Why is the human tendency to satisfice over the long run of a negotiation relationship,
detrimental?
A. Satisficing creates a competitive negotiation which affects the potential for
pie-expansion.
B. The satisficing party settles for a mediocre option, or something less than they could
otherwise have. (p. 7)
C. The satisficing party’s aspirations are too high and therefore they push too
aggressively during negotiation, creating a feeling of enmity with the other’s party.
D. The tendency of a person to see what they want when appraising their performance
leads people to selectively seek information that confirms what they believe is true.
When considering a person’s reputation in negotiation, which of the following is most
true?
A. Reputations don’t have much effect on how others deal with them in a negotiation
B. Reputations are formed quickly as a result of firsthand, as well as secondhand
experiences (p. 139)
C. Reputations can be easily and rapidly changed
D. One’s reputation is only important to consider if one is a leader or CEO
<P>When negotiators are described as being interdependent, that means people need to
know how to:
A. integrate their interests and work together (p. 3)
B. have similar incentive structures
C. be self-sufficient and self-focused
D. develop different norms of communication</P>
Negotiators may need to communicate with another person in the presence of someone
who should not understand their message. Ideally, the negotiator wants to communicate
information to his or her group in a way that the counterparty does not understand or
make the group aware that a surreptitious communication is taking place. This
communication situation is called the:
A. hidden table
B. multiple audience problem (p.212 )
C. questionable ethics problem
D. passive misrepresentation
According to a research study examining post-negotiation satisfaction, negotiators who
focus on their ideal outcomes do not feel as satisfied as negotiators who focus on their:
A. first offer
B. BATNA (pp.45-46)
C. negotiator’s surplus
D. ZOPA
A coalition is best defined as a group of two or more individuals who combine their
resources to affect the decision outcome of a mixed-motive situation involving at least
three parties. One of the most effective strategies for enhancing coalitional effectiveness
is to:
A. make unilateral concessions amongst group members
B. obtain verbal commitments, as people often feel obligated to follow through with
promises they make with others (p. 222)
C. increase the functional distance between coalition members
D. allocate resources by a needs-based equity distribution system amongst coalition
members
Several types of dispute resolution procedures characterize how different cultures
resolve disputes. In a procedure called _______, disputants retain full control over the
final negotiated decision, but a third party guides the negotiation process.
A. bargaining
B. mediation (p.257)
C. adversarial adjudication
D. inquisitorial adjudication
The “costs” of lying in negotiation include all of the following, except:
A. personal costs in terms of a person having to remember what he or she lied about
B. social costs in terms of creating a society in which rules have to be created to deal
with liars
C. environmental costs in terms of people being less cognizant about their effect on
natural resources (p. 166)
D. social costs in terms of people being suspicious about others
What is meant by counterfactual thinking in negotiation?
A. A negotiator who focuses intensely on what outcome he or she wants
B. A negotiator who thinks about what might have been but did not occur (p. 24)
C. A negotiator who plays the devil’s advocate with the other party
D. A negotiator who considers whether the other party will follow through on the terms
of their agreement
Which of the following is generally true with regard to coalitions in negotiation?
A. All parties’ interests are perfectly aligned
B. Members of the coalition cooperate to gain an advantage in the larger group, but
compete with one another over the division of resources (p.211)
C. Members of the coalition compete with one another to gain advantage in the larger
group, but cooperate with one another when dividing resources
D. Members use circular tradeoffs with the larger group and reciprocal tradeoffs among
coalition members
The term used to represent the quantification of a negotiator’s BATNA with respect to
other alternatives is known as:
A. the reservation point (p. 16)
B. the target point
C. the focal point
D. a sunk cost
The strategy of making multiple equivalent simultaneous offers (MESO’s) can be
effective even with the most uncooperative of negotiators. The MESO strategy is best
described as:
A. a negotiator acting less aggressively when anchoring an opening offer
B. a negotiator presenting the other party with at least two or more proposals of equal
value
C. a negotiator revealing their BATNA to the counterparty
D. a negotiator inviting the counterparty to selectively choose the best parts from
several offers
Agents have an incentive to make transactions happen and are motivated to apply
pressure to whomever is motivated to reach a deal. Therefore a key challenge of
working with agents is that:
A. the agent has limited authority to offer price reductions
B. the emotional detachment and tactical flexibility provided by an agent may make it
hard for the counterparty to infer the principal’s interests
C. an agent’s incentives are not perfectly aligned with the principal’s (p. 224)
D. the agent doesn’t act as a face-saving buffer for the principal
With regard to the three different types of trust that negotiators can form in their
relationships with a counterparty, identification-based trust results from:
A. seeing another person as a bad role model
B. having complete empathy with another party (p.127)
C. trusting that the counterparty will stand behind their issued threats
D. reciprocating another party’s behavior
Which of the following is most true with regard to reaching integrative negotiation
agreements?
A. Compromise is a method for achieving maximum win-win between parties
B. Negotiators should reach agreement to prevent an impasse
C. Negotiators should reveal their interests (p. 78 )
D. Negotiators should not reveal their positions
In negotiation, contingency contracts need to be carefully crafted so as to prevent
misunderstanding. This involves several considerations including: enforceability,
clarity, ability to be readily evaluated, and:
A. measurability (p. 86)
B. the ability for side-deals to be made
C. relational accommodation
D. ambiguity
Being a successful negotiator depends on:
A. “outsmarting” the counterparty
B. the counterparty’s lack of preparation
C. experiential learning, feedback, and learning new skills (p. 10)
D. always letting the other party tip their hand first
Considering the variety of creative techniques for reaching an integrative negotiation
agreement, which of the following refers to a cost-cutting solution?
A. Adding a string of benefits to a small initial offer
B. One party getting preferred terms on one issue in exchange for reducing the costs
incurred by the counterparty (p.182)
C. Reducing the size of concessions
D. Each party lowering their aspirations on issues that are of less interest to them
Negotiators who are high in perspective-taking ability or consider the perspective of the
counterparty often:
A. increase their sense of empathy but this often decreases their problem-solving
abilities
B. limit the joint gains they can discover
C. identify and reach integrative outcomes in a negotiation (pp. 75-76)
D. force the counterparty to make concessions
In a group negotiation, people often need to vote to make decisions. Strategic voting
misrepresentation refers to:
A. members of coalitions pressuring individuals to vote for a particular choice
B. group members taking votes when the timing is right for them to prevail
C. group members not counting certain votes that have been legitimately submitted
D. group members not always voting based upon their actual preferences (p.214)
What are some of the advantages and disadvantages of negotiations between
businesspeople and how do they differ from purely personal negotiations?
What conditions allow negotiators to be more confident about the counterparty’s
reservation point?
Why do people behave more competitively in social dilemmas (3 or more people) as
compared to prisoner’s dilemmas (2 people)?
What is the difference between a target point and reservation point, and why is it
important not to confuse the two?
Why is it recommended to set specific, challenging, and difficult goals for the outcome
of the negotiation?
What are the most important factors to consider when making concessions in
negotiation (so as to maximize your share of the bargaining zone)?