HRM
595 Final Exam

1. Joe McDonald is the HR manager of
ACME chemicals. His boss, Bill Jacobs,
is concerned that the interactions between the various departments of the
company are inconsistent and that there is too much competition between
departments rather than cooperation.
Bill has asked you about ways to improve the negotiations between
business units. In your explanation to
Bill, you need to explain the following: What are the three primary reasons
that negotiations occur? What is the difference between bargaining and
negotiation? Why must successful
negotiations involve both tangible and intangible components? Do you think that ACME needs to pursue an
integrative or a distributive approach to their future interdepartmental
negotiations?

2. Define the term conflict and
describe how it impacts the negotiation process. Your explanation should include the 4 levels
of conflict and the dysfunctions that conflict can create. In your response,
you need to also provide your opinion as to whether conflict is always a
negative component in negotiations. If not, why?

3. Jack Johnson owns a 1998 Ford
Mustang that he is looking to sell. He
advertises in the Auto Trader. Mary
Smith responds to his ad and expresses interest in purchasing the vehicle. Jack is asking $3500 for the car. Mary is looking to pay no more than $2500 for
the vehicle. Would you describe this
negotiation as a distributive or an integrative negotiation? Why? Jack has set
$3500 as the price of his car but is willing to take $3000 for the vehicle.
Anything under $3000 will not be accepted. Mary wants to pay $2500 for the car,
but is willing to go up to $3000.
Anything over $3000 will cause the deal to fail. Define and contrast the
Walkaway Points, Target Points and Asking Price/Initial Offer of the parties.
What are some of the strategies that could be used by each party to achieve the
outcome they desire?

4. What makes an integrative
negotiation different from a distributive negotiation? Define the key steps in
the integrative negotiation process. How
does establishment of a BATNA aid the parties in realizing their integrative
outcome? (Define the term BATNA in your response). If a win-win outcome is
beneficial to both parties, then why is it so difficult to achieve?

5. Often there are other parties to
a negotiation that can add great complexity to the process. Define the following terms: Negotiating Dyad;
Agent; Constituency; Bystander; Audience. What are some of the reasons that an
individual might engage the services of an agent to represent him/her in a
negotiation? (Discuss at least three)
What are the three distinct relationships that an Agent has to maintain
in the negotiation process?

6. Marie Smith is the head of
Marketing for Jones Construction. Harry Brown is the on-site project manager
for all major construction projects.
Marie is interested in expanding the budget for general marketing
activities. Harry wants these resources
reserved for existing projects. Marie
comes to you for advice on the key steps she should use in preparing for her
negotiation with Harry. Discuss the 7
steps to an ideal negotiation process.

7. As Marie and Harry enter into
their negotiations, their perceptions of each other will be an important
component to the negotiation process. Define perception and the role it plays
in the negotiation process. What are the four major perceptual errors that tend
to occur? What does the term framing
mean and how does it relate to the issue of perceptions? How can we counter
these perceptual errors?

8. We have discussed the importance
of communication in the negotiation process. We reviewed the concept of
communication as a sender encoding a message to a receiver who decodes the
message and then responds back to the sender thus creating the feedback process
important to every negotiation. What are the major sources of distortion that
can interfere with communication? (Name and define at least 3) What are the
three key questions we need to ask regarding communication in negotiations?
What role does listening play in the communications process (Describe the 3
types of listening). What are some of the ways that a negotiator can improve
his/her communication skills?

9. When we look at the complexities
of the negotiation process, there are many situations where a negotiator might
consider the use of questionable tactics to accomplish his/her goals. This
brings up the important question of ethics in negotiation. Define the 4 types of ethical reasoning. Why
do people use deceptive/ambiguous tactics in negotiation? What are some of the
factors that shape a predisposition to the use of unethical tactics? How can we
effectively respond to the use of unethical practices?

10. Barney and Marilyn have been
married for six months. They engage in
negotiations consistently as a way to improve their understanding of each other
and to build a loving relationship. How
does this relationship negotiation differ from the negotiation practices that
we have discussed involving business relationships? Research has uncovered 4 fundamental
types of relationship forms. Define and contrast them. Which of the four types represent the
relationship between Barney and Marilyn? What are the three key elements
necessary for managing negotiations within relationships? Which do you think is
the most important? Why?HRM
595 Final Exam1. Joe McDonald is the HR manager of
ACME chemicals. His boss, Bill Jacobs,
is concerned that the interactions between the various departments of the
company are inconsistent and that there is too much competition between
departments rather than cooperation.
Bill has asked you about ways to improve the negotiations between
business units. In your explanation to
Bill, you need to explain the following: What are the three primary reasons
that negotiations occur? What is the difference between bargaining and
negotiation? Why must successful
negotiations involve both tangible and intangible components? Do you think that ACME needs to pursue an
integrative or a distributive approach to their future interdepartmental
negotiations?2. Define the term conflict and
describe how it impacts the negotiation process. Your explanation should include the 4 levels
of conflict and the dysfunctions that conflict can create. In your response,
you need to also provide your opinion as to whether conflict is always a
negative component in negotiations. If not, why?3. Jack Johnson owns a 1998 Ford
Mustang that he is looking to sell. He
advertises in the Auto Trader. Mary
Smith responds to his ad and expresses interest in purchasing the vehicle. Jack is asking $3500 for the car. Mary is looking to pay no more than $2500 for
the vehicle. Would you describe this
negotiation as a distributive or an integrative negotiation? Why? Jack has set
$3500 as the price of his car but is willing to take $3000 for the vehicle.
Anything under $3000 will not be accepted. Mary wants to pay $2500 for the car,
but is willing to go up to $3000.
Anything over $3000 will cause the deal to fail. Define and contrast the
Walkaway Points, Target Points and Asking Price/Initial Offer of the parties.
What are some of the strategies that could be used by each party to achieve the
outcome they desire?4. What makes an integrative
negotiation different from a distributive negotiation? Define the key steps in
the integrative negotiation process. How
does establishment of a BATNA aid the parties in realizing their integrative
outcome? (Define the term BATNA in your response). If a win-win outcome is
beneficial to both parties, then why is it so difficult to achieve?5. Often there are other parties to
a negotiation that can add great complexity to the process. Define the following terms: Negotiating Dyad;
Agent; Constituency; Bystander; Audience. What are some of the reasons that an
individual might engage the services of an agent to represent him/her in a
negotiation? (Discuss at least three)
What are the three distinct relationships that an Agent has to maintain
in the negotiation process?6. Marie Smith is the head of
Marketing for Jones Construction. Harry Brown is the on-site project manager
for all major construction projects.
Marie is interested in expanding the budget for general marketing
activities. Harry wants these resources
reserved for existing projects. Marie
comes to you for advice on the key steps she should use in preparing for her
negotiation with Harry. Discuss the 7
steps to an ideal negotiation process.7. As Marie and Harry enter into
their negotiations, their perceptions of each other will be an important
component to the negotiation process. Define perception and the role it plays
in the negotiation process. What are the four major perceptual errors that tend
to occur? What does the term framing
mean and how does it relate to the issue of perceptions? How can we counter
these perceptual errors?8. We have discussed the importance
of communication in the negotiation process. We reviewed the concept of
communication as a sender encoding a message to a receiver who decodes the
message and then responds back to the sender thus creating the feedback process
important to every negotiation. What are the major sources of distortion that
can interfere with communication? (Name and define at least 3) What are the
three key questions we need to ask regarding communication in negotiations?
What role does listening play in the communications process (Describe the 3
types of listening). What are some of the ways that a negotiator can improve
his/her communication skills?9. When we look at the complexities
of the negotiation process, there are many situations where a negotiator might
consider the use of questionable tactics to accomplish his/her goals. This
brings up the important question of ethics in negotiation. Define the 4 types of ethical reasoning. Why
do people use deceptive/ambiguous tactics in negotiation? What are some of the
factors that shape a predisposition to the use of unethical tactics? How can we
effectively respond to the use of unethical practices?10. Barney and Marilyn have been
married for six months. They engage in
negotiations consistently as a way to improve their understanding of each other
and to build a loving relationship. How
does this relationship negotiation differ from the negotiation practices that
we have discussed involving business relationships? Research has uncovered 4 fundamental
types of relationship forms. Define and contrast them. Which of the four types represent the
relationship between Barney and Marilyn? What are the three key elements
necessary for managing negotiations within relationships? Which do you think is
the most important? Why?