In negotiation which of the following statements is generally not true when it comes to
a negotiator’s BATNA?
A. It is dynamic and constantly changing
B. It is generally wise to reveal it (p. 15)
C. It is determined by the negotiator’s available options
D. It influences a negotiator’s reservation price
Negotiators should consider the impact of three types of risk with regard to their
alternatives. These three types of risk include:
A. tactical risk, strategic risk, and overconfidence risk
B. failure risk, BATNA risk, and information-sharing risk
C. contractual risk, overconfidence risk, and failure risk
D. strategic risk, BATNA risk, and contractual risk<H1></P></H2> (p. 20)
If a manager wants to assemble a working group for a long, complex negotiation, what
is the best communication structure for the team?
A. Written communication
B. Face-to-face, then virtual(pp.325-326)
C. Virtual, then face-to-face
D. Virtual and e-communications exclusively
With regard to reputation in negotiation, negotiators who use adversarial, stubborn, and
ethically-questionable behavior often have the effect of:
A. enhancing their reputations
B. improving their business relationships
C. being regarded as ineffective (p. 96)
D. decreasing their group status
Conversational turn-taking makes the process of negotiation seem smoother and more
natural, but it also serves an important informational function which is:
A. allowing one party to establish control over the negotiation
B. reducing the risk of the flaming bias
C. allowing side-deals to be made
D. allowing negotiators to immediately correct misunderstandings (pp.314-315)
In negotiation, the strategy of making concessions on low-priority issues in exchange
for gains on high-priority issues is known as:
A. the fixed pie perception
B. logrolling (p. 85)
C. counterfactual thinking
D. consensus conflict
In negotiation, communication among group members in social dilemmas increases
group cooperation for all of the following reasons except:
A. it leads to more pro-self choices (pp. 300-301)
B. it enhances group identity and solidarity
C. it provides a mechanism for public commitment
D. it reduces uncertainty about the behavior of others
In group negotiation, prototypical members feel more secure about their position in the
group. However, when choosing who should represent the group in a negotiation,
_______ group members are more attentive and responsive to information relevant to
the negotiation, more motivated to process information, more perceptive about the
emotional expressions of the counterparties, and are more likely to attain win-win
agreements.
A. peripheral (p.230)
B. adversarial
C. common-bond
D. second table
In negotiation, having your first offer immediately accepted by the counterparty is
likely to lead to feelings of what might have been different, also known as_________?
A. linkage effects
B. counterfactual thinking
C. hindsight bias
D. gambler’s fallacy
A prisoner’s dilemma is best defined as a situation in which:
A. a person has done something wrong and needs to face the consequences
B. the rational pursuit of self-interest leads to collective disaster (pp. 280-281)
C. people try to outsmart an opponent without knowing what their opponent is doing
D. a person must put aside self-interest in order to contribute to help another
As compared to negotiators who focus on maximizing gains, negotiators who focus on
minimizing their losses are more likely to:
A. reach agreement
B. minimize their strategic risks
C. make few concessions and reach fewer agreements (p. 21)
D. accept a sure thing
What are psychological contracts and how do they induce cooperation in social
dilemmas?
How can the tit-for-tat strategy demonstrate the toughness of a negotiator?
How does the principle of dominance detection operate in a prisoner’s dilemma? Why
do multiple trials of the prisoner’s dilemma make it possible to avoid the outcome
produced by mutual defection?
Why is power or status significant when interpreting ambiguous and/or slightly
negative situations between high- and low-power people?
In general, how do women fare in negotiations as compared to men? What explains
these differences?
What are the positive and negative implications for electronic negotiation? Does
information technology hurt or hinder the ability of negotiators to “expand the pie” of
resources in a negotiation?
Consider the “iceberg model” of culture in Exhibit 10- How does this model help us
understand the challenges of cross-cultural negotiation problems?