Human Resource Management Question Bank
Course Introduction
Human Resource Management is a comprehensive course that explores the strategic and operational roles of human resources in organizations. It covers essential topics such as recruitment and selection, training and development, performance management, compensation and benefits, labor relations, and legal compliance. Through case studies and practical exercises, students will learn how HR practices support organizational goals, foster diversity and inclusion, and address ethical considerations. The course also examines contemporary challenges in HRM, including workplace innovation, employee engagement, and evolving labor markets.
Recommended Textbook
Negotiation Readings Exercises and Cases 6th Edition by Roy Lewicki
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20 Chapters
1095 Verified Questions
1095 Flashcards
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Page 2
Chapter 1: The Nature of Negotiation
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60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/42556
Sample Questions
Q1) Which of the following contribute to conflict's destructive image?
A) increased communication
B) misperception and bias
C) clarifying issues
D) minimized differences; magnified similarities
E) All of the above contribute to conflict's destructive image.
Answer: B
Q2) Parties pursuing one of the following strategies show little interest or concern in whether they attain their own outcomes, and do not show much concern about whether the other party obtains his or her outcomes. Which of the ones listed below?
A) contending
B) compromising
C) problem solving
D) yielding
E) None of the above.
Answer: E
Q3) The two-dimensional framework called the ____________ ____________ ____________ postulates that people in conflict have two independent types of concern.
Answer: dual concerns model
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Chapter 2: Strategy and Tactics of Distributive Bargaining
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) Disruptive action tactics can cause
A) embarrassment.
B) increased costs.
C) anger.
D) escalation of conflict.
E) Disruptive action tactics can cause all of the above.
Answer: E
Q2) The ____________ ____________ tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.
Answer: snow job
Q3) A commitment statement should have a
A) low degree of finality.
B) high degree of specificity.
C) an indefinite statement of consequences.
D) a high degree of emotionality.
E) None of the above should be included in a commitment statement.
Answer: B
Q4) Commitments exchange ____________ for certainty of action.
Answer: flexibility
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Chapter 3: Strategy and Tactics of Integrative Negotiation
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) Which of the following factors does not contribute to the development of trust between negotiators?
A) We are more likely to trust someone we perceive as similar to us or as holding a positive attitude toward us.
B) We often mistrust people who are dependent upon us because we are in a position to help or hurt them.
C) We are more likely to trust people who initiate cooperative, trusting behavior.
D) We are more likely to trust negotiators who make concessions.
E) All of the above contribute to the development of trust between negotiators.
Answer: B
Q2) How should the problem statement be constructed?
Answer: It should state the problem as succinctly as possible while assuring that the most important dimensions and elements are included
Q3) Define integrative negotiation.
Answer: A collaborative process in which the parties define their common problem and pursue strategies to solve it.
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5
Chapter 4: Negotiation Strategy and Planning
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) A ____________ ____________ is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.
Q2) A strong interest in achieving only substantive outcomes tends to support a ____________ strategy.
Q3) Effective goals must be ____________, ____________, and ____________.
Q4) Why is note taking critical?
Q5) Interests can be:
A) substantive, directly related to the focal issues under negotiation
B) process based, related to the manner in which we settle this dispute
C) relationship based, tied to the current or desired future relationship between the parties
D) based in the intangibles of the negotiation
E) all of the above
Q6) ____________ are other agreements negotiators could achieve and still meet their needs.
Q7) Why may bargainers want to consider "giving away something for nothing?"
Q8) The decision to negotiate is closely related to the desirability of ____________
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Chapter 5: Perception, Cognition, and Emotion
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60 Verified Questions
60 Flashcards
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Sample Questions
Q1) What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?
Q2) How are frames critical in negotiations?
Q3) ____________ ____________ is the process of devaluing the other party's concessions simply because the other party made them.
Q4) Frames are shaped by conversations that the parties have with each other about the issues in the bargaining mix. Which of the following factors can affect how the conversation is shaped?
A) Negotiators tend to argue for stock issues, or concerns that are raised every time the parties negotiate.
B) Each party attempts to make the best possible case for his or her preferred position or perspective.
C) Frames may define major shifts and transitions in a complex overall negotiation.
D) Multiple agenda items operate to shape issue development.
E) All of the above contribute to the shaping of the conversation.
Q5) Negotiators operating under ____________ also reached agreements having higher joint value for the two parties.
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Page 7
Chapter 6: Communication
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45 Verified Questions
45 Flashcards
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Sample Questions
Q1) _____________ ____________ involves receiving a message while providing no feedback to the sender about the accuracy or completeness of reception.
Q2) Which of the following would be likely to distort messages and their meaning, preventing them from being understood completely?
A) shared or common goals between the sender and receiver
B) the elimination of distraction and confusion in the communication environment
C) the avoidance of symbolic communication
D) the congruence or incongruence between multiple transmission channels
E) All of the above would be likely to distort messages and their meaning.
Q3) How does communication pervade the negotiation process according to Putnam and Poole?
Q4) What are the five linguistic dimensions of making threats?
Q5) What are the most dominant contributors to breakdowns and failures in negotiation?
A) failures and distortions in perception, meaning, and feedback
B) failures and distortions in perception, feedback, and behaviors
C) failures and distortions in perception, communication, and framing
D) failures and distortions in perception, cognition, and communication.
E) None of the above contribute to breakdowns and failures in negotiation.
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Chapter 7: Finding and Using Negotiation Power
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45 Verified Questions
45 Flashcards
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Sample Questions
Q1) The story about the new faculty member who might decide to volunteer to head up the "speakers" program for faculty seminars because it would put him in the center of many communications about the weekly presentations is illustrative of network structure through
A) flexibility.
B) visibility.
C) centrality.
D) coalition.
E) criticality.
Q2) Cooperative goals tend to shape the "power with" orientation, even between superiors and subordinates. These goals induce higher expectations of all but one of the following. Which one?
A) To perform effectively and achieve common objectives.
B) To reinforce or enhance existing power differences.
C) For more assistance and greater support.
D) For more trusting and friendly attitudes.
E) For more persuasion and less coercion.
Q3) ____________ power is accorded to those who are seen as having achieved some level of command and mastery of a body of information.
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Page 9
Chapter 8: Influence
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60 Verified Questions
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Sample Questions
Q1) What does paraphrasing accomplish?
Q2) The principle of ____________ ____________ suggests that people look to others to determine the correct response in many situations.
Q3) One of the most effective ways of getting people to stand firm on a position is to have them make a ____________ ____________ to that position.
Q4) The recency effect
A) indicates that the important points should be made early.
B) should be used when the topics are familiar, interesting, or controversial to the receiver.
C) states the tendency for the last item presented to be the best remembered.
D) states that the first item in a long list of items is the one most likely to be remembered.
E) None of the above statements about the recency effect are true.
Q5) Emotion combined with ____________ leads to assertiveness and determination.
Q6) ____________ involves enhancing the other's self-image or reputation through our statements or actions, and thus enhancing our own image in the same way.
Q7) The norm of reciprocity suggests that when we receive something from another person we should:
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Chapter 9: Ethics in Negotiation
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) Reasonable people will ____________ as to exactly where to draw the line between what is ethical and what is unethical for some tactics.
Q2) The six categories of marginally ethical negotiating tactics are: 1) competitive bargaining, 2) emotional manipulation, 3) misrepresentation, 4) misrepresentation to opponent's networks, 5) inappropriate information gathering, and 6) ____________.
Q3) "Calling" the tactic indicates to the other side that you know he is ____________ or ____________.
Q4) Incidences in cheating in the Boston Marathon included all but one motive. Which one was not identified as a motive for cheating in the race?
A) Some cheaters were angry or disturbed.
B) Some cheaters were seeking family approval.
C) Some cheaters were middle-aged males.
D) Some cheaters were after recognition.
E) Some cheaters were simply "caught up in the moment."
Q5) When a negotiator has used a tactic that may produce a reaction the negotiator must prepare to ____________ the tactic's use.
Q6) What is the ethical danger of using agents in negotiation?
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Page 11
Chapter 10: Relationships in Negotiation
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60 Verified Questions
60 Flashcards
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Sample Questions
Q1) Why is distrust growing in today's economy?
Q2) Define identification-based trust.
Q3) How parties treat each other in one-to-one relationships is the process of which of the following justices?
A) Procedural
B) Interactional
C) Systemic
D) Distributive
E) None of the above
Q4) Why are negative reputations difficult to repair?
Q5) Reputation is:
A) a perceptual identity.
B) reflective of the combination of personal characteristics.
C) demonstrated behavior.
D) intended images preserved over time.
E) all of the above statements define reputation.
Q6) Distributive justice is about the distribution of ____________.
Q7) Distributive issues within ____________ negotiations can be emotionally hot.
Q8) Define a relationship.
Page 12
Q9) What are Lewicki and Wiethoff's two types of trust?
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Chapter 11: Agents, Constituencies, Audiences
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60 Verified Questions
60 Flashcards
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Sample Questions
Q1) The media increasingly provide opportunities for "disorganized majorities" to have a voice through all but one of the following. Which one?
A) Web-based chat rooms.
B) Call-in talk shows.
C) Weblogs.
D) Media polls.
E) Petitions.
Q2) In addition to developing a relationship based on shared personal interests or genuine liking, agents may also stress their common ____________-namely, the accountability pressures put on them by their constituencies.
Q3) In the ____________ relationship, negotiators are representing the interests of other parties who may or may not be at the table.
Q4) Audiences can ____________ negotiators by publicly praising them and ____________ negotiators by firing them.
A)True
B)False
Q5) Why do constituencies use agents?
Q6) What is the dilemma of trust between agents and constituents?
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Chapter 12: Coalitions
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Sample Questions
Q1) Those advocating an ____________ allocation standard argue that everyone should receive the same outcome.
Q2) ____________ ____________ are emergent interest groups that have not yet formed into an operating coalition.
A) Informal coalitions
B) Formal coalitions
C) Latent coalitions
D) Dormant coalitions
E) All of the above are emergent interest groups that have not yet formed into an operating coalition.
Q3) A coalition is determined by the commitment of its members to A) meet on a regular basis.
B) collectively focus their action on an intended target.
C) the formal hierarchy of the coalition.
D) maintain regular and accurate communication.
E) A coalition is determined by the commitment of its members to all of the above.
Q4) Why might founders have to offer an unequal or inequitable share to early prospects?
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Chapter 13: Multiple Parties and Teams
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45 Verified Questions
45 Flashcards
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Sample Questions
Q1) One-on-one negotiations in full view of all group members would have all but one of the following consequences on negotiators. Which one would not be a consequence?
A) Negotiators who have some way to control the number of parties at the table (or even in the room) may begin to act strategically.
B) Since the exchanges are under surveillance negotiators will be sensitive to being observed and may feel the need to be tough.
C) Negotiators can simply choose to ignore the complexity of the three or more parties and proceed strategically as a two-party negotiation.
D) Negotiators can explicitly engage in coalition building as a way to marshal support.
E) Negotiators will have to find satisfactory ways to explain modification of their positions.
Q2) Multiparty negotiations can be greatly facilitated by the presence of a ____________ chairperson.
Q3) Many complex international negotiations give a great deal of time to the question of who will be ____________ and who can speak for others.
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Chapter 14: Individual Differences I: Gender and Negotiation
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30 Verified Questions
30 Flashcards
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Sample Questions
Q1) According to Kolb and Coolidge, during a negotiation men tend to
A) demarcate negotiating from other behaviors that occur in the relationship.
B) perceive negotiation as part of the larger context within which it takes place.
C) seek empowerment when there is interaction among all parties in the relationship.
D) to engage the other in a joint exploration of ideas.
E) None of the above.
Q2) What did Bowles and colleagues find out after investigating reactions to males and females who negotiate with aggressive tactics in a job interview situation?
Q3) Identify the one result from among the following empirical findings on gender differences that is not true.
A) Men and women conceive of negotiations in different ways.
B) Men and women communicate differently in negotiation.
C) Men and women are treated similarly in negotiation.
D) Men and women can use the same tactics to different effects.
E) Men and women stereotypes affect negotiator performance.
Q4) What do the authors, Babcock and Laschever, argue in their recent book addressing the gender divide in negotiation?
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Chapter 15: Individual Differences 2: Personality and Abilities
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36 Verified Questions
36 Flashcards
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Sample Questions
Q1) Rackham's study found that during face-to-face-bargaining, superior negotiators
A) made few immediate counterproposals.
B) frequently used defend-attack cycles.
C) avoided behavioral labeling.
D) asked few questions.
E) None of the above.
Q2) According to Thomas, the degree of ____________ is the degree of concern a party shows toward working with the other party to achieve mutual goals.
Q3) Rackham's study found that during pre-negotiation planning, superior negotiators
A) considered a sole outcome option for the issue being discussed, and held firm to this ultimatum throughout the negotiation.
B) spent very little time looking for areas of common ground.
C) focused on the short-term consequences of different issues.
D) prepared their goals around fixed points.
E) None of the above.
Q4) What is the difference between high self-monitors and low self-monitors?
Q5) What differences between the behaviors of expert and amateur negotiators have been documented in studies by Neale and Northcraft and by Thompson?
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Chapter 16: International and Cross-Cultural Negotiation
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60 Verified Questions
60 Flashcards
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Sample Questions
Q1) Proponents of the ____________ approach recognize that negotiation behavior is multiply determined and using culture as the sole explanation of behavior is oversimplifying a complex social process.
Q2) One approach of negotiators who have very low familiarity with the other party's culture is to hire an ____________ who is familiar with the cultures of both parties.
Q3) The "culture-as-learned-behavior" approach concentrates on creating a ____________ of behaviors that foreign negotiators should expect when entering a host culture.
Q4) Which of the following factors most influences relative bargaining power?
A) the extent to which negotiators frame the negotiation differently
B) tangible and intangible factors
C) management control
D) personal motivations of external stakeholders
E) None of the above factors influence relative bargaining power.
Q5) What are the risks of using the "effect symphony" strategy?
Q6) What factors indicate that negotiators should not make large modifications to their approach when they negotiate across borders?
Q7) Phatak and Habib define external stakeholders as:
Page 19
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Chapter 17: Managing Negotiation Impasses
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Sample Questions
Q1) ____________- the degree to which the conflict divides people, such that they are "backed into a corner" and can not escape without losing face.
Q2) Which of the following makes a negotiation more intractable?
A) The parties themselves are well organized
B) The conflict frequently de-escalates
C) The parties themselves are unorganized, loosely connected, and lacking structure
D) The social system from which the parties come is clearly structured
E) There is general consensus on underlying values, but a disagreement on how resources are to be allocated
Q3) Which is not a way parties avoid conflict per Mayer?
A) Aggressive avoidance
B) Passive aggressive avoidance
C) Avoidance through premature problem solving
D) Avoidance through surrogates
E) All are ways parties avoid conflict
Q4) A common ____________ is a negative form of superordinate goal.
Q5) In Osgood's synchronized de-escalation, what does GRIT stand for?
Q6) What are Fisher's major approaches to fractionating conflict?
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Chapter 18: Managing Difficult Negotiations
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30 Verified Questions
30 Flashcards
Source URL: https://quizplus.com/quiz/42571
Sample Questions
Q1) Define a shadow negotiation.
Q2) Strategic levers available to help people navigate the shadow negotiation include power moves, appreciative moves and one other of the following.
A) collaborative moves
B) process moves
C) pressure moves
D) social moves
E) perspective moves
Q3) What are the advantages of Ury's "go to the balcony" approach?
Q4) Having conversations with difficult people is not easy. Describe three ways of preparation in anticipation of dealing with a difficult conversation.
Q5) The ____________ negotiation occurs in parallel with the substantive negotiation and is concerned with how the negotiation will proceed.
Q6) How does the concept of tone play in the successful management of conversations?
Q7) How can negotiators protect themselves when dealing with an opponent with more power?
Q8) The challenge at the stage of framing the problem is to change the negotiation by proactively __________ his or her tactics.
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Chapter 19: Third-Party Approaches to Managing Difficult Negotiations
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Sample Questions
Q1) Preventive ADR systems
A) are mechanisms for the parties to resolve their own disputes without the help of any third party.
B) are systems that companies establish to prevent disputes.
C) provide a third party neutral who assists the parties in negotiating a resolution.
D) use the technical expertise of a third party to determine the facts in a specific situation and how the facts should be interpreted in the case.
E) None of the above describes preventive ADR systems.
Q2) The dominant purpose of mediation and process consultation is to
A) enhance the parties' dispute resolution skills.
B) encourage the parties to "agree to disagree."
C) encourage the parties to surrender control over the outcome of their dispute to the third party's best judgment.
D) achieve a satisfactory dispute resolution at any cost.
E) None of the above states the dominant purpose of mediation and process consultation.
Q3) ____________ ADR provides a third-party neutral that assists the parties in negotiating a resolution.
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Chapter 20: Best Practices in Negotiations
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24 Verified Questions
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Sample Questions
Q1) The goal of most negotiations is achieving which of the following?
A) A final settlement
B) A valued outcome
C) An agreement per se
D) A value claiming goal
E) A value creating goal
Q2) Why is preparation so important for negotiators?
Q3) Research suggests that too much knowledge about the other party's needs can lead to a
A) quick and positive outcome.
B) dilemma of honesty.
C) negative effect on your reputation.
D) groundwork for agreement.
E) suboptimal negotiation outcome.
Q4) Why is the BATNA an important source of power in a negotiation?
Q5) Negotiators can illuminate definitions of _____________ that the other party's holds and engage in a dialogue to reach consensus on which standards of _____________ apply in a given situation.
Q6) Why is communicating with a coalition critical?
Q7) Why is a negotiator like an athlete?
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