Cooperative negotiators often get taken advantage of. Which of the following is a
strategy that will help overly cooperative negotiators claim a greater share of resources?
A. Avoid delegating the negotiation task to an agent
B. Concentrate solely on the bottom line
C. Don’t tell anyone about his or her negotiation goals to avoid making promises or
reporting results
D. Insist on commitments, not just verbal agreements (p. 95)
What factors can lead a negotiator to be uncertain about his or her BATNA?
A. Potential alternatives present themselves all at once, giving the person a wide range
of choices
B. The person is presented with a take it or leave it offer
C. The person is not confident in their reservation point
D. Potential alternatives arrive sequentially, rather than all at the same time (p. 21)
Negative emotions don’t always negatively affect outcomes. Which of the following
negative states can foster the development of integrative outcomes in negotiation
because it can drive a search for information?
A. Anger
B. Suspicion (p. 134)
C. Depression
D. Greed
Because negotiations are costly to prolong, it is in both parties’ interests to determine
whether a positive bargaining zone is possible. If the negotiators discover that no
positive bargaining zone exists, what is the recommended action they should take?
A. Continue negotiating
B. Stop negotiations and pursue other alternatives (p. 40)
C. Increase the group size of both negotiating parties
D. Take a break
Given that negotiators’ judgments of ethical behavior are often biased, what is the
“front-page test” and how might it help negotiators make ethical decisions in a
negotiation?
A. Asks negotiators how comfortable they would be if their behavior was revealed in
full in a public format (p. 170)
B. Asks negotiators to hold their decisions up against the Golden Rule of “Do unto
others as you would have them do unto you”
C. Asks negotiators if they would advise others, or their child, to make the same
decision
D. Asks negotiators to consult a third party for an unbiased view of their decision
making rationale
Unilateral concessions refer to ______; bilateral concessions refer to ________.
A. differential concessions ; homogeneous concessions
B. general concessions made by both sides ; specific concessions made by one party
C. consistent concessions ; inconsistent concessions
D. concessions made by one party ; concessions made by both parties to the negotiation
<P><KT>People form three major types of trust relationships with others; one of those
trust types is deterrence-based trust and it is based on:
A. reverse psychology
B. consistency of behavior (p.125)
C. loss-frame thinking
D. emotional connection</P>
A key reason why business people need negotiation skills is due to the increased
specialization of skills. This skill specialization increases the need for negotiators to
understand the motivations behind another’s behavior because:
A. people are less dependent on each other for project success
B. people are becoming less competitive with one another in the workplace
C. people are more dependent on each other in the workplace (p. 3)
D. managers must customize incentive and punishment structures for all employees
Related to the issues of ethics and lying in negotiation, ______ are the stated demands
made by one party to another.
A. priorities
B. positions (p.162)
C. interests
D. preferences
A multi-party negotiation is formed when three or more individuals attempt to resolve
perceived differences of interest. A key difference between two-party and multi-party
negotiations is:
A. faster information sharing in multiparty negotiations
B. equalization of outcomes in multiparty negotiations
C. more accurate judgments in multiparty negotiations
D. the potential for a subset of members to form a coalition in multiparty negotiation (p.
211)
The _______ is a measure of the value that a negotiated agreement offers to both parties
over the value of not reaching a settlement.
A. negotiator’s surplus
B. bargaining surplus (p. 40)
C. BATNA
D. target point
When a negotiator draws conclusions about the counterparty’s true interests from their
responses to packages of different offers, the negotiator can discover opportunities for
joint gains through the process of:
A. substantiation
B. perceived power
C. inductive reasoning (p. 84)
D. the reciprocity principle
Collectivistic cultures are rooted in social groups. Why is accountability pressure
effective in collectivistic cultures?
A. People want to save face and are concerned with their personal outcomes
B. People are answerable to others within their group for conducting themselves in a
certain manner (p.249)
C. People want to seem ethical to out-group members
D. The desire for influence and control pushes the individual to take actions that
demonstrate their knowledge of their native cultural values
Of the different threats to effective problem solving and creativity in negotiation, what
is the perseverance effect?
A. The tendency to infer an unwarranted relationship between events based upon the
information given
B. The tendency of people to continue to believe that something is true even when it is
revealed to be false or disproved (p.191)
C. The tendency to see invalid correlations between events
D. The frequency with which some event or pattern occurs in a general population
When it comes to resolving conflict, managers from hierarchical cultures prefer:
A. to regulate behavior via public shaming
B. an interests model that relies on resolving underlying conflicts
C. to attribute a disagreeable person’s behavior to an underlying disposition and desire
formal dispute resolution procedures
D. to defer to a higher-status person (p.257)
Pre-settlement settlements (PreSS) occur in advance of the parties undertaking
full-scale negotiations and are designed to be replaced by a long-term agreement.
Which of the following is a key characteristic of PreSS?
A. PreSS are informal and unenforceable
B. PreSS are formal and binding (p. 87)
C. PreSS address issues after all the main issues have been decided upon
D. PreSS address and resolve all outstanding issues
Two types of status are relevant in most negotiation situations: Primary status
characteristics refer to _____________; Secondary (pseudo) status characteristics refer
to _____________.
A. factors that are not real indicators of authority, such as age, gender and race ;
legitimate authority
B. legitimate authority ; factors that are not real indicators of authority, such as age,
gender, and race (p. 154)
C. age-based authority ; race-based authority
D. the CEO or president ; the person or persons who report to him/her
Which of the following terms refers to people’s limitations to make ethical decisions in
a negotiation because they are either unaware of or fail to process information?
A. Illusion of superiority
B. Bounded ethicality (p. 168)
C. Illusion of control
D. Overconfidence
When it comes to learning, negotiators often fail to apply knowledge from past
situations to the present problem. Which of the following scenarios best illustrates the
inert knowledge problem?
A. A manager is confronted with a new business challenge and consults her knowledge
base from previous problems in an attempt to see which past problem solving strategy
might be useful in solving the current challenge.
B. A businessman cannot make up his mind about which machine to purchase for his
factory
C. A salesperson, when confronted by a problem with a customer order, cannot
remember a similar, previous situation that was in a different context (p.186)
D. A manager cannot remember the terms of an agreement made with their client and
calls a co-worker to find out that information