InClass for IB

When the party depend on each other to achieve their own preferred outcome, they are

• Interdependent

• Independent

• Referent

• Dependent

In______, negotiators are motivated to gain the largest piece of the fixed resource as they can.

• Integrative situation

• Mutual gain situation

• Non-zero sum situation

• Distributive situation

Which is NOT the key differences among negotiators?

• Differences in time preference

• Differences in interests

• Differences in performance

• Differences in risk tolerance

A negotiator can _______ by making outcomes appear less attractive or by making the cost of obtaining them appear higher.

• alter the other party's impressions of his/her own objectives

• manipulate the actual costs of delay

• screen the activities

• take direct action to alter impression

Negotiators who have a strong BATNA, that is a positive _______ to a negotiated agreement.

• options

• power

• solutions

• alternative

_____ is the process of influencing people to direct their efforts toward the achievement of some particular goal

• Management

• Leadership

• Leader

• Manager

In the Maslow's Hierachy, self-confidence, prestige, and self-importance belong to

• Social needs

• Esteem needs

• Safety needs

• Self-actualization needs

According to two-factor theory, if _____ are not taken care of, there will be dissatisfaction

• Motivation

• Administrative factors

• Hygiene factors

• Motivators

______ have much belief in capacity of subordinates for leadership and initiative than managers in other countries

• US managers

• German managers

• UK managers

• Japanese managers

Determinants of motivation could be extrinsic, by which a personal experiences fulfillment through doing activities

• True

• False