The Mind and Heart of the Negotiator 5th Edition

Which of the following statements is true about pseudostatus characteristics? A) During a negotiation, women have more influence than men. B) Pseudostatus characteristics are legitimate markers of status. C) Although pseudostatus characteristics are not legitimate markers of status, people treat them as though they are. D) Pseudostatus characteristics rarely exert any effect on the

________ occurs when the mediator uses his or her position and leverage to influence the bargaining process, such as by offering incentives or even threats. A) Formulation B) Manipulation C) Pacification D) Facilitation Answer: BExplanation: B) Manipulation occurs when the mediator uses his or her position and leverage to influence the bargaining process, such as

Full-group communication ________. A) minimizes perceptions of competition B) is less time-consuming C) reduces equality of group members' outcomes D) decreases joint profitability Answer: AExplanation: A) Full-group communication is more time-consuming but enhances equality of group members' outcomes, increases joint profitability, and minimizes perceptions of competition. Answer: AExplanation: A) Full-group communication is more time-consuming but enhances

Which of the following occurs during the postsettlement settlement strategy? A) Negotiators explore other options while maintaining their BATNA constant. B) Negotiators stop exploring other options and accept the settlement as a permanent fixture. C) Negotiators decide to reject the previously decided-upon settlement and cease negotiation. D) Negotiators explore other options with the goal

The strategy of making one's first offer one's final offer is known as ________. A) illusion of control B) the blue ocean strategy C) the gambler's fallacy D) boulwarism Answer: DExplanation: D) The strategy of making one's first offer one's final offer is known as boulwarism. Answer: DExplanation: D) The strategy of making one's first offer

If a utility function is concave, a decision maker will ________. A) always choose a risky gamble B) always choose a sure thing C) always make a decision in uncertainty or ignorance D) choose a prospect whose expected value is identical to a sure thing Answer: BExplanation: B) If a utility function is concave, a

According to the framing effect, people are risk-averse for gains and risk-seeking for losses. Answer: TRUEExplanation: According to the framing effect, people are risk-averse for gains and risk-seeking forlosses. Answer: TRUEExplanation: According to the framing effect, people are risk-averse for gains and risk-seeking forlosses. Answer: TRUE Explanation: According to the framing effect, people are

You are going to buy an apartment in Alaska. You have to choose between eleven different proposals. This decision making scenario is an example of a risky choice. Answer: FALSEExplanation: Riskless choice, or decision making under certainty, involves choosing between two or more readily available options. Here, the options are readily

What is the cognitive route to building trust based on? A) belief B) intuition C) emotion D) rationality Answer: DExplanation: D) There are two routes to building trust: the cognitive route is based on rational and deliberate thoughts and considerations; the affective route is based on intuitionand emotion. Answer: DExplanation: D) There are two routes to

Issues with single agendas are often ________ in nature. A) fixed sum B) integrative C) lose-lose D) win-win Answer: AExplanation: A) Many negotiators tend to focus on a single issue in negotiations. This can prove detrimental as a negotiation revolving around a single issue more often than not proves to be fixed sum in nature.

Which of the following statements is true for negotiations conducted via e-mail? A) E-negotiators are forced to make more assumptions than face-to-face negotiators. B) There is more turn-taking in negotiations conducted via e-mail than in face-to-face negotiations. C) E-negotiators ask more clarifying questions than do face-to-face negotiators. D) Negotiations conducted via e-mail allow people

Mediators who are manipulators occasionally reveal information they have gathered independently and thereby clarify misconceptions. Answer: FALSEExplanation: Mediators who are facilitators occasionally reveal information they have gathered independently and thereby clarify misconceptions. Answer: FALSEExplanation: Mediators who are facilitators occasionally reveal information they have gathered independently and thereby clarify misconceptions. Answer: FALSE Explanation: Mediators who

Which of the following structural strategies attempts to induce cooperation through rewards and recognition such as an employee-of-the-month award? A) monitoring behavior B) privatization C) regulation D) aligning incentives Answer: DExplanation: D) Rewards and recognition are forms of incentives and cooperation can be induced through reward and recognition in organizations. Answer: DExplanation: D) Rewards and recognition

Which of the following examples illustrates the concept of nonspecific compensation? A) Gary frames the issue under negotiation in terms of the potential problems rather than dwelling on shared interests. B) Jake trades off a concession on a less important item for a concession from his opposite on a more important item. C)

Direct-indirect communication refers to the basic human motive concerning preservation of the self versus the collective. Answer: FALSEExplanation: Direct-indirect communication refers to the manner in which people exchange information and messages. Answer: FALSEExplanation: Direct-indirect communication refers to the manner in which people exchange information and messages. Answer: FALSE Explanation: Direct-indirect communication refers to the

It is similarities in preferences, beliefs, and capacities that may be profitably traded off to create joint gain. Answer: FALSEExplanation: Single-issue negotiations are not win-win because whatever one party gains, the other party loses. However, it is usually possible to identify more than one issue. The probability that negotiators will have

Tit-for-tat strategy can never do better than its opponent because ________. A) it always cooperates B) it defects on the first trial C) it always defects D) it cooperates on the first trial Answer: DExplanation: D) Tit-for-tat never beat any of the strategies it played against. Because it cooperates on the first trial, it can

When the bargaining zone is small, contributions exert a stronger effect on resource allocation than do BATNAs. Answer: FALSEExplanation: When the bargaining zone is small, BATNAs exert a stronger effect on resource allocation than do contributions; however when the bargaining zone is large, contributions exert a stronger effect than do BATNAs. Answer:

You want to put a working group together for a long, complex project. The goal of the project is to develop a Web-based application for an international client. The project will need coordination among different people who will have to work from different geographic regions. While selecting the team members

Negotiators should always assume that a job offer is negotiable. Answer: TRUEExplanation: Do not ask "Can I negotiate the offer you have made?" Always assume the offer is negotiable and articulate your needs and interests. Answer: TRUEExplanation: Do not ask "Can I negotiate the offer you have made?" Always assume the offer

After clinching a deal at first shot, a person immediately begins to think of the other alternatives that she could have exercised but did not. What is the person doing in the given situation? A) conceptual thinking B) lateral thinking C) counterfactual thinking D) critical thinking Answer: CExplanation: C) Counterfactual thinking describes the tendency of

In contrast to the peripheral route, little cognitive or mindful work is performed when attempting to persuade someone via the central route. Answer: TRUEExplanation: In contrast to the central route, little cognitive or mindful work is performed when attempting to persuade someone via the peripheral route. Answer: TRUEExplanation: In contrast to the

In which mental model of negotiation does each negotiator try to procure the lion's share of the bargaining zone? A) capitulating B) haggling C) compromising D) partnership Answer: BExplanation: B) The most common mental model of negotiation is the haggling model, in which each negotiator tries to obtain the biggest share of the bargaining zone.

Negotiations occur only at the topmost hierarchical levels in the business world. Answer: FALSEExplanation: In the business world, people negotiate on multiple levels: within departmental or business units, between departments, between companies, and even acrossindustries. For this reason, managers must understand enough about negotiations to be effective negotiating within, between, up,

A reference point defines what a person considers to be a ________. A) liability B) break even C) resource D) profit Answer: DExplanation: D) A reference point is like a benchmark or a yardstick that helps a negotiatorto choose between multiple desirable offers. Negotiators do not always weigh a course of action by its impact

Capitalism is the ultimate expression of market pricing. Answer: TRUEExplanation: Money is the prototypical medium of market pricing relationships. Capitalism is the ultimate expression of market pricing. In a true market pricing relationship, people will do virtually anything if offered enough money because 'Everyone has his price.' However, just because this

In majority rule elections, alternatives that are proposed later, as opposed to earlier, are more likely to survive sequential voting. Answer: TRUEExplanation: The winners of majority rule elections will change as a function of the order in which alternatives are proposed. Alternatives that are proposed later, as opposed to earlier, are

Which of the following types of lies is more likely to be detected by the triangulation method? A) lies of commission B) monitoring-dependent lies C) jocose lies D) lies of omission Answer: DExplanation: D) Direct questions are particularly effective in curtailing lies of omission; however, they may actually increase lies of commission. Answer: DExplanation: D) Direct

During a negotiation meeting, you feel that one of the persons from the other party, Jack, is very dominating. Which of the following characteristics does Jack most likely exhibit? A) Jack uses minimal hand gestures while speaking. B) Jack tends to speak very loudly and quickly. C) Jack tends to avoid eye contact

Expressing disappointment can be detrimental if a negotiator intends to repair broken trust. Answer: FALSEExplanation: It is important for people to express their anger, rage, disappointment, and feelings of betrayal over an event. Merely talking about negative events can actually be part of the cure. Expressing disappointment often helps people take

Formulation involves a substantive contribution to negotiations by conceiving and proposing new solutions. Answer: TRUEExplanation: Formulation involves a substantive contribution to negotiations by conceiving and proposing new solutions. Answer: TRUEExplanation: Formulation involves a substantive contribution to negotiations by conceiving and proposing new solutions. Answer: TRUE Explanation: Formulation involves a substantive contribution to negotiations by conceiving

During a negotiation, the group members decide to use an integrative method of tradeoff that requires each group member to offer another member a concession on one issue while receiving a concession from yet another group member on a different issue. Which of the following methods of tradeoffs is used

Majority rule hinders the development of mutually beneficial trade-offs. Answer: TRUEExplanation: Majority rule hinders the development of mutually beneficial trade-offs. Answer: TRUEExplanation: Majority rule hinders the development of mutually beneficial trade-offs. Answer: TRUE Explanation: Majority rule hinders the development of mutually beneficial trade-offs. The observed reluctance to pay to play a game, despite its objective

Nonverbal sensitivity is correlated with intelligence. Answer: FALSEExplanation: Nonverbal sensitivity is not correlated with intelligence. Answer: FALSEExplanation: Nonverbal sensitivity is not correlated with intelligence. Answer: FALSE Explanation: Nonverbal sensitivity is not correlated with intelligence. Tacit negotiations are characterized by binding contract. Answer: FALSEExplanation: Tacit negotiations are conducted by actions and pledges, in the absence of a

Which of the following types of comparisons is most likely to inspire people to greater achievement? A) upward comparison B) horizontal comparison C) downward comparison D) lateral comparison Answer: AExplanation: A) Upward comparison occurs when people compare themselves to someone who is better off, more accomplished, or higher in status. Oftentimes, people compare themselves upward

You are interviewing a candidate for the post of customer service executive. During the interview you observe how the candidate speaks, particularly his pauses, intonation, and fluency. You are evaluating the candidate on the parameter of ________. A) posture B) paralinguistic cues C) gesture D) facial expression Answer: BExplanation: B) Paralinguistic cues include pauses, intonation, and

If you have not yet been offered the job but sense that the employer wants to find out what you desire in a job offer, it is advisable to talk about salary or specific terms. Answer: FALSEExplanation: If you have not yet been offered the job but sense that the employer

Negotiators who communicate face-to-face are less likely to reach deals and avoid impasses than are e-negotiators. Answer: FALSEExplanation: Negotiators who communicate face-to-face are more likely to reach deals andavoid impasses than are e-negotiators. Answer: FALSEExplanation: Negotiators who communicate face-to-face are more likely to reach deals andavoid impasses than are e-negotiators. Answer: FALSE Explanation: Negotiators

What is separation? A) Separation occurs when a group neither maintains its own culture nor contact with the other culture. B) Separation occurs when a group maintains both its culture and contact with the other culture. C) Separation occurs when a group does not maintain its culture, but maintains contact with the other culture. D)

Robert is negotiating a sales contract for selling transformers that are manufactured by his company. He prefers to maximize the difference between his profit and that of the other party. Based on this information, identify Robert's motivational orientation. A) individualistic B) competitive C) cooperative D) altruistic Answer: BExplanation: B) The competitive negotiator prefers to maximize