Negotiation & Conflict Management Exam Prep

Negotiation & Conflict Management Exam Study Notes

Multiple Choice Questions (MCQs)

• Chapter 6 (Perception, Cognition, and Emotion), Slide X: Define the role of perception in negotiation.
• Chapter 6 (Perception, Cognition, and Emotion), Slide Y: Explain how cognitive biases impact negotiation outcomes.
• Chapter 6 (Perception, Cognition, and Emotion), Slide Z: Describe the effect of emotions on negotiation.
• Chapter 8 (Finding and Using Negotiation Power), Slide A: List sources of negotiation power.
• Chapter 8 (Finding and Using Negotiation Power), Slide B: Explain how to leverage power effectively in negotiations.
• Chapter 8 (Finding and Using Negotiation Power), Slide C: Identify the difference between positional and principled power.
• Chapter 14 (Individual Differences I: Gender and Negotiation), Slide D: Summarize the common negotiation styles of men and women.
• Chapter 14 (Individual Differences I: Gender and Negotiation), Slide E: Explain how gender stereotypes influence negotiations.
• Chapter 18 (Managing Difficult Negotiations), Slide F: Describe different types of difficult negotiation personalities.
• Chapter 18 (Managing Difficult Negotiations), Slide G: Detail strategies for dealing with specific negotiation challenges.

Short Essay Questions

• Chapter 6 (Perception, Cognition, and Emotion), Slides X, Y and Z: Analyze how cognitive biases and emotions can hinder or enhance negotiators. How can negotiators minimize these effects? Discuss examples from the text.
• Chapter 8 (Finding and Using Negotiation Power), Slides A, B and C: Compare and contrast positional and principled power approaches in negotiations. Provide real-life examples.
• Chapter 14 (Individual Differences I: Gender and Negotiation), Slides D and E: Evaluate how gender roles and stereotypes impact negotiation success. Discuss techniques for overcoming these barriers.
• Chapter 18 (Managing Difficult Negotiations), Slides F and G: Explain differing negotiation styles of specific individuals. What techniques can negotiators use to address these diverse approaches in a productive way?
• Chapter 8 and 14 Combined: Analyzing negotiation power in the context of gender stereotypes, using specific examples.

Scenario-Based Questions (Accounting/Business)

• Scenario:* A small business owner, Sarah, is negotiating a lease for her new storefront. The landlord, Mr. Smith, is demanding a higher rent than Sarah anticipated.
• Question 1:* Identify at least two potential sources of power for each party (Sarah and Mr. Smith) in this negotiation.
• Answer:*
• Sarah's power is anchored in her ability to find alternative locations—and/or, to walk away from this deal.
• Mr. Smith's power lies in scarcity – being the only available landlord in the area. This scenario exemplifies how positional and principled power play out in real life.
• Question 2:* Suggest at least two specific negotiation strategies Sarah can employ to achieve her desired outcome.
• Answer:* Suggest she could explore alternative provisions with alternative lease terms (such as rent concessions, or longer-term agreements). By understanding the underlying motivations for both parties, she can build a strong negotiating tactic.

Prepare for your Negotiation & Conflict Management exam with these multiple choice questions focused on perception, cognition, emotion, and negotiation power. This quiz covers crucial concepts from Chapters 6, 8, and 14, allowing you to test your understanding and readiness for the exam.