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You are going to buy an apartment in Alaska. You have to choose between eleven
different proposals. This decision making scenario is an example of a risky choice.
Which term has Herb Simon been credited with?
A) greenwashing
B) cocooning
C) satisficing
D) social loafing
Since Mathew avoids paying his taxes, in the context of a public goods dilemma,
Mathew is a(n) ________.
A) boundary spanner
B) free rider
C) early adopter
D) laggard
You are negotiating a maintenance contract on behalf of your company. In order to
preempt the counterparty's attempts to manipulate your BATNA, the best strategy
would be to ________.
A) avoid reciprocating
B) research your BATNA and develop your reservation price before negotiating
C) generate several options, all of equal value and importance for both the parties
D) discuss what may seem to be an implicit or unspoken agenda
Sam and Mike are negotiating a contract. Sam has a cooperative orientation whereas
Mike has a competitive orientation. Sam begins the negotiation in a cooperative fashion
but he soon realizes that he is facing a competitive negotiator. Which of the following is
most likely to be Sam's reaction?
A) Sam will continue his negotiation in the cooperative fashion.
B) Sam will try to use integrative bargaining strategies.
C) Sam will start behaving competitively.
D) Sam will make large concessions.
________ refers to the ability of the intervening third party to impose a final, binding
settlement on the disputing parties.
A) Process control
B) Internal control
C) Outcome control
D) Optimal control
Integrative models of negotiation would be difficult if negotiators ________.
A) have a consistent hindsight bias
B) have a fixed-pie perception
C) use bridging strategies
D) use a cost cutting technique
What does logrolling imply?
A) making an initial demand beyond the zone of acceptability
B) capitalizing on differences by making bets based upon different world occurrences
C) trading off in order to benefit from divergent strengths of preference
D) making the initial demand within the zone of acceptability
Which of the following best describes the base rate fallacy?
A) the tendency to treat chance events as though they have a built-in, evening-out
mechanism
B) the tendency of people to continue to believe that something is true even when it is
revealed to be false or has been disproved
C) the tendency to infer an unwarranted causal relationship between two events that are
unrelated
D) the tendency of people to discount valid information and choose to concentrate on
other information
Voting in combination with other decision aids, such as agendas, may be especially
detrimental to the attainment of efficient outcomes because it ________.
A) takes longer for parties to reach agreements
B) fails to recognize the strength of individual preferences
C) does not promote integrative tradeoffs among issues
D) prevents participants from logrolling
When both negotiators have a cooperative orientation, they ________.
A) tend to be less effective in terms of maximizing the pie
B) share information about interests and priorities directly
C) tend to be less effective than a group of individualist negotiators in terms of
pie-expanding
D) use more distributive strategies
Which of the following statements is true regarding e-mail communication?
A) As compared to face-to-face negotiation, people negotiating via e-mail are less likely
to negatively confront one another.
B) It provides a continuous feedback loop so that people can immediately clarify their
doubts.
C) As compared to face-to-face negotiation, e-mail negotiations offer more context cues
and are therefore richer.
D) People who would normally not approach others in person are much more likely to
initiate e-mail exchange.
Which of the following is a direct method of detecting deception?
A) brainwriting
B) Markov analysis
C) mind mapping
D) triangulation
The ________ occurs when negotiators focus on reaching common ground with the
other party and are reluctant to accept differences of interest, even when such
acceptance might create viable options for joint gain.
A) confirmation bias
B) primacy effect
C) agreement bias
D) ingroup bias
