The <KT>negotiator’s surplus is</KT> t<P>he positive difference between:
A. negotiators’ reservation points
B. the settlement outcome and the negotiator’s reservation point (p. 41)
C. the bargaining surplus and the settlement outcome
D. the best and worst possible economic outcomes
A negotiator’s personal, cause and effect theory about what behaviors will lead to
certain outcomes in a negotiation is best termed:
A. a mental model (p. 174)
B. haggling model
C. availability heuristic
D. exchange norms
The Boulwarism strategy, named after a former CEO, often engenders hostility from the
counterparty because it prescribes that negotiators should:
A. make their first offer their final offer
B. immediately reanchor the negotiation if the other party opens first
C. lie about their reservation point
D. manipulate the counterparty’s reservation point
In negotiation, a psychological contract is best described as:
A. a form of nonverbal communication in which people understand the body language
of their opponent
B. a process in which a person does a favor for somebody else and demands repayment
at a later point in time
C. a verbal or nonverbal commitment of one’s intentions to cooperate but is not legally
binding (p. 300)
D. a mutual agreement among negotiators to not use attorneys until they can formalize a
contract
With regard to the prisoner’s dilemma, the tit-for-tat strategy cooperates on the first
trial, and subsequently:
A. defects if the opponent invites cooperation
B. does what the opponent did on the previous trial (p. 284)
C. reciprocates defection but not cooperation
D. reciprocates cooperation but not defection
In negotiations, our outcomes depend on the actions of others, and we often make
choices to pursue self-interest at the expense of the group. Which of the following is an
example of a social dilemma?
A. A person who is struggling to find something in her bag steps out of line so that the
family behind her can go around her and through the check out
B. A person decides to work instead of take time off with family and friends
C. A person does not contribute to charity because he or she feels that their money will
be improperly used
D. A manager does not contribute to the department party fund, yet attends the party (p.
279)
Sometimes, negotiators hire agents to act on their behalf in negotiations. In a study of
home buyers and sellers, home selling prices were highest when the agent knew only:
A. the seller’s reservation price
B. the buyer’s reservation price (pp.223-224)
C. the seller’s time constraints
D. the buyer’s time constraints
One psychological bias that can lead to faulty judgments in negotiation is the ______ ,
which refers to the fact that most people think others agree with them more than is
actually the case.
A. even-split ploy
B. false consensus effect (p. 189)
C. hindsight bias
D. illusory correlation
Negotiators have more difficulty expanding the pie when negotiating across cultures
than within a culture. One reason for this is because it is difficult for negotiators to
resolve conflicts that involve _______, or the beliefs, customs, and assumptions that
form the basis of a group’s or culture’s belief system.
A. taboo trade-offs
B. stifling values
C. sacred values (p. 265)
D. fixed knowledge
A key to successful preparation is assuming the counterparty is as smart, informed, and
motivated as you are. What is the name of such a perspective?
A. The optimizing model
B. The fraternal twin model (p. 10)
C. The satisficing model
D. The fixed-pie bias
During a negotiation, the greater the amount of situational ambiguity, the more a
negotiation will be affected by ______.
A. status, such that the advantage in the negotiation will be with the lower status
individual
B. social capital, such that the advantage in the negotiation will be with the individual
with the lower social capital
C. gender differences, such that the advantage in the negotiation will be with the
stereotype-consistent gender (p. 158)
D. ethics, such that the advantage in the negotiation will be with the individual who
stands firm in ethical decision making and choices
Which of the following methods is recommended for enhancing technology-mediated
negotiations?
A. Immediately getting down to business by starting to negotiate
B. Technology-mediated schmoozing
C. Initial face-to-face experience (p. 325)
D. A phone call with the counterparty after an agreement is negotiated
With regard to gender and power in negotiation, which statement is most true?
A. There are no known differences between male and female negotiators
B. Gender differences are due to “nature” (i.e., genetically-based differences that are not
caused by environmental factors)
C. Men claim a larger share of the bargaining surplus, however, women are able to
perform better when cultural stereotypes are made explicit (pp. 155-157)
D. Men claim a larger share of the bargaining surplus than do women because they do
not want to lose to a woman
One strategy for improving one’s BATNA in negotiation is to:
A. discuss it in explicit terms with the counterparty
B. improve your alternative options before going to the negotiation table (p. 15)
C. replace it with an aspiration point
D. revise it in reaction to progress of the negotiation
Negotiators often develop trusting, long-term relationships with people who are
physically close to them, or located nearby. This effect is known as the:
A. reactance theory
B. halo effect
C. propinquity effect (p. 132)
D. networking game
Pat decides to go fishing in a state park. There is a two fish per-person limit. Pat decides
to catch more than two fish. If all visitors to the park’s lake take more than 2 fish, the
lake will soon be depleted of fish. This situation is an example of:
A. the tragedy of the commons (p. 295)
B. logrolling
C. relational accommodation
D. equilibrium outcome
Which of the following reasons is true regarding why the strategy of tit-for-tat is
effective at inducing cooperation in repeated social dilemma interactions?
A. The tit-for-tat strategy aims to beat its opponent
B. The tit-for-tat strategy always begins the interaction with competitive behavior
C. The tit-for-tat strategy seeks to maximize its own gains in the long run (p.284)
D. The tit-for-tat strategy can earn much more than the strategy it plays against
What is meant by the “issue mix” of a negotiation?
A. The concessions each party is willing to make
B. The problems that one party has related to their BATNA
C. The union of both parties’ issues (p. 88)
D. The end result of an agreement
Regarding the emotions and emotional knowledge that can influence negotiations, what
is meant by strategic emotion?
A. The behavioral manifestation of felt emotions
B. Negative emotions directed at the counterparty
C. Carefully designed emotional displays orchestrated to take the counterparty off guard
(p. 112)
D. Talking about the counterparty behind their back
Enhanced e-negotiations are those in which negotiators attempt to personalize or enrich
the interaction. All of the following are true with regard to enhancing e-negotiations,
except:
A. a brief, personal disclosure over e-mail increases the likelihood of an impasse (p.
317)
B. a brief, personal disclosure over e-mail reduces the likelihood of impasse
C. a brief telephone call prior to e-negotiation improves joint outcomes
D. a brief telephone call prior to e-negotiation increases trust
Should a negotiator reveal his or her reservation point? Why or why not?
What are the fundamental differences between tough and soft negotiators, and what are
the disadvantages of adopting either stance?
What are some of the threats to effective problem solving and creativity in negotiation?
How does our increased reliance in e-communications as a communication medium
affect social behavior?
What strategies should a negotiator keep in mind when presenting multiple offers of
equivalent value simultaneously in a negotiation? What advantages are there to using
this strategy?
What are some of the most commonly used win-win negotiation strategies?
Why is it so difficult to specify “ethical” or “unethical” behavior? How does this relate
to the concept of determining “fairness” (as discussed in Chapter 3)? What are some
strategies a negotiator can use to determine whether a given behavior is ethical?
What are the four main challenges with same time, different place negotiations?
What are some personal strategies a negotiator can use to move the counterparty away
from rights and power based arguments to an interest-based focus?