Strategic Decision Making
Exam Solutions
Course Introduction
Strategic Decision Making explores the processes, tools, and frameworks organizations use to make high-impact decisions under conditions of uncertainty and complexity. The course examines the role of data, intuition, and group dynamics in strategic choices, and emphasizes methods such as scenario analysis, risk assessment, and game theory. Students learn to evaluate alternatives, anticipate long-term consequences, and align decisions with organizational goals and values. Real-world case studies and simulations provide practical experience in applying strategic thinking to both corporate and personal decision-making contexts.
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 negotiation style,truly effective negotiators are neither tough or soft,but rather they:
A)are friendly
B)are principled
C)rely on intuition
D)are dignified
Answer: B
Q2) One of the major shortcomings in negotiation occurs when negotiators make an offer that is too generous and is immediately accepted by the counterparty.This negotiation trap is called:
A)egocentrism
B)the confirmation bias
C)the winner's curse
D)the mixed-motive negotiator
Answer: C
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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) What factors can lead a negotiator to be uncertain about his or her BATNA?
A)Potential alternatives present themselves all at once,giving the person a wide range of choices
B)The person is presented with a take it or leave it offer
C)The person is not confident in their reservation point
D)Potential alternatives arrive sequentially,rather than all at the same time
Answer: D
Q2) The more _____ the negotiator,the more likely it is that she or he will make greater concessions.
A)vigilant
B)risk-averse
C)risk-seeking
D)confident
Answer: B
Q3) One strategy for improving one's BATNA in negotiation is to:
A)discuss it in explicit terms with the counterparty
B)improve your alternative options before going to the negotiation table
C)replace it with an aspiration point
D)revise it in reaction to progress of the negotiation
Answer: B
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Chapter 3: Distributive Negotiations
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25 Verified Questions
25 Flashcards
Source URL: https://quizplus.com/quiz/65046
Sample Questions
Q1) When formulating counteroffers and concessions,negotiators need to consider three things:
A)the starting value,the end value,and the magnitude of concessions
B)the fairness,the misuse,and the pattern of concessions
C)the pattern,the magnitude,and the timing of concessions
D)the impact,the size,and the timing of endowment effects
Answer: C
Q2) A negative bargaining zone indicates that:
A)parties are worse off by not reaching agreement than by reaching agreement
B)there is no positive overlap between the parties' reservation points
C)parties should keep negotiating to find a positive bargaining zone
D)the counterparty's first offer was not accepted
Answer: B
Q3) What principle is best to keep in mind when making an opening offer in a negotiation?
A)Don't open too high,or you will insult the counterparty
B)Don't open too low,or you will offend the counterparty
C)Offer a numerical range
D)Make several offers that are satisfying to you
Answer: D
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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) As compared to negotiators who focus on minimizing costs (loss-frame),negotiators who focus on maximizing gains are:
A)more likely to logroll or trade off issues in a win-win fashion
B)more likely to accept a contingent contract
C)less likely to use MESO's
D)under the illusion of transparency
Q2) What benefits can negotiators get from using the strategy of MESO's?
Q3) What strategies should a negotiator keep in mind when presenting multiple offers of equivalent value simultaneously in a negotiation? What advantages are there to using this strategy?
Q4) The strategy of making multiple equivalent simultaneous offers (MESO's)can be effective even with the most uncooperative of negotiators.The MESO strategy is best described as:
A)a negotiator acting less aggressively when anchoring an opening offer
B)a negotiator presenting the other party with at least two or more proposals of equal value
C)a negotiator revealing their BATNA to the counterparty
D)a negotiator inviting the counterparty to selectively choose the best parts from several offers
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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) Regarding 3<sup>rd</sup> party techniques for dispute resolution,the _____ model involves an arbitrator who makes a decision and places it in a sealed envelope.The threat of the arbitrator's decision sits on the table and is destined to be opened unless the parties reach mutual agreement.
A)final-offer arbitration
B)conventional arbitration
C)med-arb (mediation followed by arbitration)
D)arb-med (arbitration followed by meditation)
Q2) What are some effective strategies for dealing with negative emotions at the bargaining table?
Q3) When it comes to using power and making threats in negotiation,all of the following are true except:
A)power tends to be reciprocated with power
B)by using power it is easy to expand the pie
C)a credible threat may restart negotiations
D)it often produces a "winner" and a "loser"
Q4) What are the fundamental differences between tough and soft negotiators,and what are the disadvantages of adopting either stance?
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Page 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) The Subjective Value Inventory is a survey that assesses the four major concerns held by negotiators: feelings about their instrumental outcomes,feeling about themselves,feelings about the negotiation process,and:
A)feelings about their relationships
B)feelings about their finances
C)feelings about their material goods
D)feelings about personal feedback
Q2) What are some of the advantages and disadvantages of negotiations between businesspeople and how do they differ from purely personal negotiations?
Q3) What are some of the psychological strategies for building trust in a relationship?
Q4) People often have a negative reaction when they perceive that someone is controlling their behavior or limiting their freedom.When people think their behavior is controlled by extrinsic motivators:
A)they are less likely to comply with demands
B)their intrinsic motivation may be reduced
C)they are less likely to engage in risky behaviors
D)dependence and commitment among parties increases
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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) During a negotiation,the greater the amount of situational ambiguity,the more a negotiation will be affected by ______.
A)status,such that the advantage in the negotiation will be with the lower status individual
B)social capital,such that the advantage in the negotiation will be with the individual with the lower social capital
C)gender differences,such that the advantage in the negotiation will be with the stereotype-consistent gender
D)ethics,such that the advantage in the negotiation will be with the individual who stands firm in ethical decision making and choices
Q2) In what ways does power affect a person's social awareness?
Q3) 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
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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) The fixed-pie perception is a cognitive bias in which negotiators believe that:
A)one's BATNA can never improve
B)the counterparty's BATNA is more attractive than it actually is
C)the counterparty's interests are directly opposed to one's own
D)creativity will not yield a better outcome in a negotiation
Q2) Negotiators who ascribe to the ________ believe it is important to build rapport to nurture a long-term relationship and in many cases,to make sacrifices for the purpose of creating long-term goodwill.
A)problem solving model
B)cost-benefit analysis model
C)game playing model
D)partnership model
Q3) Negotiators who desire to have a successful brainstorming session should follow several rules,including the _____ ___ rule,which specifies that members of the group should try to modify and extend the ideas suggested by other members of the group.
A)quantity
B)building
C)expressiveness
D)non-evaluation
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Page 10
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) The creative strategy of ______ can be of great help to negotiators seeking creative negotiation agreements.This strategy involves people sharing individual ideas by written notes and capitalizes on the fact that individuals are better at generating ideas than groups.
A)sequential bargaining
B)brainwriting
C)reciprocal trade-offs
D)information pooling
Q4) What are some strategies for maximizing coalitional effectiveness?
Q5) What advantages can be realized by using agents to represent one's interests?
Q6) What are the key challenges of multiparty negotiations?
Page 11
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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) Traditional Chinese businesspeople tend to build trust networks typically based on familial lines,making it difficult for outsiders to enter into these networks.What term best describes this type of relationship culture?
A)Social networks
B)Dispositionalism
C)Egalitarianism
D)Guanxi network
Q2) With regard to cultural differences in negotiation,a stereotype is___________; a prototype is ___________
A)a belief that members of a given culture are largely all the same ; the recognition that members of a given culture might have a central tendency,but there is variation within the culture
B)the recognition that members of a given culture might have a central tendency,but there is variation within the culture ; a belief that members of a given culture are largely all the same
C)an act of discrimination ; a scientific or technical invention that is in its initial form (i.e.,before refinement)
D)a form of racial prejudice ; a form of belief prejudice
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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) When trying to determine the best course of action to take in a social dilemma,the principle of dominance detection indicates that a given strategy results in a better outcome:
A)for player 1 most of the time
B)for player 2 most of the time
C)for player 1 no matter what player 2 does
D)for player 1 contingent upon what player 2 does
Q2) Pat decides to go fishing in a state park.There is a two fish per-person limit.Pat decides to catch more than two fish.If all visitors to the park's lake take more than 2 fish,the lake will soon be depleted of fish.This situation is an example of:
A)the tragedy of the commons
B)logrolling
C)relational accommodation
D)equilibrium outcome
Q3) Why do people behave more competitively in social dilemmas (3 or more people)as compared to prisoner's dilemmas (2 people)?
Q4) Give some examples of personal and interpersonal escalation of commitment dilemmas.What are the psychological reasons for the escalation of commitment phenomenon?
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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) How does our increased reliance in e-communications as a communication medium affect social behavior?
Q2) With regard to intergenerational negotiation,the _____ generation has vast numbers of relationships,but few of them are deep.They spend more time communicating virtually than face-to-face.Their personal and work networks are vital to their on-the-fly learning and problem solving skills.Armed with tools for working anywhere at any time,this generation puts more value in leading a balanced life and flexibility with their work and life demands.
A)boomer
B)generation X
C)traditional
D)millennial
Q3) Consider the place-time model of social interaction (Exhibits 12-1 and 12-2).Why is face-to-face communication the "richest" mode of communication,and what are some of the inherent advantages to negotiating in a face-to-face fashion?
Q4) What are some strategies for enhancing technology-mediated negotiations?
Q5) Why is face-to-face negotiation the preference of many negotiators? How do generational differences affect a negotiator's choice of communication medium?
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