Mid Term Examination - Management Assignment Help

Assignment Task

PART A: MULTIPLE CHOICE 
1. As a negotiation is being settled in writing, one negotiator asks for a small concession to be added just as signatures are due. This is an example of 

a) Bogey
b) Nibble
c) Deal sweetener 
2. When evaluating and selecting alternatives in an integrative negotiation, you should: 

a) Keep as many alternatives open as possible
b) Narrow the range of alternatives as the negotiation progresses
c) Be clear on your bargaining zone
3. Show emotion when negotiating:

a) Always 
b) Never
c) It depends
4 A NEGOTIATION is defined as:

a) Decision making situations in which two or more independent parties attempt to reach agreement

b) Decision making situations in which two or more interdependent parties attempt to reach an agreement 

c) Decision making situation in which two or more dependent parties attempt to reach an agreement 

d) None of the above 

5.Which of these is the correct descriptive pairing?

a) Perception bias and cognition distortion 
b) Cognition distortion and perception distortion 
c) Perception bias and cognition bias 
d) Perception distortion and cognition bias
6. Leaving out some information that is relevant to a negotiation is called 

a) Lying by omission
b) Lying by commission 
c) A bogey 
d) None of the above 

PART B: TRUE OR FALSE 
1. TRUE FALSE Logrolling is the practice of hardball tactics 
2. TRUE FALSEMoods are more intense than emotions
3. TRUE FALSEThe “lead” is always the best strategist in a negotiating team 
4. TRUE FALSEBody languagecan be misinterpreted 
5. TRUE FALSESilence from you in a negotiation is a sign of weakness
6. TRUE FALSEShowing emotion in a negotiation is always a sign of weakness.
7. TRUE FALSE Reciprocity is the offer/return of a “favour” after a “favour” has been accepted/received.
PART C:FRAMES and SHAPES (8 Marks)
Please give both the FRAME and SHAPE that you think best fits the following statements 
I am representing Teaching Assistants and think it’s unfair that administration always givesteachers higher percentage increases than us. Our work is just as important, and the teachers could not cope in the classroom without our help, but we are not appreciated as much.

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