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 of breast
cancer and concludes that living in San Francisco causes breast cancer.
B. A student takes an aptitude test and scores poorly. Later that student learns that the
test was mis-scored, but the student still feels like they failed.
C. A person learns that 60% of a country’s population is uneducated and that 70% of the
crimes in that country are violent, and concludes that uneducated people are responsible
for the violent crime rates. (pp.191-192)
D. A person believes that morally “good” people are likely to win lotteries, and bad
people are the victims of crimes
A number of biases affect a negotiator’s ability to negotiate effectively. One of these
biases, the confirmation bias, is best defined as:
A. the tendency of people to see what they want to see when evaluating a situation for
themselves (p. 6)
B. being aware of one’s own incompetence
C. setting high aspirations and attempting to achieve as much as possible
D. settling for something less than what could have been achieved with better effort
Because people have difficulty thinking about future events, they tend to under- or
overestimate the duration of future emotional states, and fail to account for the positive
or negative circumstances that could arise. Negotiators need to use which of the
following strategies to counteract these biases?
A. Information pooling
B. Downward social comparison
C. Horizon thinking (p.231)
D. Brainwriting
Which of the following is a strategy that women can use to attain better outcomes in a
negotiation?
a. Negotiate on behalf of someone or something (p. 158-9 )
b. Use primary status characteristics to gain insight into the counterparty
c. Use passive misrepresentation
d. Create more ambiguity in the negotiation
Effective negotiation preparation encompasses three general abilities: situation
assessment, other-party assessment, and _______.
A. financial assessment
B. location assessment
C. team assessment
D. self-assessment (p. 13)
Why is it important to be wary of our ethical behavior during a negotiation?
A. People fail to consider other people’ interests and welfare
B. Given the opportunity, people will choose profit over ethics
C. Negotiators tend to enjoy lying
D. People’s may believe they are behaving ethically, but their self-serving tendencies
interfere with good decision-making (p. 160)
What principle is best to keep in mind when making an opening offer in a negotiation?
A. Don’t open too high, or you will insult the counterparty
B. Don’t open too low, or you will offend the counterparty
C. Offer a numerical range
D. Make several offers that are satisfying to you (p. 46)
With regard to how to move the counterparty away from rights and power, one of the
most effective methods is a process intervention; one of the least effective interventions
is:
A. reciprocation (p. 107)
B. paraphrasing the other party’s statements
C. strategic cooling off periods
D. using self-discipline and not using personal attacks
Negotiators who ascribe to the ________ believe it is important to build rapport to
nurture a long-term relationship and in many cases, to make sacrifices for the purpose
of creating long-term goodwill.
A. problem solving model
B. cost-benefit analysis model
C. game playing model
D. partnership model (p. 179)
<P>LINKEND=”BX1.11.002″>m Tit-for-tat was the most effective strategy in terms of
maximizing gains in the Prisoner’s Dilemma Tournament held by Robert Axelrod,
published in Science magazine. All of the following factors were cited as reasons for
tit-for-tat’s overall effectiveness, except:
A. it is a “nice” strategy and makes a positive first impression
B. it is a “tough” strategy that cannot be taken advantage of
C. it is a forgiving strategy that allows players to put the past behind them
D. it is a fearless strategy that makes decisions independent of what the other player
might do (pp. 284-288)
When negotiators arrange to have their preferred alternatives entered at later stages of a
sequential voting process, what psychological principle are they taking advantage of?
A. Majority rule – all individual votes count by the same weight
B. In-Group bias – a pattern of favoring members of one’s in-group over out-group
members
C. Impossibility theorem – the derivation of group preference from individual’s
preferences is indeterminate
D. Condorcet paradox – the winners of majority rule elections will change as function of
the order in which the alternatives are proposed(p. 214)
If the counterparty makes the first offer, negotiators are best advised to:
A. accept their first offer
B. make a counteroffer in a timely fashion
C. make your counteroffer your final offer
D. adjust your BATNA based upon the counterparty’s offer
How do norms, roles, and status change as a function of interaction via electronic
media? What social dynamics come into play when negotiating via technology?
What is the fraternal twin model of negotiation, and why does it contribute to more
successful outcomes in negotiation?
What is the main difference between promotion-focused negotiators and
prevention-focused negotiators?
What are some types of social dilemmas, and how do they differ from one another?
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