What are some of the most common errors made by negotiators who are attempting to
expand the pie of resources? What are some of the psychological principles
underpinning these errors?
One of the major shortcomings in negotiation occurs when negotiators make an offer
that is too generous and is immediately accepted by the counterparty. This negotiation
trap is called:
A. egocentrism
B. the confirmation bias
C. the winner’s curse (p. 5)
D. the mixed-motive negotiator
When it comes to risk taking in negotiation, such as choosing between a risk-averse
course of action and a risk-seeking course of action, which of the following statements
is most true?
A. People are more risk averse when making decisions electronically than face-to-face
B. People are less risk averse when making decisions electronically than face-to-face
(p. 321)
C. There is no discernable difference in risk-taking behavior between face-to-face
interactions versus electronically-mediated groups
D. People are initially more risk averse when interacting electronically, and then over
time, grow to be risk-seeking
In preparing for negotiation, a negotiator needs to determine what would constitute an
ideal outcome, or favorable set of terms, also known as a _______.
A. winner’s result
B. target point (p. 13)
C. BATNA
D. reservation point
Regarding effective strategies for a successful negotiation outcome, why should a
negotiator be wary of the even-split ploy?
A. You can seem altruistic and cooperative by considering an even-split
B. By accepting the even-split ploy, you will harm your reputation
C. The pattern of concessions is not always fair and the pattern of offers is not always
equal
D. By not accepting you can invite aggressiveness from the counterparty
Regarding the differences in gender and ethical standards, what is meant by the male
pragmatism hypothesis?
A. Men grant themselves more leniency in ethics than do women (p.161)
B. Men are more rigorous in watching their ethical behavior than women
C. Men have a higher underlying capacity to obtain benefits from an agreement
D. Men are more practical in their opening offer and expect concessions during a
negotiation
With regard to effective negotiation, the ability of negotiators to understand emotions in
themselves and others and to use that understanding to generate positive outcomes is
defined as:
A. emotional intelligence (p. 118-119)
B. motivational orientation
C. social comparison
D. reciprocity
Considering the psychological mechanisms for building trust between negotiators,
which of the following situations best illustrates the similarity-attraction effect?
A. A sales trainee wears shorts to the office, but the boss wears a suit
B. Marchers in a political demonstration dress in all black
C. A man strikes up a conversation with an older gentleman reading the same book as
he is (pp. 130-131)
D. People with diverse backgrounds generate more creative solutions
With regard to schmoozing and social interaction in e-negotiations, all of the following
are true, except:
A. the volume of conversational turn-taking (the back and forth interaction) facilitates
trust and rapport
B. schmoozing involves social interactions that are non task-related
C. schmoozing is relatively cost-effective (i.e., does not involve significant amounts of
time and money investment)
D. schmoozing done before negotiations take place is risky and increases the likelihood
of an impasse (pp. 326-327)
A volunteer dilemma is a situation in which at least one person in a group must sacrifice
his or her own interests to help the group. Which of the following decreases negotiators’
desire to volunteer?
A. Feelings of obligation to one’s group
B. Increased group size (p. 293)
C. Expectation of extrinsic rewards
D. Identifying with one’s organization
When both parties to negotiation have the same interests, but fail to capitalize on
compatible interests, this situation is best termed:
A. naive conflict
B. the lose-lose effect (p. 72)
C. premature concessions
D. the propinquity effect
The ______ is the tendency for negotiators to behave as if they are communicating
synchronously when in fact they are not.
A. 11th hour negotiation effect
B. framing effect
C. temporal synchrony bias (p. 314)
D. fundamental attribution error
What are the key challenges of multiparty negotiations?
What are some strategies for maximizing coalitional effectiveness?
On what types of tasks would a team outperform an individual? Why? What is the team
efficacy effect and how does it differ from the actual results of team vs. solo
negotiations?
What are some of the costs of lying in a negotiation?
What are some factors that dictate which rules of fairness are employed in a specific
negotiation situation?