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BA 461 Final Exam Review Questions
Final Exam BA 461
Review Questions
- What are three potential problems with coalitions and
how do you avoid them?
- In the article “A core model of negotiation” the
author describes three types of people on teams, stabilizers, nonstabilizers,
and quasi mediators. Pick one of them, describe what the author means by
the term and then describe their role in the negotiation process and how to
manage that particular type of person.
- When and why should a person use an agent?
- What are some of the issues to be aware of when
negotiating with a friend? Name at least two and describe their effects on
the negotiation and the relationship.
- In the article “Ethics and the profitability of
bluffing in business” what is the justification for bluffing that is offered
by the authors?
- In the article “Ethics in negotiation: Oil in water or
good lubrication” What is Rutledge’s position? Do you agree or not and
why?
- Where does power come from according to the article of
the same title?
- In “Breakthrough bargaining” power moves, process
moves and appreciative moves are discussed. What are they and how can you
apply them to your advantage in a negotiation?
- What are problem people and how do you negotiate with
them? Pick two examples and describe what you would do to neutralize their
problem behavior.
- What advice would you give someone who has to
negotiate with a customer s/he cannot afford to lose?
- Why and when would you get help from a third party to
conduct a negotiation (this is about mediation and arbitration)?
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