Which of the following occurs during the postsettlement settlement strategy?
A) Negotiators explore other options while maintaining their BATNA constant.
B) Negotiators stop exploring other options and accept the settlement as a permanent
fixture.
C) Negotiators decide to reject the previously decided-upon settlement and cease
negotiation.
D) Negotiators explore other options with the goal of finding another that both prefer
more than the current one.
________ refers to the ability of the third party to control the discussions, questions,
and the communication.
A) Process control
B) Internal control
C) Outcome control
D) Optimal control
________ is antipathy toward actions that harm one’s own side to the other side’s
benefit.
A) Offensive behavior
B) Productive behavior
C) Evasive behavior
D) Defensive behavior
Santor Hydroelectric Corporation engages in the acquisition, development, and
operation of hydroelectric power projects in China. In order to perform large scale
annual maintenance works at one of its facilities, the company initiates discussions with
Albama Associates, a large maintenance company. The associates of both the
companies are unable to arrive at a consensus on the pricing and other terms. Albama
finally decides to decline the offer although it is an extremely profitable one. Which of
the following traps of negation has occurred here?
A) leaving money on the table
B) settling for too little
C) walking away from the table
D) agreement bias
Which of the following constitutes an emblem when considering nonverbal
communication?
A) When people are lying, they speak more slowly.
B) People use a finger on the lips to indicate silence.
C) People embellish their words with accompanying gestures.
D) People make less eye contact when they are tense.
A mediator ________.
A) has process control but not outcome control
B) does not have outcome control and process control
C) has outcome control but not process control
D) has both outcome control and process control
Robert was the purchase agent of an office furniture manufacturer. While dealing with
one of the vendors, he successfully negotiated the prices for items A and B. However,
the vendor was firm on the price that he quoted for item C. Robert unsuccessfully
insisted on a getting a discount for C also and eventually declined all the purchase terms
offered by the vendor. Which of the following, if true, would contradict the reflection
that Robert was engaged in a reactive devaluation?
A) The price quoted for C was much higher than the market price.
B) The vendor had not established a strong relationship with the manufacturer.
C) The vendor was directly procuring the item C.
D) The vendor had offered a lower price during an earlier purchase.
Which of the following statements best represents the multiple audience problem?
A) People who are privy to information and knowledge that they know others are not
aware of nevertheless act as if others are aware of it.
B) People often hear what they want to hear when receiving messages from fellow
negotiators, especially in the case of ambiguous messages.
C) People tend to have a stronger preference for more immediate payoffs relative to
later payoffs.
D) In some negotiation situations, negotiators need to communicate with another person
in the presence of someone who should not understand the message.
Which of the following motivation orientations represents a desire to harm oneself?
A) competition
B) altruism
C) masochism
D) individualism
Mark Prescott, a retired attorney general, is invited by the boards of Simplex and
Duplex, rival telecom companies, to mediate in a dispute over a patent between the two
companies. Which of the following mediation styles should Mr. Prescott adopt if his
objective is to increase the prospects for lasting tension reduction between the
disputants?
A) manipulation
B) formulation
C) facilitation
D) conception
What is an implication for negotiation included in egalitarianism versus hierarchy
cultural dimension?
A) information necessary to reach integrative agreements
B) dispute resolution preferences
C) information conduct
D) understanding the network of relationships
The least-rich mode of communication among the following is ________.
A) videoconferencing
B) numerical documentation
C) face-to-face communication
D) voice mail messages
Which of the following terms refers to how people hold and orient their body?
A) gesture
B) interpersonal spacing
C) paralinguistic cue
D) posture
A failure in the process of negotiation can be attributed to certain factors. Identify the
four fundamental problems associated with negotiations.
A) egocentrism, confirmatory information processing, satisficing, and self-reinforcing
incompetence
B) over expectation, egocentrism, optimizing, and self-reinforcing incompetence
C) satisficing, confirmatory information processing, cynicism, and optimization
D) over expectation, egocentrism, self-reinforcing incompetence, optimizing
Which of the following types of powerindicates a negotiator’s assessment of each
party’s potential power, which may or may not square with reality?
A) apparent power
B) perceived power
C) potential power
D) realized power
You are negotiating a contract and you would like to use the interests-based approach
for negotiation. Soon you realize that the other party is using the power-based approach.
Which of the following strategies can you use to move your opponent toward interests?
A) Reciprocate your opponent’s approach so she will soon realize that the power-based
approach will not work.
B) Avoid face-to-face meetings during negotiations.
C) Stay focused on the issue and separate the people from the problem.
D) Make unilateral concessions.
What does the term “winner’s curse” imply?
A) negotiators optimistically settling for an undervalued deal
B) negotiators knowingly settling for an undervalued deal
C) negotiators settling for all the terms laid down by the other party
D) negotiators settling for none of the terms laid down by the other party