COURSE: HRM 595: NEGOTIATION SKILLS FINAL EXAM

NEGOTIATION SKILLS FINAL EXAM

NEGOTIATION SKILLS FINAL EXAM   Negotiation 7th edition is BY roy J. lewicki, david M. Saunders, & Bruce Barry

1. Negotiation: Readings, Exercises, and Cases, 6th edition (SAME AUTHORS AS ABOVE)

• There are eight randomly selected essay questions. Four of these are worth 25 points each, two are worth 35 points each, and two are worth 40 points each for a total of 250 points.
• The Final Exam covers all course TCOs and Weeks 1–7.
• The Final Exam contains two pages, which can be completed in any order. You may go back and forth between the pages.
• You will have three and a half hours to complete the Final Exam.
• The Final Exam questions are pooled. This means that not everyone will have the same questions. Even if you do have some of the same questions, they may not be in the same order.
• These questions are distributed amongst the TCOs.
• On the essay questions, your answers should be succinct, should fully address each part of the question, and should demonstrate your knowledge and understanding in a concise but complete answer. Most essay questions require answers that are a couple of paragraphs (not a couple of sentences) that directly speak to each part of the question.
• Remember to always use proper citation when quoting other sources.
• Keep an eye on the remaining time and SAVE your work often, because when the time limit is reached you will automatically be exited from the exam.

• The Exam is open book, open notes. The maximum time you can spend in the exam is 3 hours, 30 minutes. If you have not clicked the Submit for Grading button by then, you will be automatically exited from the exam. In the Final Exam environment, the Windows clipboard is disabled, so you will not be able to copy exam questions or answers to or from other applications.
• 2. See the Syllabus section “Due Dates for Assignments & Exams,” for due date information.
• 3. Reminders
• · You will only be able to enter your online Final Exam one time.
• · Click the Save Answers button often.
• · If you lose your Internet connection during your Final Exam, log on again and try to access your Final Exam. If you are unable to enter the Final Exam, first contact the Help Desk and then your instructor.
• · You will always be able to see the time remaining in the Final Exam at the top right of the page.
• 4. Assessments With Multiple Pages
• · Make sure you click the Save Answers button before advancing to the next page (we also suggest clicking on Save Answers while you are working).
• · Complete all of the pages before submitting your Final Exam for instructor review.
• · Do not use your browser’s Back and Forward buttons during the Final Exam.
• · Please use the provided links for navigation.
• 5. Submitting Your Final Exam
• · When you are finished with the Final Exam, click on the Submit for Grading button.
• · Please note: Once you click the Submit for Grading button, you will NOT be able to edit or change any of your answers.
• 6. Exam Questions
• · There are 8 randomly selected essay questions. Four of these are worth 25 points each, 2 are worth 35 points each and two are worth 40 points each for a total of 250 points.
• · The Final Exam covers all course TCOs and Weeks 1–7.
• · The Final Exam containstwo pages, which can be completed in any order. You may go back and forth between the pages.
• · The Final Exam questions are pooled. This means that not everyone will have the same questions. Even if you do have some of the same questions, they may not be in the same order.
• · On essay questions, your answers should be succinct, should fully address each part of the question, and should demonstrate your knowledge and understanding in a concise but complete answer. Most essay questions require answers that are a couple of paragraphs (not a couple of sentences) that directly speak to each part of the question.
• · Remember to always use proper citation when quoting other sources. This means that ANY borrowed material (even a short phrase) should be placed in quotation marks with the source (URL, author/date/page #) immediately following the end of the passage (the end quote). Changing a few words in a passage does NOT constitute putting it in your own words and proper citation is still required. Borrowed material should NOT dominate a student’s work, but should only be used sparingly to support your own thoughts, ideas, and examples. Heavy usage of borrowed material (even if properly cited) can jeopardize the points for that question. Un-cited material can jeopardize a passing grade on the exam. As a part of our commitment to academic integrity, your work may be submitted to turnitin.com, an online plagiarism checking service. Please be VERY mindful of proper citation.
• 7. Some of the key study areas are below. While these are key areas, remember that the exam is comprehensive for all of the assigned course content and that this study guide may not be all-inclusive.
• TCO A:
• · Be able to outline the classic bargaining situation.
• · Know what tangible and intangible factors in negotiation are.
• · Know what the culture in context approach to using culture to understand global
• negotiation is.
• TCO B:
• · Describe how avoidance can be used as a strategy in negotiations.
• · Evaluate the process of naming, blaming, and claiming, describing a scenario where this is occurring.
• · Describe what strategic negotiation purposes can be served by avoidance.

• TCO C:

• · Identify the elements necessary to characterize an integrative negotiation.
• · Discuss the strategies for responding to hardball tactics used in negotiation.
• · Explain the primary reason negotiators fail to pursue integrative agreements.
• TCOs D and H:
• · Discuss the relationships that exist in negotiations with constituencies.
• · Describe how mediation can assist the parties in negotiations.
• · In relationship negotiation, describe what effects the resolution of simple distributive issues can have on future decisions.
• · Discuss what the strength in weakness argument is.
• TCO E:
• · Describe why having a BATNA changes things in negotiations.
• · Evaluate the level of trust that exists in a negotiation.

TCOs F and G:

• · Describe the standards for evaluating strategies and tactics in business and negotiation.
• · Describe how a negotiator can reduce the influence of false information in negotiations.
• · Discuss what a social contract explains.

TCO I:

• · Describe why having an international perspective in negotiations is important today.
• · Evaluate strategies and tactics for success in an international negotiation scenario.

8. Reviewing the TCOs,which I have listed below for your convenience, will also be a great preparation for the Final Exam.

A	Given examples of conflict at both the individual and organizational levels, define the key common social and behavioral aspects required for conflict resolution.
B	Given desired goals and outcomes for a negotiation process, describe a planning framework to achieve stated objectives and apply to a specific negotiation scenario.
C	Given the concepts and components of distributive (win-lose) and integrative (win-win) bargaining strategies, examine the preconditions and stages, appraise the strategies, and apply to specific bargaining situations.
D	Given an understanding of the social context factors affecting negotiations (e.g., number of parties and multiparty negotiations), evaluate and apply various strategies and techniques to ensure effective negotiations.
E	Given the role of communication in negotiation and a basic model of communication, evaluate and apply the various communication and persuasion techniques designed to improve negotiating effectiveness.
F	Given the nature of leverage in negotiations, demonstrate and discuss how one can gain and use various sources of power in order to achieve the negotiation goals.
G	Given a framework of ethical decision making, analyze the ethical issues of a specific negotiation situation.
H	Given the role of an interactive participant in a negotiation simulation, develop effective assessment, planning, and bargaining skills to effectively manage a negotiation situation.
I	Given an international negotiation scenario, develop an effective set of strategies and tactics that reflect an understanding of the cross-cultural influences that will impact the outcome of the negotiation.

9. Areas that were discussed in the threads will be prime targets.
10. Assignments will also be prime targets for revisiting.

Finally, if you have any questions for me, please post them to our Q & A Forum or e-mail me. Good luck on the exam!

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