Business 222 | Course Paper

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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 (p. 138)

D. think critically

Some negotiators are tempted to lie to the other party in a negotiation. Lying to the

counterparty may result in all of the following except:

A. damages a negotiator’s reputation

B. respect and subordination of the counterparty (pp. 50-52)

C. having the other party call your bluff

D. an increased likelihood of the chilling effect

Win-win negotiations are also known as:

A. fair division negotiations

B. equal-concession negotiations

C. integrative negotiations

D. distributive negotiations

Cultures differ with respect to their values and beliefs. In negotiation, sacred values

refer to:

A. the values prevalent in individualistic cultures

B. the customs and beliefs that change frequently

C. the beliefs that people regard to be so fundamental that they are not discussable or

debatable (p.265)

D. the values that can make your counterparty highly competitive

You are waiting for a phone call from the counterparty to continue your discussion from

yesterday’s meeting and he or she is 30 minutes late in calling you. Which of the

following explanations for tardiness is an example of dispositionalism?

A. Because in another meeting

B. Because he or she has had an automobile trouble

C. Because he or she is irresponsible (p.255)

D. Because he or she never saw your text message

A negotiator’s reservation point</KT> is a quantification of the negotiator’s:

A. target point

B. BATNA (p. 16)

C. bargaining zone (ZOPA)

D. opening offer

The main difference between the ultimatum game and the dictator game, is that in an

ultimatum game ______ ; in the dictator game ______.

A. the responder can reject the proposer’s offer ; the responder cannot reject the

proposer’s offer (pp. 290-291)

B. the responder cannot reject the proposer’s offer ; the responder can reject the

proposer’s offer

C. the proposal can be changed ; the proposal can’t be changed

D. the deadline imposed upon the responder is 1 hour ; the deadline imposed upon the

responder is an immediate response

Revealing information about a BATNA or a reservation point:

A. reduces a negotiator’s power in a negotiation

B. increases the counterparty’s propensity for strategic risk taking

C. is a pie-expanding strategy

D. improves the negotiator’s odds of getting what they want

Counteroffers accomplish two things; first they signal your willingness to negotiate, and

second:

A. they establish your reputation

B. they help you save face

C. they diminish the prominence of the counterparty’s initial offer as an anchor point

D. they indicate your acceptance of the counterparty’s anchor point

Negotiators should take the time to brainstorm how a single-issue negotiation may be

segmented into multiple issues. By identifying and segmenting the negotiation into

multiple issues, negotiators may create _________ .

A. a less complicated negotiation

B. more issues that could lead to an impasse

C. integrative potential

D. a potentially illegal negotiation situation

In order to reach a successful negotiation outcome, the negotiators must understand that

their BATNA is:

A. the outcome that the negotiator wishes to achieve

B. able to be modified by persuasive offers

C. not time sensitive

D. determined by objective reality (p. 15)

When formulating counteroffers and concessions, negotiators need to consider three

things:

A. the starting value, the end value, and the magnitude of concessions

B. the fairness, the misuse, and the pattern of concessions

C. the pattern, the magnitude, and the timing of concessions (p. 48)

D. the impact, the size, and the timing of endowment effects

As compared to negotiators who focus on minimizing costs (loss-frame), negotiators

who focus on maximizing gains are:

A. more likely to logroll or trade off issues in a win-win fashion (p. 86)

B. more likely to accept a contingent contract

C. less likely to use MESO’s

D. under the illusion of transparency

In a dictator game, what motivates a proposer to offer a non-zero allocation to the

recipient?

What are some of the primary reasons why many people are ineffective negotiators?

Consider the place-time model of social interaction (Exhibits 12-1 and 12-2). Why is

face-to-face communication the “richest” mode of communication, and what are some

of the inherent advantages to negotiating in a face-to-face fashion?

What are the key reasons why effective negotiation skills are increasingly important in

the business world?

Why do business negotiations often avoid or ignore contingency contracts as options

for creative agreements.

In what ways does power affect a person’s social awareness?

What benefits can negotiators get from using the strategy of MESO’s?