6. Which of the following are not synonymous with each other? a. Dreamers and Su
ID: 328070 • Letter: 6
Question
6. Which of the following are not synonymous with each other?
a. Dreamers and Suppressors
b. Problem solvers and Integrators
c. Competitors and forcers
d. Hagglers and Accommodators
e. Dodgers and Avoiders
1. Which of the following is not a threat to trust? a. Reputation b. Few rules C. Poor pie expansion d. Miscommunication e. Social comparison 2. Which of the following are accurate? a. Some cultures are much more dependent on certain cues in the context to understand what the appropriate behavior is than other cultures are b. In a low context culture, it would be normal for an individual to be very careful in what he/she says in order to protect relationships in general c. A high context person would normally try to determine how her/his in-group feels about something before stating a personal opinion d. A and C e. A and B 3. Which is correct in regards to the 5 negotiating styles? a. There are two styles that lead to an outcome in which at least one party wins b. There are three styles that lead to an outcome in which at least one party wins c. Win/lost is a better outcome than lose/win d. There are three styles that lead to an outcome in which at least one party loses 4. When planning a negotiating meeting, which one is the least relevant? a. List of attendees b. Time of the day C. Site selection d. Agenda e. Introduction 5. From a seller's point of views, the following is correct in regards to price a. The bottom line is the same as the walkaway b. Reservation point is higher than the bottom line c. Target point is higher than the bottom line d. Target point is higher than reservation point e. A and B f. A, B, CExplanation / Answer
Reputation and trust are interrelated, the former is built on the past occurrence, and the latter is related to the future prediction. Rules are norms that guide the behavior and performance of the concerned; rules are instructional and do not interfere in the trustworthiness of a person. Expanding the pie is a negotiation technique in which the both parties arrive at solution to achieve more than they would have received. Though poor expansion of pie reduces the benefits, it is not encroaching into the trust element. Miscommunication can lead to development of mistrust; and communicators must be prudent to avoid wrong communications. Social comparison is a process to evaluate one-self in comparison with others; social comarisons may or may not affect the trust among individuals. The answer is ‘d’. In a low-context culture people of the community send messages and information in more direct ways and use words that have direct meanings. In high context cultures, members use indirect means of communication such us of anecdotes, nonverbal cues, proverbs, etc., to communicate a message. A person must be careful in using words and messages, whether it is high context culture or low context culture. The answer is ‘d’. There are five styles of negotiations adopted by the negotiators depending on their personalities i.e. competitors, collaborators, compromisers, avoiders, and accommodators. Competitors are assertive and are forceful in winning their position. Collaborators work together with others to achieve a common solution. Compromisers try to be fair wih each other and try to achieve a middle ground. Avoider, disregard the situation and avoid communicating with the other party. Accommodators, tries to build relationship with others understand their interests and then propose a solution that would be gainful for both. In every situation of negotiation at least one party wins irrespective of the style. Obviously, it is common sense to say that winning is better than losing. In the current context, the choice’d’ is correct. There are three situations in which outcome of negotiation are at least one party loses, I.e., competitive, avoidance, and compromising contexts. The answer is ‘d’. There are various factors that are critical in panning a negotiation meeting as each factor can influence the outcome of the negotiation process. Some of the important factors include the characteristics of the negotiators, place of negotiation, agenda, and introduction of the negotiation issue. Time of the day is the least relevant factor of outcome. The answer is ‘b’.
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