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2. MGT 557 Entire Course • MGT 557 Week 1 DQ 1 • MGT 557 Week 1 DQ 2 • MGT 557 Week 2 Learning Team Weekly Reflection • MGT 557 Week 2 Individual Assignment Negotiation Outcome Matrix • MGT 557 Week 2 DQ 1 • MGT 557 Week 2 DQ 2

3. MGT 557 Final Exam Guide • 1. Thomas proposed that what two personality dimensions can represent the levels of concern underlying the five conflict management styles? The degree of aggressiveness and the degree of cooperativeness The degree of assertiveness and the degree or competitiveness The degree of aggressiveness and the degree of competitiveness The degree of assertiveness and the degree of cooperativeness 2. A zero-sum situation is also known as what other situation name? negotiative integrative distributive win-lose 3. Which of the following is not one of the four biases that threaten e-mail negotiations? Sinister attribution bias Burned bridge bias Impasse in e-mail negotiations bias Temporal synchrony bias 4. A reservation price is which of the following? what negotiators mean by their "bottom line" the median between your opening bid and bottom line your opening bid in a negotiation the other party's opening

4. MGT 557 Week 1 DQ 1 • Week 1 DQ1 • Define zero-sum situation. What are some strategies for a successful or neutral outcome in a zero-sum negotiation?

5. MGT 557 Week 1 DQ 2 • Week 1 DQ2 • How can a negotiation that begins with a negative bargaining range be resolved? Should a negotiator reveal his or her resistance point? Explain.

6. MGT 557 Week 2 DQ 1 • Week 2 DQ1 • Describe the best alternative to a negotiated agreement (BATNA) concept. Explain the pitfalls of overestimating the value of BATNA. Why is a negotiator’s BATNA the most valuable tool of power negotiation?

7. MGT 557 Week 2 DQ 2 • Week 2 DQ2 • Define ethics. Why do ethics matter in negotiation? How does your personal ethical code influence your negotiations? Provide a specific example

8. MGT 557 Week 2 Individual Assignment Negotiation Outcome Matrix • Individual Assignment Negotiation Outcome Matrix Complete the Negotiation Outcome Matrix located on the student website.

9. MGT 557 Week 2 Learning Team Weekly Reflection • Review this week’s objectives. Reflect on any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing your findings.

10. MGT 557 Week 3 DQ 1 • Week 3 DQ1 • What are the strengths and weaknesses of using an agent in negotiations? How can you determine the best time to use an agent and when to negotiate for yourself?

11. MGT 557 Week 3 DQ 2 • Week 3 DQ2 • When interacting with decision makers, what happens as you try to convert or pressure them during two-party and multiparty negotiations? What special challenges occur in two-party and multiparty negotiations?

12. MGT 557 Week 3 Learning Team Assignment Salary Negotiation Role-Play • Divide your Learning Team into two groups. One group should take the role of a job applicant; the other should take the role of the hiring manager at a company called Z-firm. Imagine that a job applicant has been offered a job as an HR officer at Z-firm. Both sides need to negotiate the starting salary. Statistical data indicates that HR officer starting salaries are around $40,000. Zfirm, however, is highly respected in its industry and receives many job applications from all over the country. That is why the applicant has decided not to state an exact salary level, but to negotiate it. Role-play the negotiation as if both sides were pursuing distributive (win–lose) negotiation. Then, switch roles

13. MGT 557 Week 3 Learning Team Weekly Reflection • Individual ReflectionReview this week’s objectives. Reflect on any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing your findings

14. MGT 557 Week 4 DQ 1 • Week 4 DQ1 • What concepts in Chinese culture should those attempting to negotiate in China recognize? In your opinion, how does guanxi affect negotiation in China? What are some strategies to employ when negotiating with a Chinese company?

15. MGT 557 Week 4 DQ 2 • Week 4 DQ2 • Define perception and perceptual distortion by generalization. Explain how perception distortion can cause biases in negotiation. How can you use this information in negotiations? Cite specific examples

16. MGT 557 Week 4 Learning Team Assignment Rock n Roll Negotiator Part 1 • The Negotiators are a popular and successful rock-n-roll band. This year their contract with the publisher R-n-R Label expires. The Negotiators’ members, Jimmy, Tinny, and Janice all believe that they deserve a monetary increase, and if they cannot obtain it, they will not renew their contract with the R-n-R Label. There are differences, however, among the band members: Jimmy wants a 10% increase, Tinny a 15% increase, and Janice a 20% increase. As the band members lack negotiating skills, they decide to hire the firm Agent-town as their negotiator. Divide your Learning Team into two groups. One group should take the role of The Negotiators and the other should take the role of a company called Agent-town. Consider the influence of agents, constituencies, coalitions, and audiences on negotiations.

17. MGT 557 Week 4 Learning Team Weekly Reflection • Review this week’s objectives. Reflect on any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing your findings

18. MGT 557 Week 5 DQ 1 • Week 5 DQ1 • What are some common mistakes that may lead to an impasse in negotiation? Describe a time you experienced an impasse in negotiating. What are strategies that could have been applied in that situation? 

19. MGT 557 Week 5 DQ 2 • Week 5 DQ2 • Why is intransigence a powerful card for a negotiator? What are the dangers of intransigence? How will you manage a negotiation impasse when the other party presents you with an ultimatum

20. MGT 557 Week 5 Individual Assignment Cell Phone Negotiations • Review the following descriptions of the two teams involved in a negotiation. The all-male negotiating team from the United States seeks a cell phone price of $6 per unit. Assume the American team embodies the following Hofstede’s cultural dimensions: • • Individualistic • • Low-power distance • • Low-term orientation • • Low-context The all-female negotiating team from China offers cell phones with a $9 per unit price tag. Assume the Chinese team embodies the followin

21. MGT 557 Week 5 Learning Team Assignment Rock n Roll Negotiator Part 2 • Bobby Singer’s and The Constituencies’ contracts with the R-n-R Label also expires this year. To gain strength from the multiparty negotiations, Agent-town contacted Bobby Singer’s and The Constituencies’ agents (Agentville and Agentopoly). Divide your Learning Team into four groups representing the three different Agencies and the R-n-R label. Describe the following in an essay of no more than 1,500 words: • • The prenegotiation, formal-negotiation, and the agreement stage for the multiparty negotiation • • The strategies used by both sides to manage the negotiations • • The role that coalitions played in the negotiation

22. MGT 557 Week 5 Learning Team Weekly Reflection • Individual ReflectionReview this week’s objectives. Reflect on any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing your findings.

23. MGT 557 Week 6 Individual Assignment Negotiation Plan • For this assignment, you will choose from the following options: • • Option 1: Capital Mortgage Insurance Corporation Case Study • • Option 2: National Football League Negotiation Read the instructions in the University of Phoenix Material: Negotiation Plan located on the student website and select one option to complete the assignment.

24. MGT 557 Week 6 Learning Team Weekly Reflection • Individual ReflectionReview this week’s objectives. Reflect on any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing your findings.

25. MGT 557 aid Your World/mgt557aid.com FOR MORE CLASSES VISIT www.mgt557aid.com