Practical Management Science
6th Edition
ISBN: 9781337406659
Author: WINSTON, Wayne L.
Publisher: Cengage,
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- Building trust involves:
- Being sincere.
- Being polite.
- Understanding cultural differences.
- All of the above.
- Our parents and grandparents generally did not face the following negotiation issues:
- Cultural differences
- Gender issues.
- Different business environments.
- All of the above.
- Japanese negotiations involve:
- Consensus decision-making.
- Deference to seniority.
- Non-confrontation.
- All of the above.
- When Japanese negotiators advise “we will consider” they are really saying:
- Give us time to review.
- Your idea is interesting but novel.
- We need to review with our senior business leader.
- None of the above.
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- Define and discuss the terms “TRUST” and “HONESTY” from a positive and a detrimental context in Negotiations. Provide at least one example for each that illustrates your conclusions.arrow_forwardHere in this scenario, you are a speaking partner organization. It is an organization that is a language exchange platform. Briefly describe several of your nearest and greatest competitors for language exchange platforms. What are their strengths and weaknesses? What can you learn from how they do business, their pricing, advertising, and general marketing approaches? How do you expect to compete? How do you hope to do better? Could you introduce your company leaders and their qualifications and responsibilities within your business? You can also include human resources requirements and your company's legal structure. As well as investors and board members, if applicable.arrow_forwardGroups often simplify the negotiation of multiple issues among multiple parties through voting and decision rules. In a multiparty negotiation, the most common procedure used to aggregate the preferences of team members is However, this type of voting procedure fails to recognize the strength of individual preferences and therefore Select one: O A. the unanimity rule; mutually beneficial trade-offs are not stable O B. a consensus agreement; is not easy to implement O C. majority rule; does not promote integrative tradeoffs among issues O D. a voting paradox; promotes fixed-pie thinkingarrow_forward
- 3. In negotiation, the use of deception seems to increase with a) shared goals. b) application of the Platinum Rule. c) cooperative motives. d) incentives for good performance.arrow_forwardWhich of the following challenges about working with foreign agencies is true? Group of answer choices Time zones, currency fluctuations, and language barriers may impact investigators dealing with overseas colleagues. Investigators may have language, cultural, and political barriers to overcome when dealing with overseas colleagues. Investigators may have language and political barriers to overcome but foreign nations understand American law well enough to help them. Currency fluctuations, religion, and cultural differences only impact investigators that deal with colleagues overseas.arrow_forwardCourse: The Manager as the Negotiator Communication: Key to effect negotiation Question: Explain how a person validates understanding of a conversation? How do you know what the other party wants?arrow_forward
- Develop a lot-for-lot solution and calculate total relevant costs for the gross requirements in the following table*. Period Gross requirements Develop a lot-for-lot solution (enter your responses as whole numbers). Period Gross requirements On-hand at beginning of period On-hand at end of period 1 Order receipt Order release 30 2 3 30 1 30 40 || 4 5 2 6 7 40 70 20 *Holding cost = $3.50/unit/week; setup cost = $150; lead time = 1 week; beginning inventory = 40. 3 4 30 8 9 10 11 12 5 6 7 40 70 20 20 80 8 60 9 10 20 80 11 12 60arrow_forwardKeon wants a detailed analysis on this business partnership idea, including general pros and cons of running a small business as a partnership. Keon wants some advice on accepting crypto-currency payments, including all potential risks and benefits.arrow_forwardLet's say you have a team of 4 members (yourself included) going into a team based negotiation. You have a good idea of how the other party trusts your team members and have quantified each member's trust level on a ten point scale. The ten point scale is such that 1 is" no trust" and 10 is "high trust". Pat is rated a 10, Sally is 1, Sam is 6, and you are a 3. You want to take this into account when planning your negotiation strategyarrow_forward
- Communication is comprised of verbal and nonverbal skills, such as listening and body language. What are your strongest attributes that help communicate, and what area(s) may feel the need to improve in order to be a better communicator? How will making these improvements help as a leader in a future negotiation?arrow_forwardWith regard to how power and status affect people's perceptions in negotiation, high-status people, regardless of their actual power, are perceived _____, but high-power, low-status individuals are judged _____. Group of answer choices as positive, dominant, warm; as negative, dominant, cold as negative, dominant, cold; as positive, dominant, warm to lie less frequently; to lie more frequently to lie more frequently; to lie less frequentlyarrow_forward
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