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Question
In his article on negotiation, Acuff refers to a study that identified five approaches skilled negotiators share when planning negotiations. What are these?
Answer
Answers will vary
Related questions
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While conflict is not always pleasant, it does have some benefits. Identify four benefits to conflict discussed in your text.
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"Agreement among all members of a group concerning a given decision" is the definition for ________________________.
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According to Acuff, skilled negotiators tend to spend more than twice as much time on long-term issues.
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In describing tactics for negotiation, Woolf (1990) notes that very few things are truly negotiable.
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What are the rules for brainstorming? At what problem-solving stage(s) is brainstorming effective?
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Larry applies for graduate school where the minimally acceptable GPA is 3.25. During his last year as an undergraduate, he had a 4.0, and for the last two years, he has had a GPA of 3.6. However, his personal problems during the first two years resulted in poor grades that contributed to his graduating GPA of 3.0. As a member of the graduate committee, you are to decide whether or not to give Larry a teaching assistantship. In order to solve this problem, brief Process.
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A good negotiator should try to gauge both his/her own and counterpart's strengths and weaknesses.
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The first phase of the Reflective Thinking Process is "identify criteria."
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According to Martin, high-priority items should appear on the agenda.
A. first
B. second
C. near the end
D. as the last item
Q:
According to the text, a good negotiator should learn to master which of the following abilities?
A. Gauge your own reality.
B. Gauge your counterpart's actual strength or weakness.
C. Understand conflict management
D. Understand decision-making processes.
Q:
Research on the use of computer-based feedback and its impact on group member's moods discovered all but one of the following:
A. Outcome feedback improved the decision accuracy of the female users compared to their male counterparts.
B. Outcome feedback affects the overall mood of men and women differently.
C. Moods of males before and after completing the task, and receiving the same negative feedback as women, did not change.
D. Outcome of feedback did not improve the discussion accuracy of the female users compared to their male counterparts.
Q:
According to the model of decision-making that depicts the two criteria related to incrementalism, the majority of decisions resulting in large changes involve:
A. high understanding, incremental change
B. low understanding, incremental change
C. high understanding, large change
D. low understanding, large change
Q:
Csikszentmihalyi (1996) found that highly creative people have several things in common. One is:
A. Women are more sensitive than average.
B. Men are tougher than average.
C. They are all extroverts.
D. They exhibit a great deal of energy.
Q:
If you want to foster a cooperative climate in a group situation, you should:
A. try cooperating
B. set firm boundaries
C. encourage competition between groups
D. avoid high expectations
Q:
Effective listening is also part of negotiating. In Acuff's article, additional tips for effective listening are presented. Which of the following is one of the tips?
A. Talk as frequently as you feel necessary.
B. Interrupt when you need to make a point.
C. Concentrate on what TOS is saying.
D. Avoid getting caught up in what TOS is doing nonverbally.
Q:
Identifying all issues, prioritizing issues, establishing a settlement range, and developing strategies and tactics are all part of which of the following negotiation strategies presented in the reading by Acuff?
A. Plan the negotiation
B. Adopt a win-win approach
C. Maintain high aspirations
D. Ask lots of questions, then listen with your eyes and ears
Q:
Hersey and Blanchard suggest that for people with low readiness, the need for socioemotional support is no longer as important as the need for greater freedom.
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Larson (1993) found that the most effective leaders were those who created a process in which people have more autonomy.
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The laissez-faire leader fosters more independence than the autocratic or democratic leader.
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Circumstances theory grew out of the idea that leaders are born, not made.
Q:
Phase three in group development is referred to as:
A. reinforcement
B. orientation
C. conflict
D. emergence
Q:
Groups that are particularly vulnerable to groupthink have all BUT ONE of the following characteristics:
A. they are highly cohesive
B. they have an autocratic leadership style
C. they have a high need for affiliation
D. they are a strongly homogenous group
Q:
According to Leavitt, the stage of conformity pressure in which group members attempt to appeal to the deviant's social needs is known as:
A. isolation
B. coercion
C. reason
D. seduction
Q:
The Fishbone Technique helps to identify graphically:
A. the underlying causes of a problem
B. all of the possible solutions to the problem
C. criteria needed for solving the problem
D. the best solution to a problem
Q:
Spending too little time on the divergence phase of creativity, thus limiting the number of ideas to be considered in the convergent phase is referred to as:
A. forced convergence
B. divergence
C. convergence
D. premature convergence
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Discuss group norms and briefly exlain three of your own norms in any small group that you belong to.
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Explain the difference between "ascribed" and "attained" status. Give examples of each.
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According to the text, which of the following is an example of a situation that involves low quality but high acceptance?
A. Problems dealing with setting prices
B. Problems related to scheduling of overtime, vacation, and coffee breaks
C. Problems that involve technical knowledge or expertise
D. Problems related to productivity
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___________ is the raw motivating power for teams.
A. The possibility of money
B. Unbridled enthusiasm
C. Power
D. Extraordinary leadership
Q:
According to Posner and Kouzes (1996), without _____________, you cannot lead.