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In an effort to reduce the costs of resolving disputes and produce durable resolutions, some organizations use a procedure in which senior executives consider the elements of a dispute. This procedure is known as the: A. wise counselor strategy (p. […]

Different cognitive biases can threaten a negotiator’s effective problem solving and creativity. Of those threats, which of the following scenarios best illustrates the illusory correlation bias? A. A person hears that women living in San Francisco have a higher rate […]

Which of the following should be one of the first steps a negotiator should take to effectively repair broken trust? A. Discuss who was right and who was wrong B. Arrange a personal meeting and let the counterparty vent (p. […]

When using a power-based strategy and issuing an effective threat, a best practice is to: A. be ambiguous about what actions are needed by the other party and unclear about the consequences if they choose to not take action B. […]

Negotiator’s evaluations of the fairness of procedures determines their satisfaction and willingness to comply with negotiated outcomes. Procedural justice is best defined as: A. <H1>AAA<P>the promises made to a counterparty to deliver on a contract B. the processes by which […]

In regard to reestablishing trust, a negotiator’s ability to ________ is directly related to how satisfied the other party feels, independent of the monetary value of the outcome. A. defend their position B. find reasons for failure C. understand emotion […]

Which of the following is an example of a secondary status characteristic in negotiation? A. A person’s rank within an organization B. The number of supervisees in a person’s unit C. A person’s cultural background (p. 154) D. A person’s […]

In negotiation, people often have faulty perceptions. The fixed-pie perception refers to: A. simultaneously improving the outcomes for both parties B. believing that the counterparty’s interests are directly opposed to one’s own interests (p. 73 ) C. a fixed alternative […]

Which of the following statements is most true with regard to integrative negotiation as it pertains to culture? A. Members of western cultures are more adept and skilled at expanding the pie compared to members of eastern cultures B. Members […]

Why is the human tendency to satisfice over the long run of a negotiation relationship, detrimental? A. Satisficing creates a competitive negotiation which affects the potential for pie-expansion. B. The satisficing party settles for a mediocre option, or something less […]

Regarding the interests, rights, and power model of disputing, a negotiator who uses an interests-based approach is characterized by: A. the use of status, rank, threats, and intimidation B. an interest in the counterparty’s underlying needs, desires, and concerns (p. […]

When, you are asked about your desired salary in a job interview, what is the best response to use with the prospective employer? A. Make an extreme offer and negotiate your way back down to your acceptable BATNA range B. […]

Negotiators should assess themselves and their resources before commencing negotiation. One question a negotiator should ask is, “What are my sunk costs?” A sunk cost is best defined as: A. money you have invested, that is for all practical purposes, […]

Negotiation is a mixed-motive enterprise, which refers to the fact that parties: A. manage both economic and psychological dimensions B. have incentives to cooperate as well as compete (p. 8) C. use both deliberate thought and intuition D. balance rewards […]

In negotiation which of the following statements is generally not true when it comes to a negotiator’s BATNA? A. It is dynamic and constantly changing B. It is generally wise to reveal it (p. 15) C. It is determined by […]

Cooperative negotiators often get taken advantage of. Which of the following is a strategy that will help overly cooperative negotiators claim a greater share of resources? A. Avoid delegating the negotiation task to an agent B. Concentrate solely on the […]

What are some of the most common errors made by negotiators who are attempting to expand the pie of resources? What are some of the psychological principles underpinning these errors? One of the major shortcomings in negotiation occurs when negotiators […]

The <KT>negotiator’s surplus is</KT> t<P>he positive difference between: A. negotiators’ reservation points B. the settlement outcome and the negotiator’s reservation point (p. 41) C. the bargaining surplus and the settlement outcome D. the best and worst possible economic outcomes A […]

The continuation norm in e-negotiations is best described as: A. the act of thinking about how things might have turned out differently B. negotiators’ beliefs that negotiations are worth continuing, even if they are heading towards an obvious lose-lose outcome […]