In negotiation, people often have faulty perceptions. The fixed-pie perception refers to:
A. simultaneously improving the outcomes for both parties
B. believing that the counterparty’s interests are directly opposed to one’s own interests
(p. 73 )
C. a fixed alternative agreement that improves one party’s outcome
D. settling for outcomes that exceed parties’ reservation points
Regarding the interests, rights and power model of disputing, a negotiator who uses a
rights-based approach is characterized by:
A. addressing the counterparty’s most pressing concerns
B. applying rank and status biases to the negotiation
C. invoking norms and precedents (p. 100)
D. learning about the counterparty’s underlying needs
In cooperative or ________ negotiations, people seek to reach mutual agreement via
binding contracts; in contrast, many negotiations are conducted by actions and pledges
in the absence of a binding contract; these types of negotiations are known as _____
negotiations.
A. tacit ; explicit
B. transactional ; transitional
C. explicit ; tacit (p. 278)
D. transitional ; transactional
In negotiation, the illusion of transparency is best described as occurring when
negotiators:
A. make predictions when information is in short supply
B. make judgments and decisions that differ from rational choices
C. make reasonable estimations based on a single known data point
D. believe they are revealing more than they actually are (p. 79)
In order to increase her perceived power in a negotiation, what negotiation strategy can
a woman use to feel more confident expressing her interests, making more assertive
offers, and holding out for better terms?
A. Negotiate on behalf of a group (pp. 158-159)
B. Negotiate by herself, rather than with a team
C. Consider the counterparty’s interests and welfare
D. Mention the names of influential people who know her
With regard to lying about one’s BATNA in negotiation, which of the following is
advisable?
A. Lying about one’s BATNA is only advisable if the negotiator is prepared to have the
other party walk away from the table
B. Lying about one’s BATNA is sometimes permissible, but lying about one’s
reservation price is never permissible
C. Lies about BATNA’s are not permissible, but lying about the other party’s BATNA is
strategically advisable
D. Lies about BATNA’s are equivalent to lying about material facts, and therefore, the
lying party is at legal risk (p. 163)
A government agency or city that is trying to increase cooperation among citizens in
terms of encouraging people to carpool, use less water, recycle, etc., might use which of
the following structural strategies to encourage people to cooperate?</P>
A. Regulations (p. 299)
B. Tit-for-tat
C. Escalation of commitment
D. Equilibrium outcome
Knowledge-based trust is grounded in behavioral predictability and it occurs when a
person has enough information about others to understand them and accurately predict
their behavior. Whenever informational uncertainty or asymmetry characterizes a
relationship, it provides opportunity for deceit, and one or both negotiators risk ______.
A. judgment by other parties
B. being corrupted
C. exploitation (p. 126)
D. damaging their reputations
<P>According to the interests-rights-power model of disputing, negotiators who use an
interests-based approach when faced with a dispute situation:
A. attempt to reconcile differences in a way that addresses both parties’ needs and
concerns (p. 100)
B. focus on standards of fairness, including legal rights, precedents previously set, or
expectations based on norms.
C. use threats only in the late stages of negotiation
D. never use threats
Certain information can be beneficial in the search for integrative negotiation
agreements. The types of helpful information that negotiators should share are their
_____ and _____
A. BATNA’s ; reservation prices
B. break-even points ; target points
C. preferences ; priorities
D. short term goals, urgency of need for the resources discussed
Conflict escalation threatens the ability of negotiators to reach agreement. One of the
most effective ways to respond to a power move by an opponent is:
A. punishment
B. laugh at the behavior
C. do not reciprocate (p. 99)
D. encourage a bigger threat
A major obstacle to reaching integrative negotiation agreements is negotiators’ beliefs
about the outcome of some future event. A _______ is a type of agreement in which
parties leverage differences of opinion to form an integrative agreement.
A. speculative agreement
B. contingency contract(p. 183)
C. compromise contract
D. fixed contract
<P>In contrast to negotiating with friends who allocate resources based on communal
norms, businesspeople are much more likely to use ______.
A. self-organizing arrangements
B. compromise agreements
C. affective routes
D. exchange norms (p. 142)
Concerning the multiple methods of fair resource division, which of the following
statements is true regarding the equity rule?
A. The needs based rule is most commonly used to allocate burdens
B. An example of the equity rule is the U.S. legal system
C. The equity rule prescribes that outcomes are distributed without regard to inputs
D. Distribution should be proportional to a person’s contribution (p. 54)
What is meant by a premature concession in negotiation?
A. Concessions that are not offered in a timely fashion
B. Concessions that leave the negotiator wondering “what could I have gotten if I had
done things differently?”
C. When a negotiator makes multiple concessions before the other party responds (p.
47)
D. When the counterparty gives up on offering concessions before agreement is reached
When it comes to how to best leverage your BATNA in a negotiation, all the following
strategies are effective, except:
A. keep your options open and continue to attempt to improve your existing BATNA
B. slowly increase the value of your BATNA during the negotiation so as to display
firm resolve to the other party (pp. 150-151)
C. signal to the other party that you have attractive options, without revealing the exact
value of the BATNA
D. do as much research as possible to assess the other party’s BATNA
With regard to improving one’s negotiation performance via training and experience,
which of the following statements is most true?
A. Lecture or didactic feedback results in the best performance
B. Observational learning and analogical learning both lead to improved performance
(p. 197)
C. Delaying feedback for a short period of time results in improved performance
D. Qualitative feedback is superior to quantitative feedback for improving performance
What bias accounts for the tendency of negotiators to think that integrative agreements
are obvious after the fact, but fail to see them when encountering a novel negotiation?
A. The hindsight bias (pp. 192-193)
B. Functional fixedness
C. The set effect
D. Negative transfer
There are several advantages of working with an agent in a negotiation. In most
principal-agent relationships, an agent’s authority is limited with respect to:
A. making concessions or agreements (p.227)
B. joining professional affiliations
C. providing a buffer zone
D. targeting key strategies
What are some examples of acceptable versus taboo trade-offs in negotiation? How
does the taboo trade-off principle operate within systems of sacred and secular values?
Consider Exhibit 10-6. How is power distance related to individualism and
collectivism?
What defines the bargaining zone in a negotiation? How does a positive or negative
bargaining zone affect the outcome of a negotiation?
What are some of the techniques for enhancing creative negotiation agreements?
What advantages can be realized by using agents to represent one’s interests?
What questions should a negotiator find answers to when assessing a negotiation
situation?
What are some strategies for enhancing technology-mediated negotiations?
What is the fixed-pie perception, and how does it affect a person’s preparation for
negotiation?