Full-group communication ________.
A) minimizes perceptions of competition
B) is less time-consuming
C) reduces equality of group members’ outcomes
D) decreases joint profitability
The presence of third parties usually ________.
A) escalates the tension in negotiation situations, if the initial parties believe that third
parties will favor their own position
B) escalates the tension in negotiation situations, if the initial parties believe third
parties will not favor the other party’s position
C) defuses the tension in negotiation situations, if third parties believe that the initial
parties will favor their own position
D) defuses the tension in negotiation situations, if third parties believe that the initial
parties will not favor their own position
Nash’s bargaining theory specifies ________.
A) how to deal with irrational people during a negotiation
B) how negotiators should divide the pie
C) how negotiators can ensure personal growth
D) the measures of perfecting a rational model
The negotiators of two companies do not succeed in aligning their terms of agreement
despite the fact that both desired the same outcome. What is this situation known as?
A) the lose-lose effect
B) the Pareto-optimal frontier
C) integrative negotiation
D) logrolling
________ occurs when people believe that their interests are incompatible with the
other party’s interests when, in fact, they are not.
A) False optimism
B) Illusory conflict
C) Premature concession
D) The illusion of transparency
Which of the following is a typical characteristic of a multiparty negotiation?
A) the use of unanimity rather than majority rule
B) an extremely narrow bargaining zone
C) the presence of more than two principals
D) the inability of participants to form coalitions
Abraham, the CEO of a consulting firm, leads the employees of the firm. He is involved
in almost all of the critical negotiations that the company engages in. He is also
involved in a variety of activities such as HR planning, marketing communication etc.
Which of the following tasks, if performed by Abraham, would increase the chances of
a confirmation bias?
A) Abraham is allowed to appraise his own performance when reviews are conducted.
B) Abraham is the ultimate authority who decides the allocation of the company’s
funds.
C) Abraham is often involved in the recruitment and selection of managers.
D) Abraham, being a finance graduate, also functions as the CFO of the firm.
Resource conservation dilemmas are also known as ________.
A) collective traps
B) social fences
C) environmental traps
D) collective fences
Which of the following statements is true regarding illustrators?
A) Usually, when people lie, their use of illustrators increases.
B) Illustrators symbolize certain messages, such as the North American thumbs-up for
“okay.”
C) Use of illustrators decreases when people are more involved with what is being said.
D) Illustrators are used to help explain ideas that are difficult to put into words.
Florotron Corporation, a manufacturer of electronic appliances, invites tenders for
placement systems and screen printers. The company shortlists two companies, after
screening the tenders received. After negotiating with the representatives of both the
companies, Florotron enters a contract with Company 1. They later realize that they had
miscalculated the offers from Company 2 and it offered better terms. Which of the
following shortcomings of negotiation is evident from this?
A) leaving money on the table
B) settling for too little
C) walking away from the table
D) agreement bias
How do negotiators with high epistemic motivation influence a negotiation in their own
favor?
A) They are motivated to find the quickest solution.
B) They possess a lot of nondiagnostic information.
C) They tend to exaggerate or lie about their BATNA.
D) They ask more questions in a quest for structure.
________ is the ease with which people’s feelings can be read from their nonverbal
expressive behaviors when they are not trying to deliberately communicate their
feelings to others.
A) Emotional labor
B) Spontaneous sending
C) Emotional contagion
D) Self-concordance
Which of the following refers to a method by which things are reduced to a single value
so that easy comparison can be made between diverse qualitative and quantitative
factors?
A) mirroring
B) market pricing
C) the reciprocal principle
D) dispositional attribution