The continuation norm in e-negotiations is best described as:
A. the act of thinking about how things might have turned out differently
B. negotiators’ beliefs that negotiations are worth continuing, even if they are heading
towards an obvious lose-lose outcome (p. 315)
C. the tendency for e-communicators to ascribe diabolical intentions to the other party
D. the tendency for negotiators to behave as if they are communicating synchronously
when in fact they are not
People often have a negative reaction when they perceive that someone is controlling
their behavior or limiting their freedom. When people think their behavior is controlled
by extrinsic motivators:
A. they are less likely to comply with demands
B. their intrinsic motivation may be reduced (p. 126)
C. they are less likely to engage in risky behaviors
D. dependence and commitment among parties increases
With regard to how power and status affect people’s perceptions in negotiation, high
status people, regardless of their actual power, are perceived _______, but high-power,
low-status individuals are judged _______.
A. as negative, dominant, cold ; as positive, dominant, warm
B. to lie less frequently ; to lie more frequently
C. as positive, dominant, warm ; as negative, dominant, cold (p. 155)
D. to lie more frequently ; to lie less frequently
The sinister attribution bias in negotiation refers to the tendency of people to:
A. attribute malevolent motives to people (p. 316)
B. assume that a negative situation influences a person’s behavior much more than their
personality
C. believe that someone’s personality influences their behavior much more than the
situation
D. be more likely to engage in risky behavior through e-mail than when face-to-face
In negotiation, _______ occurs when people believe that their interests are incompatible
with the other party’s interests, when in fact, they are actually compatible.
A. false conflict (p. 72)
B. the halo effect
C. a premature concession
D. the lose-lose effect
The U.S. generation born approximately at the end of the 2nd World War up to 1964 are
traditionally called the “Baby Boom” or “Boomer” generation. As negotiators, one of
their main beliefs is:
A. that personal sacrifice in negotiation is necessary
B. to avoid direct confrontation – negotiate virtually whenever possible
C. that everything is negotiable (p.324, Ex: 12-4)
D. that a negotiator must set aside their personal interests when negotiating
Of the different techniques that can remedy threats to problem solving and enhance
creativity in negotiation, what is the most effective means of improving a negotiator’s
ability to reach win-win agreements?
A. Threats of disciplinary actions unless improvements in negotiated outcomes are seen
B. Overconfidence
C. Hindsight
D. Training programs (p. 195)
If the counterparty does not believe you actually have a BATNA, and you allude to
options you do not actually have, this would be considered ________.
A. perceived power
B. power tactics
C. misrepresentation (p. 151)
D. reciprocity
Information technology provides special opportunities and challenges for negotiators.
One of the main challenges for negotiators is:
A. disposing of old equipment
B. training employees in new software
C. troubleshooting system security issues
D. working in a culture of 24/7 availability (p. 4)
There are two key problems with deterrence-based trust systems. First, they can
backfire, and second:
A. insufficient information about punishments in this trust system can make people less
interested in rebelling
B. high levels of trust between managers and employees thrive in this trust system
C. this system decreases dependence and commitment among parties
D. they are expensive to develop and maintain (p.125)
Which of the following best describes the differences between individualism and
collectivism as cultural values in negotiation?
A. Individualists focus on relationships; collectivists focus on money
B. Individualists see themselves as autonomous entities; collectivists see themselves in
relation to others (pp. 247-250)
C. Individualists prefer to work in groups; collectivists prefer to work alone
D. Individualists are cooperative; collectivists are competitive
In some cases, intercultural negotiations may fail, not because negotiators stay anchored
to their own cultural assumptions and styles, but rather because they try to adjust to
their counterparty’s cultural assumptions about negotiating, also known as __________.
A. an attribution error
B. the quality of communication experience
C. naïve realism
D. schematic overcompensation (p.274)
Power in negotiation is based on a negotiator’s perceived ability to influence others.
Two types of power exist that relate to power influence; ______ is the power people
have over other people; ______ is the freedom people have from other people’s power
influence.
A. social capital ; status
B. perceived power ; potential power
C. social power ; personal power (p. 152)
D. realized power ; social capital
Which of the following statements is true about unanimity rule in negotiations?
A. It is time consuming and it encourages group members to consider creative
alternatives to expand the size of the pie (p. 213)
B. It allows individuals to express their preferences to the group
C. It fosters the development of mutually beneficial trade-offs
D. Voting by the unanimity rule eliminates all conflicts of interest