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Flashcards in MGT 557 UOP Complete Class,MGT 557 UOP Assignment,MGT 557 UOP Course Deck (23):
1

MGT 557 Week 6 Learning Team Weekly Reflection
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MGT 557 Week 6 Learning Team Weekly Reflection
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Review this week’s objectives. Reflect on any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing your findings.

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MGT 557 Week 6 Individual Assignment Negotiation Plan
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MGT 557 Week 6 Individual Assignment Negotiation Plan
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For this assignment, you will choose from the following options:

• Option 1: Capital Mortgage Insurance Corporation Case Study

• Option 2: National Football League Negotiation Read the instructions in the University Material: Negotiation Plan located on the student website and select one option to complete the assignment.

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3

MGT 557 Week 5 Learning Team Weekly Reflection
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MGT 557 Week 5 Learning Team Weekly Reflection
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Review this week’s objectives. Reflect on any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing your findings.



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MGT 557 Week 5 Learning Team Assignment Rock n Roll Negotiator Part 2
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MGT 557 Week 5 Learning Team Assignment Rock n Roll Negotiator Part 2
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Bobby Singer’s and The Constituencies’ contracts with the R-n-R Label also expires this year. To gain strength from the multiparty negotiations, Agent-town contacted Bobby Singer’s and The Constituencies’ agents (Agentville and Agentopoly).

Divide your Learning Team into four groups representing the three different Agencies and the R-n-R label. Describe the following in an essay of no more than 1,500 words:

• The prenegotiation, formal-negotiation, and the agreement stage for the multiparty negotiation

• The strategies used by both sides to manage the negotiations

• The role that coalitions played in the negotiation

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MGT 557 Week 5 Individual Assignment Cell Phone Negotiations
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MGT 557 Week 5 Individual Assignment Cell Phone Negotiations
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Review the following descriptions of the two teams involved in a negotiation. The all-male negotiating team from the United States seeks a cell phone price of $6 per unit. Assume the American team embodies the following Hofstede’s cultural dimensions:

• Individualistic

• Low-power distance

• Low-term orientation

• Low-context The all-female negotiating team from China offers cell phones with a $9 per unit price tag. Assume the Chinese team embodies the following Hofstede’s cultural dimensions:

• Collectivistic

• High-power distance

• Long-term orientation

• High-context Evaluate, in an essay of no more than 1,500 words, the potential influence on cell phone price negotiations between the Chinese and American negotiation teams (described below) stemming from the following: Gender difference

• Personality

• Culture

• Perception, cognition, and emotion

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6

MGT 557 Week 5 DQ 2
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Why is intransigence a powerful card for a negotiator? What are the dangers of intransigence? How will you manage a negotiation impasse when the other party presents you with an ultimatum.

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MGT 557 Week 5 DQ 1
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What are some common mistakes that may lead to an impasse in negotiation? Describe a time you experienced an impasse in negotiating. What are strategies that could have been applied in that situation?

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8

MGT 557 Week 4 Learning Team Weekly Reflection
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MGT 557 Week 4 Learning Team Weekly Reflection
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Review this week’s objectives. Reflect on any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing your findings.

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9

MGT 557 Week 4 Learning Team Assignment Rock n Roll Negotiator Part 1
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MGT 557 Week 4 Learning Team Assignment Rock n Roll Negotiator Part 1
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The Negotiators are a popular and successful rock-n-roll band. This year their contract with the publisher R-n-R Label expires. The Negotiators’ members, Jimmy, Tinny, and Janice all believe that they deserve a monetary increase, and if they cannot obtain it, they will not renew their contract with the R-n-R Label. There are differences, however, among the band members: Jimmy wants a 10% increase, Tinny a 15% increase, and Janice a 20% increase. As the band members lack negotiating skills, they decide to hire the firm Agent-town as their negotiator. Divide your Learning Team into two groups. One group should take the role of The Negotiators and the other should take the role of a company called Agent-town. Consider the influence of agents, constituencies, coalitions, and audiences on negotiations.Decide on a mutually accepted increase supported by all band members. Explain the following in an essay of no more than 1,500 words:

• How The Negotiators agreed on an increase percentage

• How the band members as constituencies managed their agent

• How Agent-town will manage the constituencies and audiences

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10

MGT 557 Week 4 DQ 2
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Define perception and perceptual distortion by generalization. Explain how perception distortion can cause biases in negotiation. How can you use this information in negotiations? Cite specific examples

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11

MGT 557 Week 4 DQ 1
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What concepts in Chinese culture should those attempting to negotiate in China recognize? In your opinion, how does guanxi affect negotiation in China? What are some strategies to employ when negotiating with a Chinese company?

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MGT 557 Week 3 Learning Team Assignment Salary Negotiation Role Play
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MGT 557 Week 3 Learning Team Assignment Salary Negotiation Role Play
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Divide your Learning Team into two groups. One group should take the role of a job applicant; the other should take the role of the hiring manager at a company called Z-firm. Imagine that a job applicant has been offered a job as an HR officer at Z-firm. Both sides need to negotiate the starting salary. Statistical data indicates that HR officer starting salaries are around $40,000. Zfirm, however, is highly respected in its industry and receives many job applications from all over the country. That is why the applicant has decided not to state an exact salary level, but to negotiate it. Role-play the negotiation as if both sides were pursuing distributive (win–lose) negotiation. Then, switch roles and role-play the negotiation as if both sides were pursuing integrative (win–win) negotiation. Each Learning Team member should consider how best to apply power and influence principles to accomplish their side’s negotiation goals. Summarize, in no more than 2,000 words, your Learning Team’s distributive and integrative negotiations. Consider the following:

• Describe the adjustments and concessions made and the strategies and tactics used by each side

• Describe the sources of power and the application of power principles employed by each side.

• Describe how each side used central route or peripheral route influence principles to effect the negotiation outcomes.

• Evaluate the ethicality of the negotiation tactics of each side.

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13

MGT 557 Week 3 DQ 2
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When interacting with decision makers, what happens as you try to convert or pressure them during two-party and multiparty negotiations? What special challenges occur in two-party and multiparty negotiations?​



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14

MGT 557 Week 3 DQ 1
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What are the strengths and weaknesses of using an agent in negotiations? How can you determine the best time to use an agent and when to negotiate for yourself?

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15

MGT 557 Week 2 Learning Team Weekly Reflection
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MGT 557 Week 2 Learning Team Weekly Reflection
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Review this week’s objectives. Reflect on any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing your findings.



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16

MGT 557 Week 2 Individual Assignment Negotiation Outcome Matrix
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MGT 557 Week 2 Individual Assignment Negotiation Outcome Matrix
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Individual Assignment Negotiation Outcome Matrix Complete the Negotiation Outcome Matrix located on the student website.

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17

MGT 557 Week 2 DQ 2
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Define ethics. Why do ethics matter in negotiation? How does your personal ethical code influence your negotiations? Provide a specific example

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MGT 557 Week 2 DQ 1
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Describe the best alternative to a negotiated agreement (BATNA) concept. Explain the pitfalls of overestimating the value of BATNA. Why is a negotiator’s BATNA the most valuable tool of power negotiation?​

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19

MGT 557 Week 1 DQ 2
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How can a negotiation that begins with a negative bargaining range be resolved? Should a negotiator reveal his or her resistance point? Explain.

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MGT 557 Week 1 DQ 1
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Define zero-sum situation. What are some strategies for a successful or neutral outcome in a zero-sum negotiation?

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21

MGT 557 Final Exam Guide
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1) To most people the words bargaining and negotiation are

A.mutually exclusive

B.interchangeable

C.not related

D.interdependent



2) Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by which of the following?



A.Obligation and perseverance

B.Avoidance and compromise

C.Influence and persuasiveness

D.Trust and openness

E.Cognition and emotion



3) Distributive bargaining strategies

A.are the most efficient negotiating strategies to use

B.are used in all interdependent relationships

C.are useful in maintaining long-term relationships

D.can cause negotiators to ignore what the parties have in common



4) Good distributive bargainers will

A.begin negotiations with the other party with an opening offer close to their own resistance point

B.ensure that there is enough room in the bargaining range to make some concessions

C.accept an offer that is presented as a fait accompli

D.immediately identify the other party’s target poin



5) Which of the following processes is central to achieving almost all integrative agreements?

A.Moderating the free flow of information to ensure that each party’s position is accurately stated

B.Exchanging information about each party’s position on key issues

C.Emphasizing the commonalties between the parties

D.Searching for solutions that maximize the substantive outcome for both parties



6) Which of the following 5-step processes has been used successfully in a collective bargaining situation?

A.Commitment, explanation, validation, prioritization, negotiation

B.Commitment, exploration, verification, prioritization, negotiation

C.Collaboration, explanation, validation, prioritization, negotiation

D.Collaboration, exploration, verification, prioritization, negotiation



7) Which of the following is one of the five linguistic dimensions of making threats?

A.The use of inclusive language

B.The conveyance of verbal immediacy

C.The degree of lexical homogeneity

D.The extent of low-power language style



8) Gibbons, Bradac, and Busch suggest that threats can be made more credible and more compelling by using

A.positively polarized descriptions of the other party

B.low immediacy

C.high intensity

D.low verbal diversity



9) The concept of duty ethics states that

A.the rightness of an action is determined by evaluating the pros and cons of its consequences

B.the rightness of an action is determined by existing laws and contemporary social standards that define what is right and wrong and where the line is

C.the rightness of an action is based on the customs and norms of a particular society or community

D.the rightness of an action is based on one’s conscience and moral standards



10) Ethical criteria for judging appropriate conduct define

A.what is wise based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other

B.what a negotiator can actually make happen in a given situation

C.what is appropriate as determined by some standard of moral conduct

D.what the law defines as acceptable practice



11) Audiences hold negotiators accountable in all but one of the following ways:

A.When the negotiator’s performance is visible

B.When the audience is dependent upon the negotiator for their outcomes

C.When the negotiating agents were members of a group that developed the negotiating position

D.When the audience is able to judge how well a negotiator performs

E.When the audience insists that the negotiator be tough, firm, and demanding



12) Which of the following would you not likely find the use of an agent in negotiations?

A.When your natural conflict style is to compromise, accommodate, or avoid

B.When the agent has special friends, relationships or connections that he or she can use to contact the right people to get a deal done

C.When the representative has better negotiation skills than you

D.When you need to repair a damaged relationship

E.When you are emotionally involved in an issue or problem



13) Which of the following is a property of a coalition?

A.A coalition is a noninteracting group of individuals.

B.A coalition is dependent on the formal structure of the organization.

C.A coalition consists of mutually perceived membership.

D.A coalition is focused on a goal or goals internal to the coalition.



14) Which of the following lists three of the major types of coalitions?

A.Potential coalitions, operating coalitions, and recurring coalitions

B.External coalitions, operating coalitions, and recurring coalitions

C.Latent coalitions, established coalitions, and potential coalitions

D.Established coalitions, operating coalitions, and temporary coalitions



15) What is the result of procedural complexity in multiparty negotiations?

A.The fewer the number of parties, the more complex the decision-making process becomes.

B.The increased number of negotiators will streamline the decision-making process.

C.Negotiators can ignore the problem of multiple related issues.

D.Negotiators will probably have to devote discussion time to how they will manage the process to arrive at the type of solution or agreement they want.



16) Research on gender characteristics in negotiation

A.has shown a strength in the use of gender as the independent variable

B.has yielded consistent findings to document significant differences between male and female negotiators

C.has found there are differences in how males and females negotiate, but these differences are difficult to detect

D.has a generalized influence on the dependent variables in a negotiation



17) Self-efficacy

A.is a perception of the extent to which external circumstances control the negotiation

B.refers to the extent to which people perceive that they have control over events which occur

C.is the negotiator’s capacity to understand the other party’s point of view during a negotiation

D.is considered to be a judgment about one’s ability to behave effectively in a given situation



18) The extent to which people perceive that they have control over events that occur is called

A.self-monitoring

B.locus of control

C.Machiavellianism

D.the negotiator’s degree of assertiveness



19) We use the term culture to refer to the

A.religious beliefs of a group of people

B.ethnicity of a group of people

C.geographic nationality of a group of people

D.shared values and beliefs of a group of people



20) Which of the following is an immediate context factor in cross-cultural negotiations?

A.External stakeholders

B.Instability

C.International economic factors

D.Relationship between negotiators



21) Which of the following lists the stages of the perceptual process in the correct order?

A.Stimulus, translation, attention, recognition, behavior

B.Stimulus, behavior, translation, attention, recognition

C.Stimulus, attention, recognition, translation, behavior

D.Behavior, stimulus, recognition, attention, translation



22) The chilling effect states that

A.if negotiators anticipate that their own failure to agree will lead to a binding arbitration, they lose their incentive to work seriously for a negotiated settlement

B.when arbitration is anticipated as a result of the failure of parties to agree, negotiators may lose interest in the process of negotiating

C.as the frequency of arbitration increases, disenchantment with the adequacy and fairness of the process develops, and the parties may resort to other means to resolve their disputes

D.perceived patterns of partiality toward one side may jeopardize the arbitrator’s acceptability in future disputes



23) Which of the following is heavily involved in helping to establish or enhance communication and dispute resolution skills that the parties can then apply to the immediate dispute and future communication?

A.Process consultants

B.Arbitrators

C.ADR systems

D.Mediators



24) Negotiators always run the risk of encountering other parties who, for any number of reasons, are difficult negotiators. That difficulty may be intentional or due to

A.inexperience

B.philosophical differences

C.inadequate skill

D.lack of sophistication

E.a psychological imbalance



25) In the imaging process, parties in conflict are asked to engage in the following activities in what order?

A.Describe how they see themselves, state how they think the other party would describe them, describe how the other party appears to them, state how they think the other party sees themselves

B.Describe how they see themselves, describe how the other party appears to them, state how they think the other party would describe them, state how they think the other party sees themselves

C.Describe how the other party appears to them, state how they think the other party sees themselves, describe how they see themselves, state how they think the other party would describe them

D.State how they think the other party would describe them, state how they think the other party sees themselves, describe how they see themselves, describe how the other party appears to them



26) The strategy of disarmament includes:

A.Providing some distance from the conflict and from one’s own emotions

B.Negotiating directly and openly the rules of the negotiation process

C.Helping the other party think about the consequences of not reaching an agreement

D.Expressing one’s own views clearly and considerately

E.Asking open-ended questions



27) Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn.

A.preparation

B.cooperation

C.communication

D.process

E.innovation



28) At the top of the best practice list for every negotiator is

A.managing coalitions

B.diagnosing the structure of the negotiation

C.remembering the intangibles

D.preparation

E.protecting your reputation



29) Negotiators should make a conscious decision about whether they are facing a fundamentally distributive negotiation, an integrative negotiation, or a

A.combative negotiation

B.group negotiation

C.cooperative negotiation

D.creative negotiation

E.a blend of both distributive and integrative negotiation



30) The goal of most negotiations is achieving which of the following?



A final settlement

B.A valued outcome

C.An agreement per se

D.A value claiming goal

E.A value creating goal

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MGT 557 Entire Course With Final
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MGT 557 Week 1 DQ 1

MGT 557 Week 1 DQ 2

MGT 557 Week 2 Learning Team Weekly Reflection

MGT 557 Week 2 Individual Assignment Negotiation Outcome Matrix

MGT 557 Week 2 DQ 1

MGT 557 Week 2 DQ 2

MGT 557 Week 3 Learning Team Assignment Salary Negotiation Role-Play

MGT 557 Week 3 Learning Team Weekly Reflection

MGT 557 Week 3 DQ 1

MGT 557 Week 3 DQ 2

MGT 557 Week 4 Learning Team Weekly Reflection

MGT 557 Week 4 Learning Team Assignment Rock n Roll Negotiator Part 1

MGT 557 Week 4 DQ 1

MGT 557 Week 4 DQ 2

MGT 557 Week 5 Learning Team Assignment Rock n Roll Negotiator Part 2

MGT 557 Week 5 Individual Assignment Cell Phone Negotiations

MGT 557 Week 5 Learning Team Weekly Reflection

MGT 557 Week 5 DQ 1

MGT 557 Week 5 DQ 2

MGT 557 Week 6 Individual Assignment Negotiation Plan

MGT 557 Week 6 Learning Team Weekly Reflection

MGT 557 Final

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MGT 557 Complete Course
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MGT 557 Week 1 DQ 1

MGT 557 Week 1 DQ 2

MGT 557 Week 2 Learning Team Weekly Reflection

MGT 557 Week 2 Individual Assignment Negotiation Outcome Matrix

MGT 557 Week 2 DQ 1

MGT 557 Week 2 DQ 2

MGT 557 Week 3 Learning Team Assignment Salary Negotiation Role-Play

MGT 557 Week 3 Learning Team Weekly Reflection

MGT 557 Week 3 DQ 1

MGT 557 Week 3 DQ 2

MGT 557 Week 4 Learning Team Weekly Reflection

MGT 557 Week 4 Learning Team Assignment Rock n Roll Negotiator Part 1

MGT 557 Week 4 DQ 1

MGT 557 Week 4 DQ 2

MGT 557 Week 5 Learning Team Assignment Rock n Roll Negotiator Part 2

MGT 557 Week 5 Individual Assignment Cell Phone Negotiations

MGT 557 Week 5 Learning Team Weekly Reflection

MGT 557 Week 5 DQ 1

MGT 557 Week 5 DQ 2

MGT 557 Week 6 Individual Assignment Negotiation Plan

MGT 557 Week 6 Learning Team Weekly Reflection

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