Strategic Management Exam Review
Course Introduction
Strategic Management is an advanced course that explores the formulation, implementation, and evaluation of cross-functional decisions that enable organizations to achieve their long-term objectives. Through the analysis of real-world case studies and strategic frameworks, students learn to assess internal and external environments, identify competitive advantages, and develop strategic plans. The course emphasizes the integration of various business disciplines, including marketing, finance, operations, and human resources, equipping students with the critical thinking and analytical skills necessary for effective leadership and decision-making in dynamic, competitive markets.
Recommended Textbook
Essentials of Negotiation 5th Edition by Roy
Lewicki
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12 Chapters
776 Verified Questions
776 Flashcards
Source URL: https://quizplus.com/study-set/2765
Page 2
Chapter 1: The Nature of Negotiation
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79 Verified Questions
79 Flashcards
Source URL: https://quizplus.com/quiz/55120
Sample Questions
Q1) The mix of convergent and conflicting goals characterizes many ____________ relationships.
Answer: interdependent
Q2) What does BATNA stand for?
Answer: Best alternative to a negotiated agreement.
Q3) When the goals of two or more people are interconnected so that only one can achieve the goal-such as running a race in which there will be only one winner-this is a competitive situation,also known as a non-zero-sum or distributive situation.
A)True
B)False
Answer: False
Q4) Differences in time preferences have the potential to create value in a negotiation. A)True
B)False
Answer: True
Q5) When parties are interdependent,they have to find a way to ____________ their differences.
Answer: resolve
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Page 3
Chapter 2: Strategy and Tactics of Distributive Bargaining
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96 Verified Questions
96 Flashcards
Source URL: https://quizplus.com/quiz/162835
Sample Questions
Q1) A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.
A)True
B)False
Answer: True
Q2) When successive concessions get smaller,the most obvious message is that
A) the negotiator is reaching the fatigue point.
B) the resistance point is being reached.
C) the concession maker's position is weakening.
D) the negotiator has passed the resistance point.
E) None of the above.
Answer: B
Q3) What action can be taken after the first round of offers?
A) Hold firm
B) Insist on the original position
C) Make some concessions
D) Make no concessions
E) All of the above.
Answer: E
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Page 4
Chapter 3: Strategy and Tactics of Integrative Negotiation
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/167444
Sample Questions
Q1) "What are the other's real underlying interests and needs?" is a question that can facilitate the _____________ process.
A) expanding the pie
B) logrolling
C) nonspecific compensation
D) bridging
E) The question should not be used with any of the above processes.
Answer: D
Q2) Successful bridging requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead,they are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs.
A)True
B)False
Answer: True
Q3) The integrative negotiation process cannot work unless negotiators avoid ____________ ____________ until they have fully defined the problem and examined all the possible alternative solutions.
Answer: premature solutions
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Page 5
Chapter 4: Negotiation: Strategy and Planning
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/55117
Sample Questions
Q1) Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?
A) What agenda should we follow?
B) Where should we negotiate?
C) What is the time period of the negotiation?
D) What might be done if negotiation fails?
E) How will we keep track of what is agreed to?
Q2) Which of the Greenhalgh seven steps of negotiation do Asian negotiators spend a great deal of time on?
Q3) What are the most critical precursors for achieving negotiation objectives?
A) Effective strategizing, planning and preparation
B) Goal setting and target planning
C) Defining frames and setting goals
D) Framing and strategizing
E) None of the above
Q4) Why is it important for goals to be concrete,specific and measurable?
Q5) What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?
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Chapter 5: Perception,Cognition,and Emotion
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71 Verified Questions
71 Flashcards
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Sample Questions
Q1) A ____________ is the subjective mechanism through which people evaluate and make sense out of situations,leading them to pursue or avoid subsequent actions.
Q2) A perceptual bias is the subjective mechanism through which people evaluate and make sense out of situations.
A)True
B)False
Q3) Disputes over rights are sometimes referred to formal or informal arbitrators to decide whose standards or rights are more appropriate.
A)True
B)False
Q4) Negotiators may intentionally manipulate ____________ in order to get the other side to adopt certain beliefs or take certain actions. True / False Questions
Q5) The definition of issues at stake in a negotiation may not change as the discussion evolves.
A)True
B)False
Q6) Both risk-averse and risk-seeking framing is part of what theory?
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Chapter 6: Communication
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35 Verified Questions
35 Flashcards
Source URL: https://quizplus.com/quiz/162846
Sample Questions
Q1) What are the five linguistic dimensions of making threats?
Q2) A communicative framework for negotiation is based on what assumptions?
Q3) Define "reframing explanations."
Q4) In negotiations,language operates at two levels: the _____________ level (for proposals or offers)and the _____________ level (for semantics,syntax,and style).
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.
Q6) _____________ - ____________ techniques allow negotiators to understand more completely the other party's positions by actively arguing these positions until the other party is convinced that they are understood.
Q7) Nonverbal communication-done well-may help negotiators achieve better outcomes through _____________ coordination.
Q8) Having a BATNA changes which things in a negotiation?
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Chapter 7: Finding and Using Negotiation Power
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52 Verified Questions
52 Flashcards
Source URL: https://quizplus.com/quiz/162847
Sample Questions
Q1) One way that lower power parties can deal with the big players in business deals and partnerships is by limiting the ways you can do business or who you can do business with and it is an example of one of the following dealings.Which one?
A) Never do an all-or-nothing deal.
B) Make yourself bigger.
C) Build momentum by doing deals in sequence.
D) Constrain yourself.
E) Do what you can to manage the process.
Q2) The more ____________ a node is in a network of exchanges and transactions,the more power that node's occupant will have.
Q3) In allocating resources,the power holder must be willing to dole them out depending on the other's ____________ or cooperation with the power holder's requests.
Q4) Tactics designed to create power equalization are often employed as a way to gain advantage or to block the other's power moves.
A)True
B)False
Q5) State the "relational" definition of power as defined by Deutsch.
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Page 9
Chapter 8: Ethics in Negotiation
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52 Verified Questions
52 Flashcards
Source URL: https://quizplus.com/quiz/167400
Sample Questions
Q1) If you are aware that the other party is bluffing or lying,simply ______________ it,especially if the deception concerns a relatively minor aspect of the negotiation.
Q2) Explanations and justifications are self-serving ____________ for one's own conduct.
Q3) The use of unethical tactics may provoke what response from the "victim?"
Q4) Negotiators who are considering the use of deceptive tactics should ask themselves what three questions in order to evaluate the desirability of the tactic?
Q5) According to Hitt,what are the four standards for evaluating strategies and tactics in business and negotiation?
Q6) Negotiation is based on information dependence-the exchange of information to learn the true ____________ and ____________ of the other negotiator.
Q7) In general,the "respond in kind" approach is best treated as a ____________ ____________ strategy. True / False Questions
Q8) The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator's ______________ in the bargaining environment.
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Chapter 9: Relationships in Negotiation
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51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/55112
Sample Questions
Q1) First impressions and early experiences with others are powerful in shaping others' expectations; once these expectations are shaped,they become easy to change over time.
A)True
B)False
Q2) Negotiations occur in a rich and complex social context that has a significant impact on how the ____________ interact and how the process evolves.
Q3) Salacuse says that negotiators should recognize a long-term business deal as a ____________ negotiation.
Q4) Trustors,and those trusted,may focus on different things as ____________ is being built.
Q5) In relationship negotiation,the resolution of simple distributive issues can have what effects on future decisions?
Q6) Give some examples of traits that help influence the definition of a reputation.
Q7) Integrative processes tend to increase trust,while more ____________ processes are likely to decrease trust.
Q8) ____________ is the legacy that negotiators leave behind after a negotiation encounter with another party.
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Chapter 10: Multiple Parties and Teams
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52 Verified Questions
52 Flashcards
Source URL: https://quizplus.com/quiz/55111
Sample Questions
Q1) When a chairperson is also advocating a particular position or preferred outcome,it will be difficult for that individual to act or be seen as "neutral."
A)True
B)False
Q2) Many complex international negotiations give a great deal of time to the question of who will be ____________ and who can speak for others.
Q3) Considering the many attributes of an effective group,under which one of the following would you find a need to fully explain or define key words or language that may be part of the agreement?
A) Test assumptions and inferences.
B) Focus on interests, not positions.
C) Disagree openly with any member of the group.
D) Agree on the meaning of important words.
E) Keep the discussion focused.
Q4) What is the "illusion of consensus?"
Q5) Summarize the five ways in which the complexity increases as three or more parties simultaneously engage in negotiation.
Q6) How can members of coalitions exert greater strength in multiparty negotiations?
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Chapter 11: International and Cross-Cultural Negotiation
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76 Verified Questions
76 Flashcards
Source URL: https://quizplus.com/quiz/55110
Sample Questions
Q1) Cultures differ in the degree to which __________,or the formality of the relations between the two negotiating parties,is important.
Q2) The "culture-as-shared-value" approach
A) concentrates on documenting the systematic negotiation behavior of people in different cultures.
B) concentrates on understanding the central values and norms of a culture and then building a model for how these norms and values influence negotiations within that culture.
C) recognizes that all cultures contain dimensions or tensions among their different values.
D) recognizes that no human behavior is determined by a single cause.
E) All of the above are elements of the "culture as shared" value approach.
Q3) The notion that negotiation is both art and science is especially valid at the cross-cultural or international level.
A)True
B)False
Q4) Countries can have only one culture; however cultures can span national borders.
A)True
B)False
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Chapter 12: Best Practices in Negotiations
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32 Verified Questions
32 Flashcards
Source URL: https://quizplus.com/quiz/167401
Sample Questions
Q1) What often happens to negotiators without a strong BATNA?
Q2) Why is a negotiator like an athlete?
Q3) Using integrative tactics in a distributive situation may lead to optimal outcomes.
A)True
B)False
Q4) While negotiations do follow broad stages,they also _____________ and _____________ at irregular rates.
Q5) 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.
Q6) Negotiators can illuminate definitions of _____________ that the other party holds and engage in a dialogue to reach consensus on which standards of _____________ apply in a given situation.
Q7) Negotiators who are better prepared have numerous ___________.
Q8) Why is the BATNA an important source of power in a negotiation?
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