Which of the following statements is true about pseudostatus characteristics?
A) During a negotiation, women have more influence than men.
B) Pseudostatus characteristics are legitimate markers of status.
C) Although pseudostatus characteristics are not legitimate markers of status, people
treat them as though they are.
D) Pseudostatus characteristics rarely exert any effect on the negotiation.
Meg is about to begin negotiations for a sales contract. From her background research
she is alerted to the fact that her opponent is an analytical person who focuses on
information, facts, and data. According to this information, which of the following
routes to persuasion should Meg use during the negotiation?
A) central
B) indirect
C) sequential
D) peripheral
To reach integrative agreements, negotiators should have not only a(n) ________
orientation but also a deep understanding of the task.
A) altruistic
B) competitive
C) individualistic
D) cooperative
Richard is negotiating a sales contract for selling printers that are manufactured by his
company. He should cultivate his BATNA ________.
A) after the other party makes their opening offer
B) prior to negotiating
C) after identifying the other party’s reservation point
D) before the other party makes their final offer
During a negotiation which of the following is likely to result in greater profit?
A) making your first offer your final offer
B) focusing on avoiding negative outcomes
C) setting easy and nonspecific goals
D) setting high aspirations and focusing on them
Which of the following examples indicates the use of the facilitation style by a
mediator?
A) During the 1972 crisis between North Yemen and South Yemen, the mediator,
Colonel Moammar Qaddhafi of Libya, offered the delegation leaders of both sides
nearly $50 million in annual aid if they did reach an agreement.
B) During the 1992 crisis between Liberia and Sierra Leone, the Economic Community
of West African States (ECOWAS) successfully structured the bargaining process and
proposed the outcome to which the parties ultimately agreed.
C) During the 1990 crisis between India and Pakistan, the U.S. delegation to Pakistan
communicated that Pakistan’s military was inferior and that the United States did not
intend to help Pakistan in a war.
D) During the 1972 crisis between North Yemen and South Yemen, the mediator,
Colonel Moammar Qaddhafi of Libya, threatened to hold captive the delegation leaders
of both sides if they did not reach agreement.
During a negotiation, you feel that your group members are underestimating the number
of feasible options available. You ask group members how many feasible agreements
they think are possible. On average, people estimate that three feasible agreements are
possible but you know that there are around 20 feasible outcomes. Based on this
example you conclude that the group is experiencing the problem of ________.
A) tunnel vision
B) framing effect
C) curse of knowledge
D) bandwagon effect
The negotiation situations in which people seek to reach mutual agreement via binding
contract are called ________ negotiations.
A) concurrent
B) explicit
C) reciprocal
D) tacit
Jennifer, the sales manager of a firm, does not plan well in advance for her negotiations
with clients. Her negotiation often focuses on an arbitrary value that she fixes before the
negotiation as a reservation price. This arbitrary value is called a ________.
A) focal point
B) reference point
C) cost point
D) fleeting target
Negotiators interacting through which of the following modes of communication would
feel a greater amount of rapport?
A) voice mail
B) videoconference
C) face-to-face communication
D) telephonic conversation
In the case of a prisoner’s dilemma, if we believe that everybody else is as rational as us
then according to Hofstadter, this belief is called ________.
A) evolved rationality
B) supreme rationality
C) superrationality
D) collective rationality
Jayne is in the process of negotiating an employment contract with BlueSun Corp.
Jayne offers to join in a month’s time, after serving notice at her present job, while
BlueSun needs her to join immediately. Jayne is holding out for a pay package that is
well above BlueSun’s reservation point. Given that BlueSun’s priority is getting
someone to join immediately, which of the following situations, if true, would be most
likely to result in a settlement to both their satisfactions?
A) The time factor is the most important consideration for both parties.
B) Jayne is willing to forgo the high pay package in return for the later joining date.
C) BlueSun can stretch its budget to give Jayne the pay package he wants.
D) For Jayne, the economic considerations outweigh all the others.
Which of the following axioms states that the best outcome in a feasible set of
outcomes will also be the best outcome in any smaller subset of feasible outcomes that
still contains that outcome?
A) the reducibility axiom
B) the betweenness axiom
C) the independence of irrelevant alternatives axiom
D) the substitutability axiom
What is a stereotype?
A) a faulty belief that everyone from a given culture is completely different from each
other
B) a faulty belief that everyone from a given culture is exactly alike
C) a belief that there is substantial variation even within a culture
D) a belief that there are a number of similarities between people from different cultures
You are organizing a team outing to Alabama. You have to make a choice between
hunting, fishing, and outing at an amusement park. However, you have little idea about
the weather in Alabama and its impact on each of these alternatives. The decision
making under these circumstances is an example of ________.
A) riskless choice
B) decision making under uncertainty
C) probabilistic decision making
D) risky choice
The ________ of a communication medium is the potential information-carrying
capacity of the communication medium.
A) breadth
B) intensity
C) richness
D) depth
Which of the following is the best example of an integrative negotiation?
A) MLK and BlueSun Corp. reach a compromise in an attempt to reach a midpoint
between their opposing desires.
B) BlueSun Corp. opens the negotiation by requesting something that is immediately
granted.
C) Both MLK and BlueSun Corp. are satisfied with the outcome of the negotiation.
D) MLK and BlueSun Corp. utilize all available resources to bring about the desired
changes.
What do negotiations essentially boil down to?
A) people, communication, influence
B) communication, profits, advertising
C) influence, advertising, design
D) design, communication, profits
In which model of negotiation are negotiators more likely to concede some of their
desires in order to appease their competitor?
A) partnership
B) game-playing
C) haggling
D) cost-benefit analysis
The partnership model requires that the negotiators must ________.
A) always choose compromise over outright victory
B) always use a fixed-pie perception of the negotiation
C) stand their ground regardless of the opponent’s views
D) create goodwill in order to maintain a long-term relationship