What are some factors that dictate which rules of fairness are employed in a specific negotiation situation?
What will be an ideal response?
One factor is the goals involved in a negotiation situation (e.g., equality-based rules to maintain group solidarity,
equity-based to enhance productivity). Similarly, a negotiator's relationship to the other party influences the choice
of fairness rules (equality rule for negotiators who share similar attitudes and beliefs, or are likely to engage in
future interaction, or if public decisions and allocation are made). Fairness rules also depend on whether people are
dealing with rewards versus costs (equality is used to allocate benefits, but equity is used to allocate burdens). The
selection of fairness rules is also influenced by extenuating circumstances (e.g., in complex situations, people are
more likely to use the equality rule).
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Which of the following methods of determining the optimal size of the sales force has a problem of assumption that the number of salespeople is determined by the expected sales level when, in fact, the opposite is also true? That is, in many cases
sales could be increased with more salespeople. A) breakdown method B) workload method C) marginal economic method D) breakout method
According to Table M7-3, which is the final simplex tableau for a problem with two variables and two constraints, the 0.667 in the X1 column means that
A) to produce 1 unit of X1, 0.667 units of X2 must be given up. B) to produce 1 unit of X2, 0.667 units of X1 must be given up. C) if 1 unit of X1 is produced, profits on X2 will decrease by 0.667. D) if 1 unit of X1 is produced, profits on X2 will increase by 0.667. E) None of the above