Regarding the interests, rights, and power model of disputing, a negotiator who uses an
interests-based approach is characterized by:
A. the use of status, rank, threats, and intimidation
B. an interest in the counterparty’s underlying needs, desires, and concerns (p. 100)
C. attempts to understand the past events
D. an interest in the unequal distribution of resources as this focus often produces a
clear winner and a loser
With regard to negotiation style, truly effective negotiators are neither tough or soft, but
rather they:
A. are friendly
B. are principled (p. 8)
C. rely on intuition
D. are dignified
All of the following can increase trust and cooperation amongst group members in
social dilemmas except:
A. making non-binding promises
B. communicating with others regularly
C. creating different incentives for each group member (pp. 299-303)
D. personalizing others
Which of the following statements is most true about people’s tendency to engage in
deception in negotiation?
A. The more uncertainty negotiators have about material facts, the less likely they are to
lie
B. Being on a team decreases lying
C. People are more likely to lie when they have a personal relationship with the
counterparty
D. The more negotiators have to gain economically by lying, the more likely they are to
lie (p. 168)
When it comes to using power and making threats in negotiation, all of the following
are true except:
A. power tends to be reciprocated with power
B. by using power it is easy to expand the pie (p. 110)
C. a credible threat may restart negotiations
D. it often produces a”winner” and a”loser”
Sometimes it is necessary to make a threat in negotiation. In order to make an effective
threat, a negotiator needs to threaten:
A. the other party’s credibility
B. aggressively
C. and intimidate the other party
D. the other party’s underlying interests (p. 111)
Regarding trust and temptation in coalitions, what is meant by the term, coalitional
integrity?
A. Group members shouldn’t form coalitions too early in the negotiation process, before
they can find out which group members behave without integrity
B. Coalition members should always be truthful with one another regarding their
individual opinions
C. When a new coalition structure forms that offers greater gain to members, coalition
members often stay with their current coalition (p.218)
D. Agreements made amongst coalition members are full of integrity
In a positive bargaining zone, negotiators’ reservation points overlap. If the parties fail
to reach an agreement when a positive bargaining zone exists, the outcome is ______
because ______.
A. uneven ; of the chilling effect
B. even ; both sides can walk away
C. a suboptimal impasse ; the negotiators left money on the table (p. 39)
D. unilateral ; negotiators will have to exercise their BATNA’s
According to the place-time model of social interaction, the richest form of
communication occurs when negotiators communicate face-to-face and have which
channels of communication available to them?
A. Linguistic
B. Paralinguistic, linguistic
C. Visual, paralinguistic, linguistic
D. Linguistic, paralinguistic, visual, and kinetic (pp. 309-310, Ex. 12-2)
When negotiating with friends, it is important to recognize that many friendships are
built on communal norms. People in communal relationships:
A. keep track of who has invested what in a relationship, and compensate each friend
based on their inputs
B. respond to each other’s needs without expectation of being repaid (p. 142)
C. do not reciprocate resource sharing with in-group members
D. always ignore the use of rights or power
With regard to effective dispute resolution, a method whereby parties learn to prevent
similar problems in the future is known as:
A. the mediation method
B. the wise counselor method
C. the postdispute analysis and feedback method (p. 110)
D. the crisis procedure method
Donating to National Public Radio, paying taxes, voting, and joining a union are all
examples of:
A. government control
B. resource conservation dilemmas
C. the norm of commitment
D. public goods dilemmas (p.295)
Negotiation is best described as a _______, which involves both _________ and
________.
A. self-assessment ; focus ; introspection
B. grass-is-greener negotiation ; selectiveness ; restlessness
C. strategic risk ; aggressiveness ; gambling
D. mixed-motive enterprise ; cooperation ; competition
A dispute is best defined as a situation in which:
A. parties have to resort to their BATNA’s
B. parties fail to exchange resources
C. a claim is made by one party and rejected by the other party (p. 29)
D. negotiators turn down favors and rewards from others
A situation in which one friend offers to be a designated driver for a group of friends’
night out is an example of which of the following dilemmas?
A. Multiparty dilemma
B. Volunteer dilemma (p.293)
C. Prisoner’s dilemma
D. Ultimatum dilemma
If a person from Brazil is late for a negotiation with someone from the United States
and the U.S. person concludes that the Brazilian negotiator is unreliable and
disrespectful, such a belief may be due to people’s tendency to:
A. evaluate the other party’s actions on the basis of their affiliations rather than on the
merits or faults of the behavior itself.
B. apply the philosophy of mind rooted in a theory of perception that claims that the
senses provide us with a direct awareness of the external world
C. relegate the other party to an unimportant or powerless position within their group
D. explain the causes of the other party’s behavior in terms of their underlying
disposition and discount situational factors (p.271)
One of the key challenges in intercultural negotiation is ethnocentrism which refers to:
A. genocide (i.e., the killing of people from different cultures)
B. the unwarranted positive beliefs about one’s own group relative to other groups
(p.268 )
C. separatism (i.e., the tendency for a culture to withdraw from other cultures and act
independently)
D. the blending of different cultures in a way that creates a “melting pot,” or mix of
different cultures
Besides language and currency issues, one of the main challenges that globalization
presents for negotiators is:
A. the tendency of people to see what they want to see when appraising their own
performance
B. learning and adjusting to different norms of communication between parties (p. 4)
C. finding housing for employees
D. controlling the economic forces within the country
What are some of the problems with voting, specifically with majority rule? Consider
the example in Exhibit 9-3. Explain the theorem underlying the problem these voters
faced?
What are the most prevalent myths about negotiation, and how do these myths hamper
people’s ability to learn effective negotiation skills?
How do differences between direct and indirect communication cultures affect how
negotiators share information?
Why is a negotiator’s BATNA the most important source of power in negotiation? Why
should a negotiator constantly cultivate and improve his or her BATNA prior to
negotiating?
What are some interpersonal strategies for effectively navigating coalitions?