Week 8 Assignment

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Week 8

Business Negotiations

Discussion: Due Friday, March 20, 2015

Review and reflect on what you learned in the past 8 weeks.

· What is the most practical and easily applied lesson you learned?

· What was the hardest to grasp? Why?

W8 Final Exam: Is due Sunday, March 22, 2015

Question 1

1. Which perspective can be used to understand different aspects of negotiation?

		Economics
		Psychology
		Anthropology
		All of these perspectives can be used to understand different aspects of negotiation.

4 points

Question 2

1. A zero-sum situation is also known by another name of a situation. Which of the following is that?

		Integrative
		Distributive
		Win-lose
		Negotiative

4 points

Question 3

1. BATNA stands for

		best alternative to a negotiated agreement.
		best assignment to a negotiated agreement.
		best alternative to a negative agreement.
		best alternative to a negative assignment.

4 points

Question 4

1. What are the two dilemmas of negotiation?

		The dilemma of cost and the dilemma of profit margin
		The dilemma of honesty and the dilemma of profit margin
		The dilemma of trust and the dilemma of cost
		The dilemma of honesty and the dilemma of trust

4 points

Question 5

1. The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

		Bargaining range
		Resistance point
		Target point
		Bargaining mix

4 points

Question 6

1. The resistance point is established by the ____________ expected from a particular outcome, which is in turn the product of the ____________ and ____________ of an outcome.

		cost, value, worth
		value, worth, cost
		value, cost and timeliness
		cost, importance, value

4 points

Question 7

1. Good distributive bargainers will

		begin negotiations with the other party with an opening offer close to their own resistance point.
		ensure that there is enough room in the bargaining range to make some concessions.
		accept an offer that is presented as a fait accompli.
		immediately identify the other party's target point.

4 points

Question 8

1. The negotiator's basic strategy is to

		get information about the opposition and its positions.
		reach the final settlement as close to the other's resistance point as possible.
		convince members of the other party to change their minds about their ability to achieve their own goals.
		promote his or her own objectives as desirable, necessary, and inevitable.

4 points

Question 9

1. Which of the following processes is central to achieving almost all integrative agreements?

		Moderating the free flow of information to ensure that each party's position is accurately stated
		Exchanging information about each party's position on key issues
		Emphasizing the commonalties between the parties
		Searching for solutions that maximize the substantive outcome for both parties

4 points

Question 10

1. Substantive interests

		are the interests that relate to the focal issues under negotiation.
		are related to the way we settle the dispute.
		mean that one or both parties value their relationship with each other and do not want to take actions that will damage the relationship.
		regard what is fair, what is right, what is acceptable, what is ethical, or what has been done in the past and should be done in the future.

4 points

Question 11

1. What questions can be asked to facilitate nonspecific compensation?

		What are the other party's goals and values?
		How can both parties get what they are demanding?
		What issues are of higher and lower priority to me?
		What risks and costs does my proposal create for the other?

4 points

Question 12

1. When people do not trust each other they are more than likely to engage in which of the following behaviors?

		Promoting collaboration
		Communicating accurately
		Positional bargaining
		Committing to a joint solution

4 points

Question 13

1. What are the most critical precursors for achieving negotiation objectives?

		Effective strategizing, planning and preparation
		Goal setting and target planning
		Defining frames and setting goals
		Framing and strategizing

4 points

Question 14

1. A strong interest in achieving only the relationship outcomes suggests one, if any, of the following strategies. Which one?

		Competitive
		Accommodation
		Collaborative
		Avoidance

4 points

Question 15

1. Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:

		preparation
		information gathering
		relationship building
		information using

4 points

Question 16

1. A negotiator should ask which of the following questions when presenting issues to the other party to assemble information?

		What facts support my point of view?
		Whom may I consult or take with to help me elaborate or clarify the facts?
		What is the other party's point of view likely to be?
		All of these questions should be asked.

4 points

Question 17

1. Perception is

		the process by which individuals connect to their environment.
		the perceiver's current state of mind, role, and comprehension of earlier communications.
		a "sense-making" process.
		All of these describe perception.

4 points

Question 18

1. 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?

		Negotiators can use more than one frame.
		Mismatches in frames between parties are sources of conflict.
		Particular types of frames may led to particular types of agreements.
		Specific frames may be likely to be used with certain types of issues.

4 points

Question 19

1. Which of the following is not a cognitive bias?

		The irrational escalation of commitment
		The belief that the issues under negotiation are all "fixed pie"
		The process of anchoring and adjustment in decision making
		All of the above are cognitive biases.

4 points

Question 20

1. The Endowment Effect

		is making attributions to the person or the situation
		is drawing conclusions from small sample sizes
		is negotiators believing that their ability to be correct or accurate is greater than actually true
		is the tendency to overvalue something you own or believe you possess

4 points

Question 21

1. Which of the following statements about how emotion plays a part in negotiation is accurate?

		Negotiations only create negative emotions.
		Positive feelings do not promote persistence.
		Negative feelings may create positive outcomes.
		Positive emotion may result from impasse.

4 points

Question 22

1. Lytle and her colleagues found that most negotiators cycled through three strategies during the same encounters. Which are the three strategies?

		Interests, information, effectiveness.
		Effectiveness, coercion, deception.
		Interests, rights, power.
		Deception, reward, position.

4 points

Question 23

1. Information as a source of power is

		the accumulation and presentation of data to change the other person's point of view or position on an issue.
		an acknowledged accumulation of information, or mastery of a body of information, on a particular problem or issue.
		the accumulation of money, raw material, manpower, time or equipment which can be used to create incentives for other people to comply, or as threats and punishments if they do not comply.
		power derived from being located in a particular position in an organizational or communication structure.

4 points

Question 24

1. Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:

		create a group structure that gives one person a power base, group members generate a willingness within themselves to obey that person's directives.
		willingly give up their right to participate in every decision by vesting authority in someone who can act on their behalf.
		acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.
		All of these contribute to the effectiveness of legitimate power.

4 points

Question 25

1. The concept of criticality in a communication network involves

		the degree to which the key individual can exercise discretion in how certain decisions are made or who gains access.
		how visible the task performance is to others in the organization.
		the amount of information that passes through a node, the number of transactions that occur through the node, or the degree to which the node is central to managing information.
		the essentiality of the information that flows through the node to the organization's mission, major task, or key product.

Human Resource

Discussion: Due Friday, March 20, 2015

· Review and reflect on what you learned in the past 8 weeks.

Here are some starter questions to “get the ball rolling”…What is the most practical and easily applied lesson you learned?

· What was the hardest to grasp? Why?

· What else do you need to know about HRM?

· Where are unionizing efforts focused today?

· Do you agree with unions? Why or why not?

· Which concepts can you apply directly to your current work situation?

(IN YOUR OWN WORDS) NO REFERENCE!!!!!

Week 8 Assignment: Due Sunday, March 22, 2015

· Human Resource Management

Team Work

Please write a 500 word paper on the importance of Teams in the Organization.

· In your paper explain how (you as a manager) would hire, manage, compensate and motivate teams working under your leadership in order to meet the goals of the organization and Human Resource Management.

· Please include a title page

· For this assignment please write in 1st person ("I")

Week 8 Final Due Sunday, March 22, 2015

Description

Instructions

There are 10 questions - Each question has a statement. Your task is to write two responses...one to agree with the statement and another to disagree with the statement. It's not "pick one or the other". You have to make a separate argument for each side. One paragraph why you would agree, and one paragraph why you would disagree.

Please note: YOU HAVE TO MAKE A CASE FOR BOTH STANCES REGARDLESS OF YOUR PERSONAL OPINION. Also, you must use concepts from the course/textbook and related articles to backup your writing. Also include citations when appropriate.

Please differentiate your two responses in separate paragraphs. One paragraph begins with "I agree..." and the other with "I disagree..."

Questions

1.)Flexible benefits programs are employer inducements to reduce benefits costs. The average employee has neither the ability nor information to make such important choices. Employees should suspect such programs.

2.)Proper selection is a substitute for socialization.

3.) Investments in career development do not provide an organization a viable return on its investment. It simply raises employees' expectations, and then, if not fulfilled, cause employees leave. Accordingly, the organization has trained employees for its competitors.

4.) Job analysis is just another burden placed on organizations through EEO legislation.

5.) Globalization has led us to the realization that workers an interchangeable between countries so long as language issues are resolved.

6.) Training organizational members how to be coaches and how to empower employees should be a major activity in the next decade.

7.) Employees should not be permitted to see their personnel files. As long as the information is not used against an employee, these files should be off limits.

8.) All that is required for successful labor-management relations is common sense, sound business judgment, and good listening skills.

9.) Given that the white male is becoming a “minority” in the workplace, they should be afforded affirmative action protection.

10.)An organization should follow a promote-from-within policy.