Com 312 Exam Questions & Answers
From the Lecture slides, start with your bottom line when determining your
starting offer (or first counteroffer):
Fall 2017 (Ans- False
____is based on an (intermodal) metric of value by which people compare different commodities and calculate exchange and cost/benefit ratios.(Ans- Market Pricing
Referent Power is the same as:
(Ans- Charismatic Power
In what way can resources be used in negotiation?(Ans- in exchange and pressure tactics
Establishing credibility through honest and accurate statements is an
example of:
(Ans- Calculus-Based Trust
Which of the following statements about source credibility is true?(Ans- People appear more or less credible because of their "presence."
Negotiators in communal-sharing relationships tend to craft better quality agreements compared with those in other kinds of negotiations (Ans- True 1 / 2
Typically we think at 600 words per minute.(Ans- False
Which is not one of the five groupings of power from the book?(Ans- Third Party
According to Martin Davidson, perceived issue complexity is an assessment of how intricate the issues driving the conflict are.(Ans- True
Compromise and _______ styles are the best for achieving productive conflicts.(Ans- Collaborate
According to Behar, face in indirect-confrontation cultures is a person's social reputation.(Ans- True
Research has shown that likeability is less important than other credibility factors.(Ans- True
In general, two-sided messages are considered to be more effective than one-sided messages.(Ans- True
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