CM/310 CM310 CM 310 UNIT 8 QUIZ

 1.

Question :

Which of the following is a potentially constructive way to balance power in a negotiation?

Student Answer:

 Hire a mediator to help you.

 Selectively avoid people whom you perceive to have higher power.

 Use your skills in manipulation.

 Feign ignorance.

 Focus on your own needs and tasks.

Question 2.

Question :

Why is “expanding the pie” an effective way of negotiating collaboratively?

Student Answer:

 It threatens both parties into giving up their piece of the pie

 Someone is always “hungrier.”

 It attempts to expand scarce resources available, altering the conflict structure

 People become more entrenched in their “positions.”

 The playing field is “leveled.”

Question 3.

Question :

Negotiation that is transformational is defined as

Student Answer:

 cooperating fully with the other.

 creating something new from what existed before.

 using your intuition to help reframe the conflict.

 cooperative competitiveness.

 the exchange of rational self-interest.

Question 4.

Question :

Collaborative conflict management requires:

Student Answer:

 one person to give up his/her needs.

 one person to have more power than the other

 both people give up something important.

 too much time to be effective.

 all parties to give their best communication efforts.

Question 5.

Question :

Your down-coat company is having an unusually large amount of business due to an extremely cold winter. Your boss expects you to keep up with your work, but won't allow overtime, due to cost-cutting throughout the company. You suggest that they hire another person, although you realize the large volume of business is temporary. When you discuss this with your boss, you both decide that your boss can help you temporarily, thus finding an inexpensive solution to your problem. This is an example of which communication pattern?

Student Answer:

 logrolling

 cost cutting

 bridging

 compromising

 competing