Entrepreneurship and Innovation
Exam Questions
Course Introduction
Entrepreneurship and Innovation explores the processes and skills required to create and develop new business ventures and drive innovation within existing organizations. The course covers the identification and evaluation of business opportunities, the development of business models, resource acquisition, and the challenges of launching and managing new enterprises. Students learn how to foster a culture of innovation, utilize creativity and problem-solving techniques, and assess the market potential for innovative products or services. Through case studies, group projects, and real-world applications, students gain practical insights into the entrepreneurial mindset and the strategies needed to turn innovative ideas into successful enterprises.
Recommended Textbook
The Mind and Heart of the Negotiator 6th Edition by Leigh Thompson
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12 Chapters
330 Verified Questions
330 Flashcards
Source URL: https://quizplus.com/study-set/3276 Page 2
Chapter 1: Negotiation: The Mind and Heart
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23 Verified Questions
23 Flashcards
Source URL: https://quizplus.com/quiz/65048
Sample Questions
Q1) With regard to how people fall short in negotiating,what are the most common "traps" of negotiation?
Answer: Leaving money on the table (also known as "lose-lose" negotiation); settling for too little (also known as "the winner's curse"); w walking away from the table (sometimes this shortcoming is traceable to hubris or pride; other times,it results from a gross miscalculation); s; and settling for terms that are worse than the alternative (also known as the "agreement bias").
Q2) The tendency for people to view their decision making and negotiation abilities in a way that is flattering or fulfilling for them is known as:
A)focal points
B)self-reinforcing confidence
C)reactive devaluation
D)egocentrism
Answer: D
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3
Chapter 2: What to Do Before Negotiation
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/65047
Sample Questions
Q1) In order to reach a successful negotiation outcome,the negotiators must understand that their BATNA is:
A)the outcome that the negotiator wishes to achieve
B)able to be modified by persuasive offers
C)not time sensitive
D)determined by objective reality
Answer: D
Q2) What is the difference between a target point and reservation point,and why is it important not to confuse the two?
Answer: A target point relates to an ideal situation,but a reservation point relates to what represents as one's BATNA.Using one's target point as a reservation point can result in the following fatal flaws: agreeing to a settlement that is worse than what the negotiator could do or walking away from a potentially profitable deal.
Q3) A dispute is best defined as a situation in which:
A)parties have to resort to their BATNA's
B)parties fail to exchange resources
C)a claim is made by one party and rejected by the other party
D)negotiators turn down favors and rewards from others
Answer: C
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Page 4
Chapter 3: Distributive Negotiations
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25 Verified Questions
25 Flashcards
Source URL: https://quizplus.com/quiz/65046
Sample Questions
Q1) Which of the following is a strategically wise method of anchoring?
A)Setting an assertive aspiration point early in the negotiation
B)Immediately rejecting the counterparty's first offer
C)Determining the exact midpoint between the last two offers on the table
D)Refusing to make any concessions
Answer: A
Q2) Because negotiations are costly to prolong,it is in both parties' interests to determine whether a positive bargaining zone is possible.If the negotiators discover that no positive bargaining zone exists,what is the recommended action they should take?
A)Continue negotiating
B)Stop negotiations and pursue other alternatives
C)Increase the group size of both negotiating parties
D)Take a break
Answer: B
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Chapter 4: Win-Win Negotiation
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29 Verified Questions
29 Flashcards
Source URL: https://quizplus.com/quiz/65045
Sample Questions
Q1) What are some of the questions a negotiator should ask when attempting to assess the win-win (integrative)potential of a negotiation situation?
Q2) What benefits can negotiators get from using the strategy of MESO's?
Q3) Which of the following strategies is useful in helping negotiators avoid lose-lose agreements?
A)Negotiators should assume that their interests are opposed to the other party's interests
B)Negotiators should make some premature concessions to the other party
C)Negotiators should have plenty of negotiation experience
D)Negotiators should develop an accurate understanding of the other party's interests
Q4) What are some of the most common errors made by negotiators who are attempting to expand the pie of resources? What are some of the psychological principles underpinning these errors?
Q5) Why is it important for a negotiator to ask the counterparty diagnostic questions about their underlying interests and priorities?
Q6) What "differences" can a negotiator effectively capitalize on when trying to expand the pie of resources?
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Page 6
Chapter 5: Developing a Negotiation Style 1
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24 Verified Questions
24 Flashcards
Source URL: https://quizplus.com/quiz/65044
Sample Questions
Q1) With regard to how to move the counterparty away from rights and power,one of the most effective methods is a process intervention; one of the least effective interventions is:
A)reciprocation
B)paraphrasing the other party's statements
C)strategic cooling off periods
D)using self-discipline and not using personal attacks
Q2) Sometimes it is necessary to make a threat in negotiation.In order to make an effective threat,a negotiator needs to threaten:
A)the other party's credibility
B)aggressively
C)and intimidate the other party
D)the other party's underlying interests
Q3) What are the fundamental differences between tough and soft negotiators,and what are the disadvantages of adopting either stance?
Q4) What are some effective strategies for dealing with negative emotions at the bargaining table?
Q5) In what situations are the use of rights and power-based negotiation tactics justified?
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Chapter 6: Establishing Trust and Building a Relationship
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/65043
Sample Questions
Q1) Regarding the types of conflict that can occur in relationships,_____ is a depersonalized form of conflict,consisting of the argumentation about the merits of ideas,plans,and projects,independent of the identity of the people involved.
A)personal conflict
B)task conflict
C)the lose-lose effect
D)illusory conflict
Q2) The _____ route to building trust is based on rational and deliberate thought and consideration._____ trust is based on intuition and emotion.
A)business ; personal
B)cognitive; affective
C)casual ; intimate
D)long term ; short term
Q3) When friends and family do business together,the relationship is more complex and is known as:
A)an embedded relationship
B)schmoozing
C)a swift trust relationship
D)a cognitive conflict relationship
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Page 8
Chapter 7: Power,persuasion,and Ethics
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32 Verified Questions
32 Flashcards
Source URL: https://quizplus.com/quiz/65042
Sample Questions
Q1) If the counterparty does not believe you actually have a BATNA,and you allude to options you do not actually have,this would be considered ________.
A)perceived power
B)power tactics
C)misrepresentation
D)reciprocity
Q2) Powerful negotiators need to be aware of the psychological effects of using power tactics on negotiators who are in a less powerful position.Negotiators with less power are:
A)more accurate in perceiving the attitudes of those in higher power
B)less paranoid about change
C)less susceptible to the emotions of the higher power counterparty
D)more prone to act in a risk-seeking fashion
Q3) In what ways does power affect a person's social awareness?
Q4) Describe the four vantage points of power.
Q5) Why is a negotiator's BATNA the most important source of power in negotiation? Why should a negotiator constantly cultivate and improve his or her BATNA prior to negotiating?
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Chapter 8: Creativity and Problem Solving in Negotiations
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30 Verified Questions
30 Flashcards
Source URL: https://quizplus.com/quiz/65041
Sample Questions
Q1) When it comes to learning,negotiators often fail to apply knowledge from past situations to the present problem.Which of the following scenarios best illustrates the inert knowledge problem?
A)A manager is confronted with a new business challenge and consults her knowledge base from previous problems in an attempt to see which past problem solving strategy might be useful in solving the current challenge.
B)A businessman cannot make up his mind about which machine to purchase for his factory
C)A salesperson,when confronted by a problem with a customer order,cannot remember a similar,previous situation that was in a different context
D)A manager cannot remember the terms of an agreement made with their client and calls a co-worker to find out that information
Q2) What are some of the fundamental concerns related to the anchoring and adjustment process in negotiation?
Q3) What are some of the threats to effective problem solving and creativity in negotiation?
Q4) What is a mental model of negotiation?
Q5) What are some of the techniques for enhancing creative negotiation agreements?
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Chapter 9: Multiple Parties, coalitions, and Teams
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27 Verified Questions
27 Flashcards
Source URL: https://quizplus.com/quiz/65040
Sample Questions
Q1) Negotiators may need to communicate with another person in the presence of someone who should not understand their message.Ideally,the negotiator wants to communicate information to his or her group in a way that the counterparty does not understand or make the group aware that a surreptitious communication is taking place.This communication situation is called the:
A)hidden table
B)multiple audience problem
C)questionable ethics problem
D)passive misrepresentation
Q2) When a group member votes for their least-preferred option to ensure that their preferred strategy is not eliminated in the first round of voting,what is that group member doing?
A)Horizon thinking
B)Information pooling
C)Strategically misrepresenting preferences
D)They are under the influence of the agreement bias
Q3) Given that multiparty negotiations are complex and present special challenges,what are some of the strategies negotiators might use to enhance their ability to expand and slice the pie in a multiparty context?
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Page 11
Chapter 10: Cross-Cultural Negotiation
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27 Verified Questions
27 Flashcards
Source URL: https://quizplus.com/quiz/65039
Sample Questions
Q1) Which of the following best describes the differences between direct and indirect communication with regard to culture and how it affects negotiation?
A)Direct communicators express their intent in words; indirect communicators convey meaning and intention through story and inference
B)Direct communicators address others by their first name; indirect communicators address others by their formal title
C)Direct communicators always speak the truth; indirect communicators never say what they really mean
D)Direct communicators are honest; indirect communicators often lie or misrepresent information
Q2) How do differences between direct and indirect communication cultures affect how negotiators share information?
Q3) In light of a culture's relationship to power,what are the implications to intercultural negotiations that must be considered?
Q4) What are some key differences between individualistic and collectivistic cultural values? What are the implications for negotiation?
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Chapter 11: Social Dilemmas
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28 Verified Questions
28 Flashcards
Source URL: https://quizplus.com/quiz/65038
Sample Questions
Q1) Give some examples of personal and interpersonal escalation of commitment dilemmas.What are the psychological reasons for the escalation of commitment phenomenon?
Q2) Why is tit-for-tat such an effective strategy for inducing cooperation in the prisoner's dilemma?
Q3) How does the principle of dominance detection operate in a prisoner's dilemma? Why do multiple trials of the prisoner's dilemma make it possible to avoid the outcome produced by mutual defection?
Q4) According to game theorists,a person should _______in single shot prisoner's dilemma games; _______in multi-round prisoner's dilemma games with a defined end point; and _____ in infinite horizon prisoner's dilemma games.
A)defect; defect; play tit-for-tat
B)defect; play tit-for-tat; cooperate
C)cooperate; cooperate; defect
D)defect; play tit-for-tat; defect
Q5) How can the tit-for-tat strategy demonstrate the toughness of a negotiator?
Q6) What are psychological contracts and how do they induce cooperation in social dilemmas?
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Chapter 12: Negotiating Via Information Technology
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29 Verified Questions
29 Flashcards
Source URL: https://quizplus.com/quiz/65037
Sample Questions
Q1) According to the place-time model of social interaction,______ is the potential information-carrying capacity of social interaction medium.
A)framing effect
B)reciprocity
C)emotional intelligence
D)richness
Q2) When it comes to risk taking in negotiation,such as choosing between a risk-averse course of action and a risk-seeking course of action,which of the following statements is most true?
A)People are more risk averse when making decisions electronically than face-to-face
B)People are less risk averse when making decisions electronically than face-to-face
C)There is no discernable difference in risk-taking behavior between face-to-face interactions versus electronically-mediated groups
D)People are initially more risk averse when interacting electronically,and then over time,grow to be risk-seeking
Q3) What are some strategies for enhancing technology-mediated negotiations?
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