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________ occurs when the mediator uses his or her position and leverage to influence
the bargaining process, such as by offering incentives or even threats.
A) Formulation
B) Manipulation
C) Pacification
D) Facilitation
Threats and contests are two types of ________ approaches.
A) interests-based
B) capabilities-based
C) rights-based
D) power-based
Which of the following is a vocal cue?
A) frowning
B) prolonged eye contact
C) gestures
D) pace of speech
Acceptance rates of the second offer are higher when it follows the initial extreme offer.
This conclusion is based on which of the following assumptions?
A) The other party will use the interests-based approach for negotiation.
B) The other party will make unilateral concessions.
C) The other party will use the central route to persuasion.
D) The other party has not yet set a well-defined target point.
The ________ states that a distinctive solution exists for each bargaining situation.
A) substitutability axiom
B) symmetric bargaining principle
C) uniqueness axiom
D) Pareto-efficient frontier
Julia visits a furniture manufacturer to get a deal for furnishing her house. Julia thinks
the prices quoted by him are very high and asks for a better deal. The shopkeeper is
firm on the prices and refuses to give her any discount. The shopkeeper is a(n)
________ negotiator.
A) positional
B) underaspiring
C) triumphant
D) grass-is-greener
Which of the following is most likely to be a key difference between two-party and
group negotiations?
A) decreased size of the bargaining zone
B) possibility of forming a coalition
C) increased use of power tactics during the negotiation
D) increased use of integrative bargaining strategies
Which of the following is an advantage of mediation as a dispute resolution method?
A) Mediation always produces a settlement for any dispute.
B) The parties involved can be assured of an impartial settlement.
C) Each party can make concessions without appearing weak.
D) The mediator must impose a settlement on the disputants.
Which of the following is a negotiation method in which parties avoid escalating
conflict to reach mutual settlement within the bargaining zone?
A) the GRIT model
B) a blue ocean strategy
C) Porter's Five Forces model
D) the Diamond model
A positional negotiator is also known as a(n) ________.
A) underaspiring negotiator
B) visioning negotiator
C) overaspiring negotiator
D) grass-is-greener negotiator
An Ohio resident is trying to sell her house for which she had paid $540,000 two years
ago. Though she is ready to sell it at the original price, research into the market value
tells her that a house of similar size in Ohio is worth $580,000 at this time. The house is
in unrepaired condition and the estimated repair charge is $125,000. She has tried
unsuccessfully to sell the house five times over and is moving for good to St. John's to
live with her ailing mother at the end of the month, where she plans to buy a
comparable property for $ 385,000. She wants to pay for the property at St. John's
immediately and does not have any other sources of finance. There are a few buyers
who have shown interest in the Ohio home. Which of the following options can solve
her problem and can lead to a win-win agreement between the parties?
A) Buyer A agrees to pay $580,000. However, as the amount is large, he agrees to pay
the amount over three years in installments.
B) Buyer B is willing to pay $ 540,000, which is the market price rather than the
original price, in installments over two years.
C) Buyer C agrees to pay $ 500,000 but says he will deduct the repair charges from the
amount.
D) Buyer D says that he can't pay more than $ 400,000, as he has limited funds, but is
ready to close the deal quickly.
The final settlement of a negotiation will fall somewhere ________.
A) above the buyer's target point and below the seller's reservation point
B) above the seller's reservation point and below the buyer's reservation point
C) below the buyer's target point and above the seller's reservation point
D) above the buyer's reservation point and below the seller's target point
Which of the following is classified as a necessary living expense?
A) continuing education
B) taxes
C) recreation and entertainment
D) charity
Which of the following statements is true?
A) Feedback can be largely ineffective in improving negotiation skills.
B) People tend to remember their failures.
C) Success adds to experience which always improves our ability to negotiate.
D) Experienced people can have inaccurate judgment.
________ represents a midpoint between aggression and individualism.
A) Altruism
B) Cooperation
C) Masochism
D) Competition
How is dispositionalism different from situationalism?
A) Dispositionalism is the tendency to ascribe the cause of a person's behavior to
factors not in their control, while situationalism is the tendency to ascribe the cause of a
person's behavior to their character.
B) Dispositionalism is the strong tendency of people to favor the members of their own
group, while situationalism is the tendency of people to give preference to individual
goals over the group.
C) Dispositionalism is the collectivist concern for the welfare of their group, while
situationalism is the tendency of people to give preference to individual goals over
collective group development.
D) Dispositionalism is the tendency to ascribe the cause of a person's behavior to their
character, while situationalism is the tendency to ascribe the cause of a person's
behavior to factors not in their control.
