
Provide a short answer to the following question. Fully explain the reasons for your answer. Use of concise well thought out easy to read answers will receive full credit.
REMEMBER THERE IS A REASON FOR EACH FACT IN THE QUESTIONS BELOW SO ADDRESS THEM ALL.
1. You have been negotiating the purchase of real estate all day and the negotiations have turned nasty. The remaining issue is the purchase price for the real estate. The seller is screaming at you that this land has been in his family for 100 years and you do not understand its market value. How would you handle his screaming and what other steps would you take to finalize these negotiations?
2. Suzie has been asked to lead a team traveling to Peru to negotiate a purchase agreement for a key component to your company’s major product line. What pre-negotiation steps should Suzie take before departing for the trip?
3. You are observing a negotiation between someone that Thomas Killman classifies as Competitive versus someone it classifies as Accommodating. Explain the characteristics of these classifications and their differences and how the differences would impact the negotiation to purchase a sugar bowl. If the sugar bowl has a price range of $200 to $500 where do you think the negotiated price will be settled between these types of individuals?
4. You work for a Silicon Valley Tech company and have been asked to visit 2 potential buyers of your company’s product who are located in China and Japan, respectively. What should be your expectation going into each of these negotiations. Consider how to make a good first impression, the speed of negotiations, and who will be the decision makers.
5. You are an advisor to President Trump. A bill is pending in front of Congress that requires bi-partisan approval. President Trump has publicly come out in favor of this bill and in fact has made it a promise of his 2020 reelection campaign. During the deliberations for the bill you have seen President Trump insult anyone not in favor of the bill (Democrats, Republicans and the Press) and in particular Democrats, calling them “Do Nothing Democrats”. He has also questioned their integrity and honesty. He further is not listening to you or his other advisors and not reading any executive summaries that recommend that he let the process continue without his interference. In fact, he has publicly announced he will issue an executive order if Congress does not approve the bill.
You have tried to convince his to remain silent but President Trump has advised that this is the way he always negotiates. What steps would you suggest to President Trump to modify his negotiation strategy and improve the likelihood the bill passing Congress?
LAST NAME, FIRST NAME:
ANSWER SHEET TEST #2
MULTIPLE CHOICE
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SHORT ANSWER #1
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