Which of the following is an example of a secondary status characteristic in
negotiation?
A. A person’s rank within an organization
B. The number of supervisees in a person’s unit
C. A person’s cultural background (p. 154)
D. A person’s title
In any discussion or meeting, there is a tendency for a minority of people to do most of
the talking. A key determinant of who dominates the conversation is:
A. their age
B. their gender
C. their network of social connections
D. their status within the group (p. 319)
There are three main social value motivational orientations in negotiation: competitive,
cooperative, and individualistic. The “cooperative” negotiator prefers to:
A. maximize their own gains
B. make interpersonal comparisons
C. seek equality (p. 93)
D. make deductions about other people’s motivations
Negotiators who have repeated interactions with others over a finite amount of time can
use the mechanism of backward induction to:
A. analyze and improve their negotiation strategy by looking backward from the last
stage of a negotiation to the first (p. 283)
B. decide that nothing can be done differently during the next interaction to increase
their slice of the pie
C. escalate conflict over each subsequent interaction
D. analyze and improve their negotiation strategy by looking sequentially forward from
the first interaction to the last
A negotiator’s status is the relative social position given to the negotiator by others.
Which of the following is an example of a primary status characteristic?
A. Gender
B. Cultural background
C. Age
D. Job title (p. 154)
In negotiation, the fixed-pie perception is defined as:
A. the assumption that attacking the other party is the best way to get most of the pie
B. the assumption that capitulating to the other negotiating party’s demands is the best
way to a win-win agreement
C. the belief that concessions are necessary by one or both parties in order to reach an
agreement
D. the assumption that sticking to your demands and refusing anything but the majority
of the pie is the best way to get most of the pie
Negotiators often compare their inputs and outputs with others. Which of the following
statements is true regarding social comparison in negotiation?
A. When a pro-social cooperator negotiates with a competitor, they are less likely to
accept an unfair offer, as compared to individualists and competitors
B. People will sometimes refuse a larger salary if it means this would equate outcomes
between themselves and another party (pp. 97-98)
C. Men are more likely to engage in social comparison than women
D. Women are more likely to engage in social comparison than men