FINAL EXAM – 1 Hour only 1 Does experience lead to better…

QuestionAnswered step-by-stepFINAL EXAM – 1 Hour only 1 Does experience lead to better…FINAL EXAM – 1 Hour only  ?????? ??? 1Does experience lead to better negotiationsA. Always B. Sometimes C. Never D. Not necessarily ?????? ??? 2¿What is the anchor in a negotiation? A. It’s the final value that an agreement defines. B. It’s the reservation value of the negotiator. C. It’s a monetary concession. D. It’s the first offer of a negotiator. ?????? ??? 3What is the experiential learning cycle in negotiation?  A. The preparation, the opening, the transaction, the closing or agreement, the implementation. B. The knowledge, putting it into practice, observation, evaluation, and repetition to develop skills. C. Communication, perception, information, and decision making. D. Attention, selection, and the interpretation of information in a negotiation.  4>  Who was Edward T. Hall?  A. The founder of the negotiation program at Harvard. B. Author of the book “Power in Negotiation.” C. Dean of the business school at MIT. D. The anthropologist who coined the phrase, “The negotiation dance.”  5> What do we call a good agreement?  A. When value is created for all the parties involved. B. When the result is achieved quickly. C. When there is no conflict between the parties. D. When the winner takes the best part. 6 . Can emotions be disregarded in a negotiation?  A. Yes, they can and they should be. B. No, it’s not possible or desirable. C. It depends on the context of the negotiation. D. Only if it affects the relationship between negotiators. ?????? ??? 7What is Emotional Intelligence?  A. The ability to accept our emotions and handle them correctly. B. The interpretation and recognition of emotions in other people. C. Empathy and social relationships D. All of the above ?????? ??? 8How can a negotiator be emotionally intelligent ?1 ???? A. by being sensitive to others’ emotions B. by being aware of his or her own emotions C. by being empathetic and collaborative D. All the above ?????? ??? 9Can emotions be contagious ?1 ???? A. Yes, they can be, thus providing an important strategy to use in negotiations. B. Yes, but only in events of group hysteria. C. No, it’s not possible because each person has his or her own emotions. D. Yes, but only when we’re angry.10.?????? ??? 10How are emotional connections realized in a negotiation1 ???? A. by using oral language B. by offers and counteroffers C. by subliminal messages D. by body language and facial expressions ?????? ??? 11What’s another name for interest based negotiation?1 ???? A. “win-lose” negotiation B. distributive negotiation C. integrative negotiation D. transactional negotiationsin responder12.?????? ??? 12What’s the relevance of critical thinking to negotiation?1 ???? A. None; they’re both different concepts. B. PC is the political context and negation is in the business context. C. Both are synonymous terms. D. Critical thinking determines the interests in negotiation.13.?????? ??? 13In what part of the spectrum of the negotiator’s dilemma does conflict become manifest?1 ???? A. In the integrative extreme. B. In the whole range of the spectrum. C. It doesn’t become manifest. D. In the distributive extreme.14.?????? ??? 14What’s the relevance of process interests to the negotiator’s dilemma?1 ???? A. They consider emotions. B. They define the negotiation strategy. C. They are based on principles. D. They are determined by the positions.15.?????? ??? 15How can we go from being a distributive culture to an integrative one?1 ???? A. Insisting on taking the biggest slice of the pie. B. Collaborating to make the pie bigger. C. Sharing the pie equally. D. With a “win-lose” mentality”.16.?????? ??? 16¿What does conflict management do in a negotiation?1 ???? A. The same as conflict resolutions. B. It manages the conflict so it doesn’t escalate. C. It uses the opposite strategy of conflict resolution. D. It accelerates agreements to dissipate confrontation.17.?????? ??? 17What is the frame of reference in a negotiation?1 ???? A. A reference that we can build our interests upon. B. The starting point to set the anchor in a negotiation. C. It’s the foundation on which BATNA is built. D. It’s the same as the range of negotiation or ZOPA.18.?????? ??? 18What are the sources of conflict?1 ???? A. Culture, politics, and religion B. Anchoring and reservation values C. Economy, values, and power D. Distributive and integrative19.?????? ??? 19What is Ury’s cycle?1 ???? A. They’re the stages to follow to negotiate successfully by using positions. B. It’s a counter-intuitive scheme to overcome the conflict and reach an agreement. C. It’s a model that describes the competencies for developing negotiations. D. It represents the phases of emotional intelligence in a negotiation.20.?????? ??? 20What is Carl Jung’s belief about conflict management?1 ???? A. “It’s better to anticipate the conflict than try to fix it.” B. “Everything that irritates us about others can help us understand ourselves better.” C. “Conflict is a source of inspiration for the creative mind.” D. “It’s never too late to try to solve a conflict with our good will.”sin responder?????  Arts & HumanitiesCommunicationsCOMM 024Share Question