Human Resource Management
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Course Introduction
Human Resource Management explores the strategic and operational roles of human resources within organizations. The course covers core functions such as recruitment, selection, training, performance appraisal, compensation, employee relations, and regulatory compliance. Students examine contemporary issues like diversity, ethics, labor relations, and workforce planning, gaining insights into how effective HRM practices contribute to organizational effectiveness. Emphasis is placed on both theory and real-world application, equipping students with skills to manage and develop an organizations most valuable asset: its people.
Recommended Textbook
The Mind and Heart of the Negotiator 5th Edition by Leigh Thompson
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Page 2
Chapter 1: Negotiation: The Mind and the Heart
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Q1) Albert,sales representative of an FMCG company,is calling on one of the distributors.The distributor asks for a credit term of ninety days.Albert knows the maximum credit period offered by his company is 75 days although 50 days is the preferred norm.Without much effort,he convinces the distributor to agree to 75 days of credit.Albert is not bothered to attempt a lower credit term,although it is worth trying.Albert's inefficiency in bargaining can be attributed to ________.
A) satisficing
B) optimizing
C) confirmation bias
D) self-reinforcing incompetence
Answer: A
Q2) Which of the following is considered a key communication and influence tool inside and outside the company?
A) negotiation
B) delegation
C) compensation
D) motivation
Answer: A
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Chapter 2: Preparation: What to Do Before Negotiation
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Q1) What strategy do Bazerman and Neale recommend to improve BATNA?
A) One must have one's mind set on the target.
B) One must, if necessary, abandon the target completely.
C) One must be ready with alternative and viable options.
D) One must demand more than the determined option.
Answer: C
Q2) Briefly explain the overconfidence effect.
Answer: The overconfidence effect refers to unwarranted levels of confidence in people's judgment of their abilities and the likelihood of positive events and underestimates the likelihood of negative events.This is often seen in negotiations involving third-party dispute resolution.Negotiators on each side believe the neutral third party will adjudicate in their favor.
Q3) Negotiations can arise from either necessity or ________.
A) opportunity
B) goodwill
C) competition
D) consensus
Answer: A
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4
Chapter 3: Distributive Negotiation: Slicing the Pie
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Q1) Once you have offered a concession,you should wait for the counterparty before making further concessions.This conclusion rests on which of the following assumptions?
A) Your counterparty has a very low reservation point.
B) Unilateral concessions decrease the size of the bargaining zone.
C) Your counterparty's offer is not at their reservation point.
D) Your counterparty's first offer is now the anchor point.
Answer: C
Q2) The equity rule states that ________.
A) output should be distributed without regard to input
B) benefits should be proportional to need
C) everyone should receive equal benefits
D) distribution should be proportional to a person's contribution
Answer: D
Q3) Which of the following fairness principles prescribes equal shares for all?
A) blind justice
B) equity rule
C) welfare-based allocation
D) reciprocal rule
Answer: A
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Page 5
Chapter 4: Win-Win Negotiation: Expanding the Pie
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Sample Questions
Q1) The illusion of transparency occurs when negotiators believe they are revealing more than they actually are.
A)True
B)False
Q2) Welhome Realty,a real estate giant,hires agents to help it out with the sale of land.As the standard pay package would not be motivating enough for the agents' performance,the owner decides to provide them with incentives.Per the scheme,for every piece of land that is sold above the market price,the agents will receive 10% of the differential amount as bonus in addition to their salary for sale at market price.Which of the following satisfies the condition for a contingency contract?
A) The real estate giant encourages a written contract for the sale of land at the market price but does not do the same for the brokers.
B) The real estate giant offers 10% of any value sold above the market price and makes a written contract for the same.
C) It is difficult to make a correct estimation of the market value of given piece of land.
D) The real estate giant offers 10% of any value sold above the market price at his discretion.
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Page 6
Chapter 5: Developing a Negotiating Style
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Q1) Which of the following motivational orientations is the exact opposite of cooperation?
A) sadomasochism
B) martyrdom
C) competition
D) individualism
Q2) One of the fastest ways to extinguish a behavior is simply not to respond.
A)True
B)False
Q3) After completing the selection procedure and the interview,Michel received a job offer from the company which did not meet his salary expectations.In reply to this offer,Michel told the recruiter,"I would like to join your company,but I have received better offers from some other companies." According to the negotiation approaches developed by Ury,Brett,and Goldberg,this is a(n)________ response.
A) interests-based
B) capabilities-based
C) rights-based
D) power-based
Q4) Discuss the effect of emotional intelligence on negotiated outcomes.
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Chapter 6: Establishing Trust and Building a Relationship
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Q1) Negotiators are advised to adopt ________ as a method of building trust with the counterparty.
A) ridicule
B) mimicry
C) derision
D) defiance
Q2) Knowledge-based trust increases dependence and commitment among parties.
A)True
B)False
Q3) When people assume that the cause of a particular behavior is something external to the individual,this is known as ________.
A) dispositional attribution
B) situational attribution
C) ultimate attribution error
D) fundamental attribution
Q4) The two routes to building trust are the ________ routes.
A) applicative and collaborative
B) preventive and regulative
C) cognitive and affective
D) normative and evaluative
Page 8
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Chapter 7: Power,Persuasion,and Ethics
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Q1) You are negotiating a maintenance contract on behalf of your company.In order to preempt the counterparty's attempts to manipulate your BATNA,the best strategy would be to ________.
A) avoid reciprocating B) research your BATNA and develop your reservation price before negotiating C) generate several options, all of equal value and importance for both the parties D) discuss what may seem to be an implicit or unspoken agenda
Q2) Meg is about to begin negotiations for a sales contract.From her background research she is alerted to the fact that her opponent is an analytical person who focuses on information,facts,and data.According to this information,which of the following routes to persuasion should Meg use during the negotiation?
A) central B) indirect C) sequential D) peripheral
Q3) Potential power is a function of the counterparty's dependence on you. A)True B)False
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Chapter 8: Creativity and Problem Solving in Negotiations
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Q1) At her interview,Amy meets the human resources representative,the team manager and the department head.They all seem aggressive in their way of speaking and reacting and she assumes that the company has an aggressive culture and that most other people from that firm will also be aggressive.Amy's assumption is based on the ________.
A) gambler's fallacy
B) anchoring heuristic
C) representativeness heuristic
D) availability heuristic
Q2) Which of the following best describes the perseverance effect?
A) the tendency of people to favor information that confirms their preconceptions or hypotheses
B) the tendency of people to continue to believe that something is true even when it is revealed to be false
C) the tendency of people to falsely perceive an association between two events or situations
D) the tendency of people to erroneously believe that the onset of a certain random event is less likely following another event
Q3) Distinguish between inductive and deductive reasoning.
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Page 10
Chapter 9: Multiple Parties,Coalitions,and Teams
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Q1) The team ________ effect refers to the fact that teams tend not to be blamed for their failures,as much as do individuals,holding constant the nature of the failure.
A) halo
B) framing
C) anchoring
D) primacy
Q2) In the context of a multiparty negotiation,a(n)________ is a (sub)group of two or more individuals who join together in using their resources to affect the outcome of a decision in a mixed-motive situation involving at least three parties.
A) coalition
B) quality circle
C) association
D) union
Q3) Reciprocal trade-offs are more risky than circular tradeoffs.
A)True
B)False
Q4) Discuss the disadvantages of majority rule.
Q5) What are the advantages of using agents to represent one's interests?
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Chapter 10: Cross-Cultural Negotiation
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Q1) The collectivist concerns for the welfare of a group is ________.
A) social striving
B) social gaining
C) social loafing
D) social thriving
Q2) Prototypes recognize that substantial variation within a culture is highly unlikely.
A)True
B)False
Q3) What implication for negotiation can be seen from the fact that U.S.managers prefer to use interests-based methods,while Hong Kong Chinese managers are more likely to involve higher management or a third party in negotiations?
A) direct integrative strategies
B) the conduct of negotiation
C) dispute resolution preferences
D) choosing your representative
Q4) A cultural framework is sensitive to homogeneity within cultural groups.
A)True
B)False
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Page 12
Chapter 11: Tacit Negotiations and Social Dilemmas
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Q1) Public goods dilemmas are also known as collective traps.
A)True
B)False
Q2) As compared to written-only or no communication,people who communicate face-to-face are much more likely to reach a mutually profitable deal.
A)True
B)False
Q3) Which of the following statements is true regarding a prisoner's dilemma?
A) A prisoner's dilemma involves more than two parties.
B) In the case of a prisoner's dilemma, the costs of defection are spread out, rather than concentrated on one person.
C) Social dilemmas are riskier than prisoner's dilemmas.
D) As compared to social dilemmas, people in prisoner's dilemmas have less control over the situation.
Q4) Which of the following is a form of social dilemma?
A) public fences
B) environmental traps
C) social fences
D) collective traps
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Chapter 12: Negotiating Via Information Technology
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Q1) Which of the following modes of communication offers both parties the most kinetic cues?
A) videoconferencing
B) face-to-face communication
C) telephonic conversation
D) computer messaging
Q2) Discuss the key biases that affect the ability of people to negotiate via e-mail.
Q3) U.S.-based Bluegray Designs is undertaking a project for a client based in Sweden.As a result,most negotiation interactions will take place through telephone conferences or e-mail.Which of the following demonstrates that this system will be an advantage for Bluegray?
A) Conflicts are expressed more quickly if negotiators work in close proximity.
B) Greater distance tends to block the feedback loops provided in face-to-face negotiations.
C) The formality of a scheduled phone meeting allows parties to better prepare for the negotiation.
D) Distance eliminates the tendency of negotiators to chat informally.
Q4) What are the key challenges to "same time,different place" negotiations?
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Page 14
Chapter 13: Are You a Rational Person Check Yourself
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Q1) You are organizing a team outing to Alabama.You have to make a choice between hunting,fishing,and outing at an amusement park.However,you have little idea about the weather in Alabama and its impact on each of these alternatives.The decision making under these circumstances is an example of ________.
A) riskless choice
B) decision making under uncertainty
C) probabilistic decision making
D) risky choice
Q2) Which of the following relationships is true according to the closure property?
A) (x, p, y) = (y, p, x)
B) (x, p, y) = (y, 1/p, x)
C) (x, p, y) = (y, 1- p, x)
D) (x, p, y) = (x, 1/p, y)
Q3) The ________ axiom asserts that if x is preferred to y,then x must be preferred to any probability mixture of x and y,which in turn must be preferred to y.
A) reducibility
B) continuity
C) substitutability
D) betweenness
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Page 15
Chapter 14: Nonverbal Communication and Lie Detection
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Q1) James and Patrick are negotiating a contract.During the negotiation,James begins to feel that he cannot trust Patrick.Which of the following nonverbal behaviors,if displayed by Patrick,will strengthen James's belief?
A) direct speech
B) lack of eye contact
C) open gestures and behavior
D) forward leaning body posture
Q2) Nonverbal communication is anything that is "not words."
A)True
B)False
Q3) If someone wants to lie about a closing date,it would be important to determine what kind of closing date is preferred by the target (one cannot assume early or late).This is an example of a ________.
A) jocose lie
B) lie of omission
C) monitoring-dependent lie
D) lie of commission
Q4) What are the various components of nonverbal communication?
Q5) Differentiate between monitoring-dependent lies and monitoring-independent lies.
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Chapter 15: Third-Party Intervention
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Q1) News accounts of the 1982 Beirut Massacre were judged by partisans on both sides of the Arab-Israeli conflict to be partial to the other side.This is an example of
A) overconfidence bias
B) false attribution bias
C) hostile media bias
D) exaggeration of conflict bias
Q2) ________ refers to the ability of the intervening third party to impose a final,binding settlement on the disputing parties.
A) Process control
B) Internal control
C) Outcome control
D) Optimal control
Q3) Which of the following is a key factor that determines whether disputants trust mediators?
A) style of mediation adopted
B) location of the mediation
C) chemistry with the parties
D) duration of the mediation process
Q4) Compare and contrast the two major types of arbitration available to disputants.
Page 17
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Chapter 16: Negotiating a Job Offer
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Q1) How do comparables and benchmarks influence the process of negotiating a job offer?
Q2) An analysis of how MBA students react to job offers revealed that job candidates strongly consider how responsive companies are to their questions and whether recruiters are cordial.
A)True
B)False
Q3) Which of the following is a component of protection benefits?
A) stock/equity interest
B) disability insurance
C) bonuses
D) sick and personal days off
Q4) What is the advantage of a negotiator breaking down issues important to him into smaller subsets,prior to a negotiation?
A) It provides greater opportunity for creative agreements.
B) It enhances the attractiveness of the negotiator's BATNA.
C) It helps the negotiator deal with any unplanned negotiation scenario.
D) It helps the negotiator assess the employer's possible BATNAs.
Q5) Write a brief note on BATNAs and their significance in job negotiations.
Q6) Briefly describe a rational strategy to choose among multiple job offers.
Page 18
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