Negotiation is a mixed-motive enterprise, which refers to the fact that parties:
A. manage both economic and psychological dimensions
B. have incentives to cooperate as well as compete (p. 8)
C. use both deliberate thought and intuition
D. balance rewards and costs </P>
Regarding the interests, rights and power model of disputing, a negotiator who uses a
power-based approach is characterized by:
A. an interest in reconciling differences in a way that addresses the counterparty’s most
pressing needs and concerns
B. a need to apply standards of fairness to negotiation
C. an interest in formalizing parties’ rights by law or contract
D. using status, rank, threats, and intimidation to prevail (p. 100)
If a negotiator desires to maximize his or her outcomes, which of the following best
describes the goal that a negotiator should have when approaching a negotiation?
A. To reach a settlement that shares the pie equally with both parties
B. To reach a settlement that is most favorable to oneself and does not give up too much
of the bargaining zone
C. To gain all of the bargaining surplus
D. To have the counterparty leave defeated
Negotiations often involve several parties. The people who do the actual negotiation are
known as the primary table. The secondary table in negotiation refers to the:
A. counterparty’s bargaining team
B. parties’ hidden interests and unexpected coalitions
C. constituents who have authority over the agreement but may not be physically
present (p.229)
D. biases that affect the primary table
Negotiators must be aware that experiencing and using power have a number of social
and cognitive effects on the power user such as:
A. increasing the perceptual acuity of the power holder
B. increasing inhibitions
C. decreasing risk taking
D. decreasing inhibitions (p. 152)
Negotiators who are accountable to constituents are likely to _______ as compared to
negotiators who are not accountable to a constituent.
A. maintain a tough bargaining stance (p.230)
B. worry about making their actions appear more favorable to the counterparty
C. make more concessions
D. process offers in an automatic, heuristic way
According to the place-time model of social interaction, ______ is the potential
information-carrying capacity of social interaction medium.
A. framing effect
B. reciprocity
C. emotional intelligence
D. richness (p. 309)
What is meant by the hidden table in a negotiation?
A. An undisclosed group of resources
B. The ultimate goal of a good negotiator
C. Important parties who are the real decision makers are not present at the negotiation
table (p. 26)
D. The undisclosed offers that could have been made
In order for contingency contracts to be viable and useful in negotiation, they must:
A. accurately predict the future
B. apply to the present interaction, not related to a future interaction
C. have a high degree of clarity and measurability (p. 185)
D. involve three or more parties in the contract
Which of the following best describes the differences between egalitarianism and
hierarchy as cultural values in negotiation?
A. Egalitarian cultures divide things equally; hierarchical cultures divide things
according to merit and status
B. Egalitarian cultures treat people equally; hierarchical cultures discriminate among
people
C. Egalitarian cultures believe that status is permeable through effort and achievement;
hierarchical cultures believe that superiors should take care of the needs of subordinates
(p. 258)
D. Egalitarian cultures communicate directly; hierarchical cultures communicate
indirectly
With regard to inter-generational negotiation, people hold different values. The _____
generation holds values such as personal sacrifice, persistence, and setting aside
self-interests as vitally important. This generation prefers to communicate face-to-face
and imparts great faith in a person’s spoken word.
A. boomer
B. millennial
C. generation X
D. traditional (p. 323)
The post-settlement strategy is a method for improving the current negotiation
agreement. How does a post-settlement settlement strategy work?
A. Negotiators make bets based upon different world occurrences
B. Occurs in advance of the parties undertaking full-scale negotiations and is designed
to be replaced by a long-term agreement
C. Establishes a concrete framework for final negotiations
D. Negotiators agree to keep current agreement, but explore other options with the goal
of finding another option that both prefer more than the current one (p. 88)
When a group member votes for their least-preferred option to ensure that their
preferred strategy is not eliminated in the first round of voting, what is that group
member doing?
A. Horizon thinking
B. Information pooling
C. Strategically misrepresenting preferences (p. 214)
D. They are under the influence of the agreement bias
With regard to ethically-questionable behaviors in negotiation, such as attacking an
opponent’s network, misrepresentation, and feigning emotions, what type of
thinking/feeling encourages ethical behavior?
A. Forward thinking
B. Negative outlook
C. Empathy (p. 164)
D. Suspicion
Some negotiation relationships are purely business-related; others are entirely personal.
Some are a mix of business and personal and are known as:
A. inconsistent relationships
B. inferential relationships
C. sticky tie relationships
D. embedded relationships (p. 141)
The fixed-pie perception is a cognitive bias in which negotiators believe that:
A. one’s BATNA can never improve
B. the counterparty’s BATNA is more attractive than it actually is
C. the counterparty’s interests are directly opposed to one’s own (p. 173)
D. creativity will not yield a better outcome in a negotiation
What happens if negotiating parties discover they have a nonexistent or negative
bargaining zone?