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The strategy of making one's first offer one's final offer is known as ________.
A) illusion of control
B) the blue ocean strategy
C) the gambler's fallacy
D) boulwarism
What is a monolithic party?
A) a party which is entirely owned and controlled by one person at the top dictating the
negotiation terms and aspirations
B) a party whose members are unanimous in their negotiation terms and aspirations
C) a party which is owned and controlled by multiple people at the top who determine
the negotiation terms and aspirations
D) a party whose members are not unanimous in their negotiation terms and aspirations
Which of the following statements describes the substitutability axiom?
A) The probabilities of two gambles can be interchanged if they are related to each
other.
B) All sorts of gambles can be interchanged without value exchanges.
C) Gambles that have prizes about which people are indifferent are interchangeable.
D) If x is preferred to y, then x must be preferred to any probability mixture of x and y.
Which of the following provides the best explanation of bridging in negotiation?
A) the tendency to treat chance events as though they have a built-in, evening-out
mechanism
B) the process of drawing logical conclusions by solving logical syllogisms
C) the tendency to continue to believe that something is true even when it is revealed to
be false
D) the process of creating alternatives in alignment with the other party's interests
Common-bond groups are composed of members who ________.
A) are attracted to the group
B) are privy to certain special information
C) want to achieve a common goal
D) are attracted to particular members in the group
During any negotiation, Peter always seeks equality and tries to minimize the difference
between negotiators' outcomes. Based on this information, identify Peter's motivation
orientation.
A) altruism
B) individualism
C) cooperation
D) martyrdom
A manager's utility function is identified to be a concave curve. Which of the following
investment opportunities is likely to be chosen by him?
A) investment in a real estate company that promises attractive returns
B) venture capital to a small business, administered by a group of young entrepreneurs
C) a bond issued by the federal government that offers guaranteed interest of 2 percent
D) investing in a large corporation that is planning to extend its business overseas
Sam is negotiating a contract to purchase raw materials for his company. Which of the
following will be his most important source of power during the negotiation?
A) his social status
B) his BATNA
C) his negotiation skills
D) his target and reservation points
What is integration?
A) Integration occurs when a group does not maintain its culture, but does maintain
contact with the other culture.
B) Integration occurs when a group maintains its own culture and contact with the other
culture.
C) Integration occurs when a group does not maintain its culture nor contact with the
other culture.
D) Integration occurs when a group maintains its culture, but does not maintain contact
with the other culture.
Which of the following modes of communication conveys the richest information?
A) e-mail
B) memos
C) voice mail
D) face-to-face
