What is the cognitive route to building trust based on?
A) belief
B) intuition
C) emotion
D) rationality
Bounded ethicality refers to ________.
A) the tendency of people to view themselves and their actions much more favorably
than others view them
B) the belief of people that they have more control over events than they really do
C) the tendency of people to be overconfident about their knowledge
D) the limits of people to make ethical decisions because they are either unaware or fail
to fully and deliberately process information
Which of the following paraverbal cues is negatively correlated with deception?
A) message duration
B) speech errors
C) pitch
D) response latency
“Most people do not stay in the same job that they take upon graduating from college or
receiving their MBA degree. Sixty percent of younger workers said it is not very likely
or not likely at all that they will stay with their current employers for the remainder of
their working life.” Which of the following best supports this statement?
A) People are fickle and get bored easily.
B) Negotiating with higher ups is not encouraged with most organizations.
C) People’s interests are not always in alignment with the interests of the organizations.
D) Working for more companies provides more financial incentives than working for
one.
Once the outcome of a negotiation was clear, Jon, reflecting on the different
occurrences along the way, felt that he had indeed seen it coming. Which of the
following terms best defines this thought process?
A) clustering illusion
B) hindsight bias
C) anchoring bias
D) confirmation bias
According to the ________ effect, people have a tendency to overweight certain
outcomes relative to outcomes that are merely probable.
A) possibility
B) probability
C) extremity
D) certainty
Which of the following third-party intervention styles is characterized by mediators
who serve as a channel of communication among disputing parties?
A) formulation
B) manipulation
C) facilitation
D) imposition
Psychological contracts are commonly known as ________.
A) handshake deals
B) superordinate goals
C) escalated commitments
D) social sanctions
Two negotiators do not see eye to eye in their ideologies and fundamental beliefs. This
is known as a(n) ________.
A) agreement bias
B) vertical conflict
C) consensus conflict
D) organizational conflict
Analyze the following statements and choose the correct option.
Statement 1: Negotiators should ensure that they do not focus on a
single issue during negotiations.
Statement 2: Negotiations centered on a particular problem are purely fixed-sum.
A) Statement 2 is true but statement 1 is false.
B) Statement 1 and statement 2 are true but statement 2 does not explain statement 1
C) Statement 1 is true but statement 2 is false.
D) Statement 1 and statement 2 are true and statement 2 explains statement 1
Compared to egalitarian power relationships, unbalanced power relationships produce
________.
A) fewer coalitions defecting from the larger group
B) more integrative agreements
C) greater likelihood of a bargaining impasse
D) more cooperative behavior
During a meeting, a negotiator who is normally cordial behaves rudely, instantly
making his counterpart assume that he is a bad person. Which of the following best
describes the situation?
A) the spotlight effect
B) predictive attribution
C) dispositional attribution
D) the propinquity effect
A reservation point is a ________ of a negotiator’s BATNA with respect to other
alternatives.
A) modification
B) qualification
C) validation
D) quantification
Which of the following statements is true regarding the effect of accountability on the
negotiators?
A) Negotiators who are accountable for their actions consider relevant information and
alternatives less carefully.
B) Accountability increases automatic, heuristic processing.
C) Negotiators who are accountable for their actions are less willing to compromise.
D) Accountability decreases thoughtful, deliberate processing of information.
Negotiators with a string of successful acquisitions and very few failures develop great
confidence in the accuracy of their skills. This is an illustration of the myth that
________.
A) negotiators need to believe in their gut feelings
B) experience improves confidence, but not necessarily accuracy
C) negotiators always have astute judgment
D) negotiators are innately gifted