When, you are asked about your desired salary in a job interview, what is the best
response to use with the prospective employer?
A. Make an extreme offer and negotiate your way back down to your acceptable
BATNA range
B. Give a salary range that would meet your needs in order to seem less fixated on a
particular number.
C. Make a take-it-or-leave-it offer
D. Identify a variety of different combinations of highly attractive offer packages and
present those packages to the employer (p. 19)
Negotiators who make the mistake of not developing a reservation point before they
negotiate often focus on:
A. personal grudges
B. arbitray values
C. their reputation
D. time constraints
All of the following are effective strategies for transforming personal conflict into task
conflict, except:
A. focusing on the future
B. concealing anger and frustration (pp.129-130)
C. finding a common node in parties’ social networks
D. joining forces to compete against a common enemy
A type of negotiation behavior known as <KT>reactive devaluation refers to:
A. a negotiator who does not know what he or she really wants other than not wanting
what the other party is offering (p. 14)
B. a negotiator who sets the target point too high and refuses to make any concessions
C. a negotiator who overvalues the counterparty’s offer
D. an negotiator who opens the negotiation by setting their target too low
Sometimes, negotiations break down because negotiators have different beliefs, views,
or forecasts that cannot be resolved. Why type of strategy may be useful for crafting
deals in these types of situations?
A. A contract in which both parties are confident of a positive outcome in any turn of
events
B. A contract in which negotiators agree on the probability of future events
C. A contract wherein negotiators make bets based upon different world occurrences (p.
86 )
D. A contract in which there is lots of room is left for ambiguity
With regard to ethically-questionable behavior in negotiation, which of the following
scenarios is the best example of a traditional competitive bargaining strategy?
A. Creating false information to back-up a claim or argument
B. A deal is agreed upon with a handshake, but before the contract is signed or payment
exchanged, one party backs out of the agreement
C. Attempting to weaken an opponent’s position by influencing their associates
D. Making a very high or low opening offer (p.163)
When friends and family do business together, the relationship is more complex and is
known as:
A. an embedded relationship (p.146)
B. schmoozing
C. a swift trust relationship
D. a cognitive conflict relationship
What vicious cycle occurs when negotiators are affected by the self-reinforcing
incompetence bias?
A. People are unaware of their own incompetence and this lack of skill deprives
negotiators of both the ability and the expertise to know they are not producing correct
responses. (p. 7)
B. The negotiator gets stuck in a cycle of settling for something less that they could
have otherwise negotiated and then feeling animosity towards the other negotiating
party.
C. Negotiators are so self-focused that they are unable to empathize with the other
party’s interests or goals
D. A negotiator focuses on the values that are personally important to them but neglects
to investigate the values that are unimportant to them, thus limiting their decision
making abilities.
The bargaining zone, </BOLor <BOLD>zone of possible agreements</BOLD>
<KT>(ZOPA), is the range:
A. below the seller’s reservation point and above the buyer’s target point
B. above the seller’s focal point and above the buyer’s aspiration point
C. between negotiators’ reservation points (p. 39)
D. between negotiators’ target points
With regard to motivational orientation, the negotiator whose goals are individualistic
in nature:
A. prefers to maximize his or her own gain and is indifferent to how much the other
person is getting from the agreement (p. 93)
B. prefers to maximize the difference between their own profits and those of the other
party
C. seeks to minimize the difference between the negotiating parties’ outcomes
D. is aggressive and egotistical during the negotiation
People from individualistic cultures are more likely to remember situations in which
they _______, whereas people from a collectivistic cultures are more likely to
remember situations in which they _______.
A. influenced others ; adjusted to others (p.251)
B. felt related to the other party ; felt effective
C. lost ; won
D. sacrificed personal interests ; found affiliation with another party
With regard to negotiation, the winner’s curse occurs when:
A. <NL><ITEM><P><INST>a negotiator sets his/her aspirations too high
B. a negotiator makes an offer that is immediately accepted by the other party (p. 13)
C. the counterparty demonstrates retaliative behavior
D. no one can be trusted
Consider a multiparty negotiating situation. How does the tradeoff strategy of circular
logrolling work?
A. Negotiators each give and exchange resources with each other
B. Each group member offers a counterparty member a concession on one issue while
receiving a concession from a different group member on a different issue (p. 212)
C. One party gives a concession and receives a cash bond from another party
D. Tradeoffs are all presented at once and each member gets to select which ones work
best for them
With regard to intergenerational negotiation, the _____ generation has vast numbers of
relationships, but few of them are deep. They spend more time communicating virtually
than face-to-face. Their personal and work networks are vital to their on-the-fly
learning and problem solving skills. Armed with tools for working anywhere at any
time, this generation puts more value in leading a balanced life and flexibility with their
work and life demands.
A. boomer
B. generation X
C. traditional
D. millennial (p.325)
Groups tend not to make many proposals and explore options or alternatives in a
systematic fashion in negotiations. What problem does this exemplify?
A. Information pooling
B. Condorcet paradox
C. Tunnel vision (p.216)
D. Naïve realism
When a group member contributes less effort and works less hard when working in a
group as compared to working alone, this is known as:
A. social striving
B. affiliation bias
C. marginalization
D. social loafing (p. 252-254)
Powerful negotiators need to be aware of the psychological effects of using power
tactics on negotiators who are in a less powerful position. Negotiators with less power
are:
A. more accurate in perceiving the attitudes of those in higher power (pp. 153-154)
B. less paranoid about change
C. less susceptible to the emotions of the higher power counterparty
D. more prone to act in a risk-seeking fashion
The more _____ the negotiator, the more likely it is that she or he will make greater
concessions.
A. vigilant
B. risk-averse (p. 22)
C. risk-seeking
D. confident
Why is creative thinking so often downplayed or ignored in the process of negotiation?
What are some of the questions a negotiator should ask when attempting to assess the
win-win (integrative) potential of a negotiation situation?
In light of a culture’s relationship to power, what are the implications to intercultural
negotiations that must be considered?
In what situations are the use of rights and power-based negotiation tactics justified?
In what ways do different types and methods of feedback affect the performance of
negotiators in subsequent negotiations?
What is a mental model of negotiation?
What are some of the fundamental concerns related to the anchoring and adjustment
process in negotiation?