MIDTERM

NAME: Victoria Rusnick STUDENT ID: WN1188

INSTRUCTIONS
• All submissions should be made by the deadline. Late exams will not be accepted. You
may leave once the examination session is concluded or have submitted the exam.

• All questions/problems are clearly stated. However, you are allowed to communicate
with the instructor regarding the interpretation of questions.

• Any evidence(s) of cheating and/or communicating with other students (either in

person or online) during the exam will result in a 0. Responses are solely the result
of individual efforts.

• This exam contributes 20% towards your final grade in the course.

• Please allocate your time to finish answering all the questions. No time extensions will
be given. All attempts must be completed within the official time allotted. I cannot
provide grades for questions that do not have an attempt.

MARKS
Section A – Multiple Choice (1.5 x 20 = 30 Marks)
Section B – Short Answers (3 x 10 = 30 Marks)

TOTAL – 60 MARKS

This work is protected by property and copyright laws solely for the use of instructors in
teaching their courses and students in learning at Anderson College. Dissemination or sale
of any part of this work will destroy the integrity of the information and is not permitted.
All recipients of this work are expected to abide by these restrictions and honour the
purpose of the material.
 © Anderson College of Health, Business and Technology 1

MULTIPLE CHOICE

1) Negotiation is about resolving:

A. Independence
B. Conflict
C. Interdependence
D. Harmony
E. All of the above
F. None of the above

2) In which of the following conflict management strategies do actors show high concern for
attaining their own outcomes and high concern for whether the other party attains his or her
outcomes?

A. Yielding
B. Contending
C. Avoiding
D. Problem Solving
E. All of the above
F. None of the above

3) Satisfaction with a negotiation is determined by:

A. The process through which an agreement is reached and the dollar value of concessions
made by each party.
B. The actual outcome obtained by the negotiation as compared to the initial bargaining
positions of the negotiators.
C. The process through which an agreement is reached and by the actual outcome obtained
by the negotiation.
D. The total dollar value of concessions made by each party.
E. All of the above
F. None of the above

4) Which of the following dilemmas concerns how much of the truth to disclose to the other
party in a negotiation?

A. Dilemma of Morality
B. Dilemma of Trust
 C. Dilemma of Honesty
D. Dilemma of Independence
E. All of the above
F. None of the above

© Anderson College of Health, Business and Technology 2

5) BATNA stands for:

A. Best alternative to a negotiated agreement

B. Best action towards a negotiated agreement
C. Best alternative to a negative agreement
D. Best alternative to a negative action
E. All of the above
F. None of the above

6) A strong interest in achieving only substantive outcomes tend to support what kind of
strategy?

A. Collaborative
B. Accommodating
C. Competitive
D. Avoidance
E. All of the above
F. None of the above

7) What is the dominant force for success in negotiation?

A. A distributive negotiation strategy

B. The planning that takes place prior to the dialogue
C. The discussions that precede planning sessions
D. The tactics selected in support of strategic goals
E. All of the above
F. None of the above

8) Interests can be all of the following EXCEPT:

A. Substantive, directly related to the focal issues under negotiation

B. Process-based, related to the manner in which we settle this dispute
C. Tied to the relationship-based current or desired future relationship between the parties
D. Based only on the tangible items of the negotiation
E. All of the above
F. None of the above
9) All of the following are true when describing limits EXCEPT:

A. They are the point where you should stop the negotiation
B. They are also called resistance points
C. Establishing them is a critical part of planning
D. They should be ignored in a bidding war
E. All of the above
F. None of the above

© Anderson College of Health, Business and Technology 3

10) Which of the following terms can we consider to have achieved the best possible deal?

A. Specific Target Point

B. Resistance Point
C. Alternative
D. Asking Price
E. All of the above
F. None of the above

11) Which of the “big five” personality factors refers to being sociable, assertive, and talkative?

A. Introversion
B. Extroversion
C. Emotional Stability
D. Openness
E. All of the above
F. None of the above

12) ________ is a judgement about our own ability to behave effectively in a given situation.

A. Self-Efficacy
B. Self-Efficiency
C. Others-Orientation
D. Self-Orientation
E. All of the above
F. None of the above

13) Perception is:

A. The process by which individuals detach from their environment

B. Unrelated to the perceiver’s current state of mind
C. A factor that can affect how meanings are ascribed
D. A simple mental process
E. All of the above
 F. None of the above

© Anderson College of Health, Business and Technology 4

14) Halo effect occur when:

A. Attributes are assigned to an individual solely on the basis of his or her membership in a
particular social or demographic group.
B. People generalize about a variety of attributes based on the knowledge of one attribute of
an individual.
C. The perceiver singles out certain information that supports or reinforces a prior belief,
and filters out information that does not confirm that belief.
D. people ascribe to others the characteristics or feelings that they possess themselves.
E. All of the above
F. None of the above

15) Projection occurs when:

A. Attributes are assigned to an individual solely on the basis of his or her membership in a
particular social or demographic group.
B. People generalize about a variety of attributes based on the knowledge of one attribute of
an individual.
C. The perceiver singles out certain information that supports or reinforces a prior belief and
filters out information that does not confirm that belief.
D. People assign to others the characteristics or feelings that they possess themselves.
E. All of the above
F. None of the above

16) The best way to manage perceptual and cognitive biases is:

A. To minimize them
B. To ignore them
C. To hide them
D. To understand how they happen
E. All of the above
F. None of the above
17) The distinction between mood and emotion is based on which of the following characteristics
EXCEPT:

A. Specificity
B. Intensity
C. Duration
D. Conformity
E. All of the above
F. None of the above

© Anderson College of Health, Business and Technology 5

18) Negative emotions may lead parties to:

A. More integrative processes

B. Escalate the conflict
C. Promote persistence
D. Define the situation as integrative
E. All of the above
F. None of the above

19) Positive feelings are more likely to lead parties toward more:

A. Egotistical processes
B. Distributive processes
C. Integrative processes
D. Conscientious processes
E. All of the above
F. None of the above

20) In explaining another person's behaviour, the tendency is to overestimate the causal role of
_____ factors and underestimate the causal role of _____ factors.

A. Situational; Personal
B. Personal; Situational
C. External; Personal
D. External; Internal
E. All of the above
F. None of the above
 © Anderson College of Health, Business and Technology 6

SHORT ANSWERS

1) Many frameworks for managing conflict have been suggested, and inventories have been
constructed to measure negotiator tendencies to use these approaches. Each approach begins with
a similar two-dimensional framework and then applies different labels and descriptions. The
two-dimensional framework is called the Dual Concerns Model. Compare the conflict
management strategies derived from the model. Provide an example for each strategy.

The Dual Concerns model includes: Concerns about their own outcome (assertiveness), and
concerns about the other’s outcome (cooperativeness)

There are 5 conflict management stategies,

-Forcing…. Competing for the outcome

-Yielding….. Accommodating for the outcome

-Avoiding……. Inaction

-Problem solving…….. Collaborating to come to a solution

-Compromising…… “What can we do instead”

 © Anderson College of Health, Business and Technology 7

2) The foundation for success in conflict is not in the game playing or the dramatics. The primary
determinant in negotiation is the planning that takes place prior to the dialogue. Effective
planning requires working through a process. List and discuss each of the steps in detail.
Step 1: Define the issues you have
Step 2: Combine list of issues from each side and prioritize issues based on which are most and
less important and whether the issues are linked or separate.
Step 3: Explain why you want it (your interests), are they substantive, process-based, or
relationship-based
Step 4: Define the resistance points and alternatives that could be utilized
Step 5: Set your asking price and the target price you wish to achieve
Step 6: Assess constituents and the social context of the negotiation
 © Anderson College of Health, Business and Technology 8

3) Personality traits are stable tendencies to think, feel, or behave in certain ways that can be
identified and measured. Although it seems like an obvious and intuitive insight that people have
different personalities and that variations in personality affect how things go in certain situations,
there has actually been quite a bit of controversy about the predictors of negotiation behaviour.
The Five-Factor Model (Big Five) is an appealing way to analyze personality because it reduces
many personality traits that exist into a limited set of categories. List and describe these
categories.
1. Extraversion…. Talkative and sociable. Extroverts like being out there being a “social
butterfly”
2. Agreeableness…. Flexible and cooperative, people described with agreeableness can
problem-solve and come to conclusions easily
3. Conscientious…. Responsible and organized, conscientious people are achievement
oriented which influences them to be hard-workers
4. Emotional Stability…. Secure and confident. People with emotional stability don’t tend to
get anxiety.
5. Openness….. People with openness have a great imagination and are often curious.
© Anderson College of Health, Business and Technology 9