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 decisions are made, the methodology behind how resources
are distributed, and how outcomes are determined (pp. 60-61)
C. the agreements wherein negotiators make bets based on their differences in beliefs,
forecasts, risk profiles, and interests.
D. the rectification of wrongs
Which of the following is a myth that negotiators often hold about negotiation?
A. Whatever is good for one party must be good for the counterparty
B. A good negotiator should always approach a counterparty as if they were of equal
status
C. Good negotiators play it safe and do not take risks
D. Good negotiators rely on intuition (p. 8 9-10)
In which of the following communication mediums are negotiators most likely to
misrepresent themselves and deceive others?
A. Face-to-face
B. Video-conference
C. Handwritten letter
D. E-mail (p.318)
Negotiators can make an impact in a negotiation by hand gestures, choices of clothing,
jewelry, and seating choice at a table. These impactful behaviors are best known as:
A. nonverbal communication (p. 311)
B. kinetic behavior
C. emblems
D. paraverbal behavior
With regard to cultural differences in negotiation, a stereotype is___________; a
prototype is ___________
A. a belief that members of a given culture are largely all the same ; the recognition that
members of a given culture might have a central tendency, but there is variation within
the culture (p. 246)
B. the recognition that members of a given culture might have a central tendency, but
there is variation within the culture ; a belief that members of a given culture are largely
all the same
C. an act of discrimination ; a scientific or technical invention that is in its initial form
(i.e., before refinement)
D. a form of racial prejudice ; a form of belief prejudice
Which of the following is an example of in-group favoritism in negotiation?
A. The belief that the members of one’s own group are better or more deserving than
members of another group (p. 252)
B. The belief that people should only be members of a single group and avoid joint
membership
C. A person works less hard when part of a group effort than they would individually
D. A person interprets their interactions with their adversaries in an altruistic way
Negotiators can focus on gains or losses during a negotiation. Most negotiators are
_______ when it comes to losses, and _______ when it comes to gains.
A. risk-averse ; risk-seeking
B. risk-seeking ; risk-averse ( p. 20)
C. rational ; irrational
D. irrational ; rational
Considering the variety of creative techniques for reaching an integrative negotiation
agreement, which of the following strategies describes non-specific compensation?
A. Compensating the parties on a variety of low-priority issues
B. Neither party gets its initial specific demands but an alternative option is developed
C. One party getting what it wants and the other is compensated by some method on a
new issue (pp.182-183)
D. Trading low priority issues for higher priority issues
Of the different psychological methods that negotiators can employ to build trust with
the counterparty, the use of which principle can make a counterparty feel obligated to
return in kind what the negotiator has offered or given to them?
A. The propinquity effect
B. Functional distance
C. The reciprocity principle (p. 132)
D. The mere-exposure effect
When a negotiator rejects a proposal that is demonstrably better than any other option
available, this is called:
A. the agreement bias
B. the winner’s curse
C. walking away from the table </P>or hubris (p. 6)
D. settling for too little
Negotiation is best described as:
A. a contest of wills between opposing parties
B. an interpersonal decision-making process necessary whenever people cannot achieve
their objectives single-handedly (p. 2)
C. a third party mediation
D. the process of compromise so as to instigate conflict with one side coming out the
victor
Culture is defined as the personality of a group. A group who is concerned about how
the results of their behaviors affect the other in-group members, share resources with
in-group members, and feel interdependent with in-group members hold what type of
cultural value?
A. Individualism
B. Egalitarianism
C. Collectivism (p. 249)
D. Dispositionalism
Which of the following strategies is useful in helping negotiators avoid lose-lose
agreements?
A. Negotiators should assume that their interests are opposed to the other party’s
interests
B. Negotiators should make some premature concessions to the other party
C. Negotiators should have plenty of negotiation experience
D. Negotiators should develop an accurate understanding of the other party’s interests
The resources that people exchange in a relationship vary in its terms of ______, or
how much utility we derive from who is providing the resource, and _____, or the
resource’s tangibility.
A. identity ; scarcity
B. particularism ; concreteness (p.123)
C. social status ; reciprocity
D. fairness ; similarity
Why do negotiators incorrectly predict the consequences of final deadlines in a
negotiation?
What are the three different types of constituencies, and how do they affect
negotiations? What are some of the challenges and strategies for improving constituent
relationships?
Generate some examples of embedded relationships (personal or historical). What are
some of the pitfalls associated with these relationships?
What are some behaviors that are generally regarded to be unethical in negotiation?
Under what conditions do people usually engage in this kind of behavior?
Assess your own emotional style by completing the questionnaire in Exhibit 5-9. What
are the advantages and disadvantages of each emotional style?
Regarding relationships in negotiation, how can “distributive spirals” affect negotiators?
What “differences” can a negotiator effectively capitalize on when trying to expand the
pie of resources?
Why is it advisable to assess the self, the counterparty, and the negotiation situation
before commencing negotiations? What are some of the questions a negotiator needs to
address when assessing the negotiation situation?
What are some of the effects of status on the conduct of bargaining? What are some of
the disadvantages of paying attention to secondary status characteristics in negotiation?
What are some considerations people might have in a negotiation that are not
necessarily monetary in nature?