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. 136)
C. Immediately apologize
D. Defend the reasoning behind your actions
Regarding the types of conflict that can occur in relationships, _____ is a
depersonalized form of conflict, consisting of the argumentation about the merits of
ideas, plans, and projects, independent of the identity of the people involved.
A. personal conflict
B. task conflict (p. 129)
C. the lose-lose effect
D. illusory conflict
Which mental model of negotiation focuses on the collaborative or cooperative aspects
of the negotiation task and involves a great deal of creativity, reframing, and
out-of-the-box thinking?
A. Cost-benefit analysis model
B. Haggling model
C. Problem solving model (p. 180)
D. Game playing model
People’s ability to solve problems in new contexts depends on the accessibility of their
relevant knowledge. In negotiation, this “knowledge transfer” refers to:
A. applying irrelevant knowledge to novel situations
B. instructions outside of the context of real problems
C. subconsciously evaluating the issue and its inferences
D. the ability to apply a strategy or idea learned in one situation to solve a problem in a
new situation (p.186)
Traditional Chinese businesspeople tend to build trust networks typically based on
familial lines, making it difficult for outsiders to enter into these networks. What term
best describes this type of relationship culture?
A. Social networks
B. Dispositionalism
C. Egalitarianism
D. Guanxi network(p. 250)
Negotiators who have developed a bargaining style that works only within a narrow
subset of the business world will suffer unless they can:
A. act more competitively
B. act more cooperatively
C. take risks
D. broaden their negotiation skills across businesses, industries, and cultures (p. 5)
One reason why it is difficult for negotiators to recover from making a bad impression
is related to the “forked tail effect” which means that:
A. we believe that people we trust and like are also intelligent and capable
B. the reputations we assign to others tend to be highly positive
C. once we form a negative impression of someone, we tend to view everything else
about them in a negative fashion (p. 139)
D. the reputations we assign to others are not internally consistent
It is not advisable to focus on a single issue in a negotiation because single-issue
negotiations are _______ in nature.
A. variable-sum
B. integrative
C. mixed-motive
D. fixed-sum(p. 19)
The creative strategy of ______ can be of great help to negotiators seeking creative
negotiation agreements. This strategy involves people sharing individual ideas by
written notes and capitalizes on the fact that individuals are better at generating ideas
than groups.
A. sequential bargaining
B. brainwriting (p. 216)
C. reciprocal trade-offs
D. information pooling
Building trust and rapport is critical for negotiation success. The more the face-to-face
contact between negotiators and the greater the rapport, the greater the likelihood of
________.
A. integrative outcomes (p.321)
B. risk taking
C. task conflict
D. gain framing
The availability heuristic is a cognitive bias that can affect the accuracy of negotiators’
judgments. Which of the following best describes the availability heuristic?
A. Doing something for the counterparty and the counterparty immediately reciprocates
B. Overestimating the type or number of people in a certain category because it is easier
to bring instances of this group or category of people to mind. (p.189)
C. Describing some occurrence in vivid detail, even if it is an exceptional occurrence
D. Examining other procedures or alternatives without regard to whether they are
available
Effective negotiation involves all except which of the following?
A. Deliberate planning
B. Thoughtful preparation
C. Use of a “gut feeling” or intuition (p. 9-10)
D. Systematic reasoning
In terms of information technology and social interaction, the “weak get strong” effect
refers to the fact that:
A. people who might not have much influence or status in a face-to-face setting have
more status in an electronic forum (pp. 318-320)
B. people who make an extreme first offer hardly ever receive that offer and must back
down four times as often
C. making a strong initial offer, regardless of one’s actual BATNA, is more strategic
than making a moderate first offer
D. people behave in a more aggressive fashion when interacting via information
technology
Given that multiparty negotiations are complex and present special challenges, what are
some of the strategies negotiators might use to enhance their ability to expand and slice
the pie in a multiparty context?
With regard to how people fall short in negotiating, what are the most common “traps”
of negotiation?
Identify some of the ways that repairing a ‘˜bad reputation’ is similar to repairing broken
trust?
What are some of the advantages of creating contingency contracts? What are some of
the characteristics to ensure the viability and usefulness of contingency contracts?
What are some of the reasons that people are uncomfortable negotiating with friends?
Outline the advantages and disadvantages of negotiating with friends.