Which of the following statements is most true with regard to integrative negotiation as
it pertains to culture?
A. Members of western cultures are more adept and skilled at expanding the pie
compared to members of eastern cultures
B. Members of eastern cultures are more adept and skilled at claiming resources than
members of western cultures
C. Inter-cultural negotiation often yields higher joint gains than intra-cultural
negotiation
D. Intra-cultural negotiation often yields higher joint gains than inter-cultural
negotiation (p.272)
Which of the following best describes the differences between direct and indirect
communication with regard to culture and how it affects negotiation?
A. Direct communicators express their intent in words; indirect communicators convey
meaning and intention through story and inference (p.261-262)
B. Direct communicators address others by their first name; indirect communicators
address others by their formal title
C. Direct communicators always speak the truth; indirect communicators never say
what they really mean
D. Direct communicators are honest; indirect communicators often lie or misrepresent
information
Negotiators’ faulty judgments of people can often be traced to the representativeness
heuristic, a cognitive bias in which people:
A. assume commonality between objects of similar appearance (pp.189-190)
B. rely on others’ opinions when making decisions
C. create meaning from what they experience about the world around them
D. assume that a small sample is representative of a large population
Regarding 3rd party techniques for dispute resolution, the _____ model involves an
arbitrator who makes a decision and places it in a sealed envelope. The threat of the
arbitrator’s decision sits on the table and is destined to be opened unless the parties
reach mutual agreement.
A. final-offer arbitration
B. conventional arbitration
C. med-arb (mediation followed by arbitration)
D. arb-med (arbitration followed by meditation) (p. 109)
Which of the following is a strategically wise method of anchoring?
A. Setting an assertive aspiration point early in the negotiation
B. Immediately rejecting the counterparty’s first offer
C. Determining the exact midpoint between the last two offers on the table
D. Refusing to make any concessions
Negotiators who desire to have a successful brainstorming session should follow
several rules, including the _____ ___ rule, which specifies that members of the group
should try to modify and extend the ideas suggested by other members of the group.
A. quantity
B. building (p.201)
C. expressiveness
D. non-evaluation
Adjudication is a rights-based procedure for resolving disputes. Adjudication is best
characterized as a procedure that:
A. determines who is liable when contradictory standards apply
B. presents arguments to a third party who hands down a binding decision (p. 103)
C. formalizes goals for the negotiation
D. establishes the counterparty’s opening offer
When analyzing the behaviors affecting negotiators’ decisions in social dilemmas, the
pervasive belief of super rationality is best described as:
A. the belief that we are emotionally detached enough from our decision outcome to
only make logical decisions, even if it leads to an outcome completely different from
our original goal
B. the belief that others are rational, like ourselves , and that other people also believe
that everyone else is rational (p. 288)
C. the tendency to attribute irrational behaviors to negative personal dispositions in
others
D. the belief that others hold the same ethical values as we do
A businessperson calculates the odds of every purchase decision in order to maximize
returns on an investment. Which of the following mental models is this businessperson
using?
A. Cost-benefit analysis model (p. 179)
B. Problem solving model
C. Haggling model
D. Game playing model
With regard to resolving conflict in collectivistic cultures, what statement is most true?
A. Disputants see large distances between those in the upper part of the social structure
and those in the lower part of that structure and prefer high status people to resolve
disputes for low status people(pp. 258-260)
B. Disputants prefer to use a random-device, such as a coin-toss, to resolve disputes
C. The disputants prefer to involve attorneys to make legal arguments on their behalf
D. Disputants see each other as equals and openly and directly address each other in
order to resolve a dispute
With regard to combining members’ preferences to reach a consensus, the impossibility
theorem states that:
A. there is not a best way to derive a group’s preference from combining individual
preferences (p.214)
B. there is not a best way to derive individual preferences from analyzing a group’s
overall preference
C. groups take much longer to reach agreement than two-party negotiations
D. groups often fail to see a positive bargaining zone when it actually exists
What technique decreases the inert knowledge problem in negotiation and increases
people’s ability to transfer knowledge they possess when faced with a situation that
could potentially benefit from that knowledge?
A. Compare multiple examples that all illustrate a similar idea or strategy (p. 188)
B. Use trial and error to gradually find elements that work
C. Persevere through failure to eventually come to the right solution
D. Increase group size
Win-win negotiation does not pertain to how the pie is ____ but rather, to how the pie is
_____ by negotiators.
A. enlarged ; divided
B. divided ; enlarged (p. 74 )
C. envisioned ; distributed
D. built ; promoted
The term that refers to a negotiator’s belief in their ability to effectively claim resources
and persuade others to make the majority of the concessions in a negotiation is:
A. integrative self-efficacy
B. distributive self-efficacy (p. 119)
C. emotional intelligence
D. the halo effect
<P>With regard to successfully repairing broken trust in negotiations, which of the
following is most true?
A. People who believe that moral character can change over time are less likely to trust
someone after an apology
B. Repairing broken trust is more difficult with individuals than with groups
C. Allowing the injured parties express their feelings is an important step (pp. 135-138)
D. Avoid involving a professional third party</P>
In negotiation, the reactance principle is the tendency for people to:
A. do the opposite of what someone tells them to do if they feel they are not given a
choice (pp.125-126)
B. speak before they have actually heard the other party
C. quickly reanchor when the other party makes an opening offer, especially an extreme
one
D. quickly react by giving up their desired outcome