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. make the other party believe that you have the ability to carry out the threat (p. 111)
C. avoid threatening the other party’s interests, but instead attack them personally
D. cut off the discussion pathway back to the discussion once your threat is issued
Of the three types of trust systems that can be formed in relationships, knowledge-based
trust systems:
A. are fueled by extrinsic motivators
B. are expensive to develop and maintain
C. are grounded in complete empathy with another person’s desires and intentions
D. increase dependence and commitment among parties (p. 127)
A negotiator’s BATNA (<BOLD>B</BOLD>est <BOLD>A</BOLD>lternative
<BOLD>t</BOLD>o a <BOLD>N</BOLD>egotiated <BOLD>A</BOLD>greement)
<P> determines the point at which a negotiator is prepared to:
A. make larger concessions
B. keep options open
C. walk away from the negotiation table (p. 15)
D. identify the counterparty’s alternatives<P>
Nobel Laureate Herb Simon <KT>distinguished optimizing from satisficing.
Satisficing</KT> is best defined as:
A. helping other people
B. negotiating a slice of the pie that is much larger than your original aspirations
<ITAL>
C. settling for something less than you otherwise could have had (p. 7)
D. setting high aspirations
If a negotiator has less power than the counterparty and an unattractive BATNA, which
communication medium might help the less-powerful negotiator claim more resources?
A. E-mail (p.320)
B. Telephone
C. Instant messaging
D. Face-to-face
Regarding some of the major shortcomings that negotiators struggle to overcome,
“lose-lose” negotiation occurs when negotiators:
A. <NL><ITEM><P><BOLD><INST>settle for too little by making concessions that
are too small
B. leave money on the table because they fail to recognize and exploit opportunities for
mutual gain (p. 5)
C. accept all terms offered by the counterparty
D. do not sign a binding contract
Negotiation experience in the absence of _______, is largely ineffective at improving
negotiation skills.
A. optimism
B. successful outcomes
C. high profile parties
D. diagnostic feedback (p. 9)
Often, it is not possible for negotiators to find a compromise solution; expanding the pie
does not work, and neither party can get what he or she wants in a tradeoff. A _____
solution creates new alternatives that can meet both parties’ underlying interests.
A. cost cutting
B. bridging (p. 181 )
C. offer pattern
D. even-split
When it is said that economic forces are a key reason for the importance and relevance
of negotiation skills, what is meant by that?
A. During economic periods of high supply, low demand, negotiators cannot expect to
gain much during a negotiation
B. Skilled negotiators don’t need to take economic forces into account when negotiating
C. Economic pressures and forces mean that negotiators need to know how to operate in
uncertain and ambiguous environments
D. The dynamic, changing nature of business means that people must renegotiate their
existence in organizations throughout their careers
Negotiators often make dispositional, as opposed to situational, attributions for the
questionable behavior of the other party which can threaten trust. Which of the
following can be characterized as a dispositional attribution for a negotiator’s late
arrival to a meeting?
A. Traffic jam
B. Lost keys
C. Tired due to late night
D. Arrogance (p. 135)
When football fans watch a game, they believe the other side commits more infractions
on the field than does their own team. This favoritism can best be termed:
A. the affiliation bias (p.269)
B. ethnocentrism
C. marginalization
D. fundamental attribution error
Dispute resolution preferences vary from culture to culture. One way negotiators from
indirect cultures communicate their disapproval is:
A. by fining the offender
B. by shaming the offender (p.264)
C. by telling the offender what he did wrong
D. yelling at the offender
What is a disadvantage of single-issue negotiations?
A. Allows negotiators to make trade-offs between issues
B. Decreases the chance of an impasse
C. Does not allow negotiators to logroll interests
D. Prevents the parties from being tempted to compromise