Human Resource Management
Final Exam Questions
Course Introduction
Human Resource Management is a comprehensive course that explores the strategic and operational roles of human resource functions within organizations. Students will examine core topics such as recruitment and selection, training and development, performance management, compensation and benefits, labor relations, and legal compliance. The course emphasizes understanding how effective HR policies and practices contribute to organizational performance, employee satisfaction, and legal compliance. Through case studies, class discussions, and practical assignments, students will develop critical analytical and interpersonal skills necessary for managing a diverse workforce in todays dynamic business environment.
Recommended Textbook
The Mind and Heart of the Negotiator 6th Edition by Leigh Thompson
Available Study Resources on Quizplus
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) What are the most prevalent myths about negotiation,and how do these myths hamper people's ability to learn effective negotiation skills?
Answer: The most prevalent myths are: Myth 1: Negotiations are fixed-sum in nature; Myth 2: Negotiators need to be either tough or soft; Myth 3: Negotiation skills are something that people are born with; Myth 4: Experience is a great teacher; Myth 5: Effective negotiation necessitates taking risks and gambles,or using threats and bluffs; Myth 6: Good negotiators rely on intuition or "gut feeling." People's negotiation abilities are hampered because negotiators tend to be combative,they do not get feedback on their performance,or because their memories tend to be selective,remembering successes and forgetting shortcomings.
Q2) Information technology provides special opportunities and challenges for negotiators.One of the main challenges for negotiators is:
A)disposing of old equipment
B)training employees in new software
C)troubleshooting system security issues
D)working in a culture of 24/7 availability
Answer: D
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Page 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 preparing for negotiation,a negotiator needs to determine what would constitute an ideal outcome,or favorable set of terms,also known as a _______.
A)winner's result
B)target point
C)BATNA
D)reservation point
Answer: B
Q2) A type of negotiation behavior known as <KT>reactive devaluation refers to:
A)a negotiator who does not know what he or she really wants other than not wanting what the other party is offering
B)a negotiator who sets the target point too high and refuses to make any concessions
C)a negotiator who overvalues the counterparty's offer
D)an negotiator who opens the negotiation by setting their target too low
Answer: A
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4
Chapter 3: Distributive Negotiations
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25 Verified Questions
25 Flashcards
Source URL: https://quizplus.com/quiz/65046
Sample Questions
Q1) What are some factors that dictate which rules of fairness are employed in a specific negotiation situation?
Answer: Some of the factors are: the goals involved in a negotiation situation (e.g., equality-based rules to maintain group solidarity, equity-based to enhance productivity). Similarly, a negotiators relationship to the other party influences the choice of fairness rules (equality rule for negotiators who share similar attitudes and beliefs, or are likely to engage in future interaction, or if public decisions and allocation are made). Fairness rules also depend on whether people are dealing with rewards versus costs (equality is used to allocate benefits, but equity is used to allocate burdens). The selection of fairness rules is also influenced by extenuating circumstances (e.g., in complex situations people are more likely to use the equality rule).
Q2) Negotiators who desire to increase their share of the bargaining zone are best advised to:
A)set fair aspirations
B)reveal their reservation price
C)improve their BATNA
D)avoid making the first offer
Answer: C
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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) A key benefit of post-settlement settlements in negotiation is that they:
A)increase anchoring aggressiveness
B)are unenforceable
C)allow the parties to establish an interim code of a practice deal before the consensus on a final agreement
D)allow both parties to mutually improve their outcomes
Q2) Sometimes,negotiations break down because negotiators have different beliefs,views,or forecasts that cannot be resolved.Why type of strategy may be useful for crafting deals in these types of situations?
A)A contract in which both parties are confident of a positive outcome in any turn of events
B)A contract in which negotiators agree on the probability of future events
C)A contract wherein negotiators make bets based upon different world occurrences
D)A contract in which there is lots of room is left for ambiguity
Q3) What "differences" can a negotiator effectively capitalize on when trying to expand the pie of resources?
Q4) What benefits can negotiators get from using the strategy of MESO's?
Q5) What are some of the most commonly used win-win negotiation strategies?
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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) In what situations are the use of rights and power-based negotiation tactics justified?
Q2) With regard to effective dispute resolution,a method whereby parties learn to prevent similar problems in the future is known as:
A)the mediation method
B)the wise counselor method
C)the postdispute analysis and feedback method
D)the crisis procedure method
Q3) With regard to motivational orientation,the negotiator whose goals are individualistic in nature:
A)prefers to maximize his or her own gain and is indifferent to how much the other person is getting from the agreement
B)prefers to maximize the difference between their own profits and those of the other party
C)seeks to minimize the difference between the negotiating parties' outcomes
D)is aggressive and egotistical during the negotiation
Q4) What are some effective strategies for dealing with negative emotions at the bargaining table?
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7
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) What are some of the reasons that people are uncomfortable negotiating with friends? Outline the advantages and disadvantages of negotiating with friends.
Q2) With regard to the three different types of trust that negotiators can form in their relationships with a counterparty,identification-based trust results from:
A)seeing another person as a bad role model
B)having complete empathy with another party
C)trusting that the counterparty will stand behind their issued threats
D)reciprocating another party's behavior
Q3) One reason why it is difficult for negotiators to recover from making a bad impression is related to the "forked tail effect" which means that:
A)we believe that people we trust and like are also intelligent and capable
B)the reputations we assign to others tend to be highly positive
C)once we form a negative impression of someone,we tend to view everything else about them in a negative fashion
D)the reputations we assign to others are not internally consistent
Q4) Regarding relationships in negotiation,how can "distributive spirals" affect negotiators?
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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) With regard to lying about one's BATNA in negotiation,which of the following is advisable?
A)Lying about one's BATNA is only advisable if the negotiator is prepared to have the other party walk away from the table
B)Lying about one's BATNA is sometimes permissible,but lying about one's reservation price is never permissible
C)Lies about BATNA's are not permissible,but lying about the other party's BATNA is strategically advisable
D)Lies about BATNA's are equivalent to lying about material facts,and therefore,the lying party is at legal risk
Q2) Negotiators must be aware that experiencing and using power have a number of social and cognitive effects on the power user such as:
A)increasing the perceptual acuity of the power holder
B)increasing inhibitions
C)decreasing risk taking
D)decreasing inhibitions
Q3) In general,how do women fare in negotiations as compared to men? What explains these differences?
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9
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 is a mental model of negotiation?
Q3) Why do business negotiations often avoid or ignore contingency contracts as options for creative agreements.
Q4) What are some of the threats to effective problem solving and creativity in negotiation?
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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) What are some interpersonal strategies for effectively navigating coalitions?
Q2) A multi-party negotiation is formed when three or more individuals attempt to resolve perceived differences of interest.A key difference between two-party and multi-party negotiations is:
A)faster information sharing in multiparty negotiations
B)equalization of outcomes in multiparty negotiations
C)more accurate judgments in multiparty negotiations
D)the potential for a subset of members to form a coalition in multiparty negotiation
Q3) On what types of tasks would a team outperform an individual? Why? What is the team efficacy effect and how does it differ from the actual results of team vs.solo negotiations?
Q4) What are the key challenges of multiparty negotiations?
Q5) What are the three different types of constituencies,and how do they affect negotiations? What are some of the challenges and strategies for improving constituent relationships?
Q6) What advantages can be realized by using agents to represent one's interests?
Q7) What are some strategies for maximizing coalitional effectiveness?
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Chapter 10: Cross-Cultural Negotiation
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27 Verified Questions
27 Flashcards
Source URL: https://quizplus.com/quiz/65039
Sample Questions
Q1) One of the key challenges in intercultural negotiation is ethnocentrism which refers to:
A)genocide (i.e.,the killing of people from different cultures)
B)the unwarranted positive beliefs about one's own group relative to other groups
C)separatism (i.e.,the tendency for a culture to withdraw from other cultures and act independently)
D)the blending of different cultures in a way that creates a "melting pot," or mix of different cultures
Q2) Which of the following is an example of in-group favoritism in negotiation?
A)The belief that the members of one's own group are better or more deserving than members of another group
B)The belief that people should only be members of a single group and avoid joint membership
C)A person works less hard when part of a group effort than they would individually
D)A person interprets their interactions with their adversaries in an altruistic way
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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) How can the tit-for-tat strategy demonstrate the toughness of a negotiator?
Q2) Negotiators who have repeated interactions with others over a finite amount of time can use the mechanism of backward induction to:
A)analyze and improve their negotiation strategy by looking backward from the last stage of a negotiation to the first
B)decide that nothing can be done differently during the next interaction to increase their slice of the pie
C)escalate conflict over each subsequent interaction
D)analyze and improve their negotiation strategy by looking sequentially forward from the first interaction to the last
Q3) With regard to the prisoner's dilemma,the tit-for-tat strategy cooperates on the first trial,and subsequently:
A)defects if the opponent invites cooperation
B)does what the opponent did on the previous trial
C)reciprocates defection but not cooperation
D)reciprocates cooperation but not defection
Q4) Why do people behave more competitively in social dilemmas (3 or more people)as compared to prisoner's dilemmas (2 people)?
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Page 13
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) In a negotiation situation that has missing or weak social context cues,all of the following are likely to occur except:
A)negotiators are less concerned about making a good impression
B)humorous remarks can be misinterpreted
C)people feel distant from others and somewhat anonymous
D)the expression of negative emotions are minimized
Q3) What are some strategies for enhancing technology-mediated negotiations?
Q4) The ______ is the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not.
A)11<sup>th</sup> hour negotiation effect
B)framing effect
C)temporal synchrony bias
D)fundamental attribution error
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