Issues with single agendas are often ________ in nature.
A) fixed sum
B) integrative
C) lose-lose
D) win-win
U.S.-based Bluegray Designs is undertaking a project for a client based in Sweden. As a
result, most negotiation interactions will take place through telephone conferences or
e-mail. Which of the following demonstrates that this system will be an advantage for
Bluegray?
A) Conflicts are expressed more quickly if negotiators work in close proximity.
B) Greater distance tends to block the feedback loops provided in face-to-face
negotiations.
C) The formality of a scheduled phone meeting allows parties to better prepare for the
negotiation.
D) Distance eliminates the tendency of negotiators to chat informally.
Which of the following can be considered an advantage of hierarchical power
relationships?
A) It empowers people to resolve conflict themselves.
B) It calls for social inferiors not to challenge social superiors, thus reducing conflict
between different social ranks.
C) It empowers social inferiors to challenge social superiors, if high-status members are
at fault.
D) One’s BATNA and information are key sources of power in hierarchical cultures.
People who are self-absorbed in terms of reflecting upon their own values are more
likely to exhibit decision-making biases, such as the ________.
A) experience bias
B) confirmation bias
C) self bias
D) analysis bias
Negotiations can arise from either necessity or ________.
A) opportunity
B) goodwill
C) competition
D) consensus
A(n) ________ is on the ‘same side” as a principal but exerts an independent influence
on the outcome through the principal.
A) agent
B) constituent
C) boundary spanner
D) founder
You are negotiating an important sales contract for your organization. Which of the
following, if true, would increase the risk of you being anchored by the other party’s
opening offer?
A) You have a weak BATNA.
B) You have not yet planned your opening offer.
C) The other party’s opening offer is less than your reservation point.
D) The other party’s opening offer falls in the bargaining zone.
Which of the following refers to the possibility effect?
A) the tendency to overweight low probabilities and underweight high probabilities
B) the tendency to overweight outcomes that are possible relative to outcomes that are
impossible
C) the tendency to overweight certain outcomes relative to outcomes that are merely
probable
D) the tendency to remain neutral toward outcomes with low probabilities and high
probabilities
Privatization involves ________.
A) government intervention to correct market imperfections, with the idea of improving
social welfare
B) putting public resources under the control of specific individuals or groups
C) appointing an autocratic leader to monitor the behavior of people
D) inducing cooperation by monitoring the risk associated with defection
Which of the following best describes one of the major shortcomings in negotiation:
leaving money on the table?
A) making large concessions that result in a small share of the bargaining pie
B) failing to recognize and capitalize on their win-win potential
C) rejecting terms of offer that are better than other options available
D) feeling obligated to accept an agreement despite better alternatives being available