Which of the following statements is true for negotiations conducted via e-mail?
A) E-negotiators are forced to make more assumptions than face-to-face negotiators.
B) There is more turn-taking in negotiations conducted via e-mail than in face-to-face
negotiations.
C) E-negotiators ask more clarifying questions than do face-to-face negotiators.
D) Negotiations conducted via e-mail allow people to correct misunderstandings
immediately.
Gestures which symbolize certain messages are called ________.
A) emblems
B) illustrators
C) adaptors
D) predictors
Which of the following is an example of a situation in which the law of large numbers
does not apply to the expected-value decision principle?
A) The investment decision is a once-in-a-lifetime opportunity.
B) Average return expected of a project is low.
C) The project requires a series of investments over the years.
D) Average return expected of a project is high.
While preparing for negotiations, the negotiator fails to evaluate his reservation points.
What downside can the negotiation process have?
A) the negotiators accepting an offer worse than their BATNA
B) the negotiators rejecting an offer worse than their BATNA
C) the negotiators demonstrating behavior of reactive devaluation
D) the negotiators accepting an offer better than their BATNA
Which of the following is most likely to increase the chances of an integrative
negotiation?
A) tradeoffs between parties
B) reaching the middle ground
C) an even split division
D) single-issue negotiation
Which of the following best describes the perseverance effect?
A) the tendency of people to favor information that confirms their preconceptions or
hypotheses
B) the tendency of people to continue to believe that something is true even when it is
revealed to be false
C) the tendency of people to falsely perceive an association between two events or
situations
D) the tendency of people to erroneously believe that the onset of a certain random
event is less likely following another event
What is an attribution error?
A) the tendency to ascribe someone’s behavior to external factors, outside the person’s
control
B) the tendency to favor one’s own group over other groups
C) the tendency to ascribe someone’s behavior to the wrong cause
D) the tendency to categorize members of other cultures not as individuals but as part of
a group
What does a one-shot negotiation mean?
A) a negotiation which leads the other party to concede in the first attempt itself
B) a negotiation in which the deal does not entail any future ramifications accruing to
the parties
C) a negotiation wherein there is only one aspiration point that needs to be dealt with
D) a negotiation wherein both the negotiating parties opt for a positional stance
What does the linkage effect mean in negotiations?
A) the fact that some negotiations affect other negotiations
B) the effect of a negotiation done out of luxury
C) no effect of a negotiation in other negotiations
D) the effect of negotiation done out of necessity
In a negotiation, one party is irritable and obstructive. His counterparty would be using
situational attribution if he attributed the first person’s irritability to ________.
A) impatient tendencies
B) physical discomfort
C) characteristic arrogance
D) argumentativeness
When does the fundamental attribution error occur?
A) It occurs when people explain the causes of their behavior in regards to other
people’s behavior.
B) It occurs when people explain the causes of the behavior of others in terms of
external factors.
C) It occurs when people explain the causes of their behavior in terms of external
factors, not in their control.
D) It occurs when people explain the causes of the behavior of others in terms of their
underlying dispositions.
What is marginalization?
A) Marginalization occurs when a group maintains its culture, but does not maintain
contact with the other culture.
B) Marginalization occurs when a group does not maintain its culture, but maintains
contact with the other culture.
C) Marginalization occurs when a group maintains both its culture and contact with the
other culture.
D) Marginalization occurs when a group neither maintains its own culture nor contact
with the other culture.
________ concessions are concessions made by one party.
A) Distributive
B) Singular
C) Unilateral
D) Representative
Robert is negotiating a contract. In which of the following situations is it appropriate for
Robert to reveal his reservation point?
A) Robert knows that the other party has a great BATNA and an aggressive reservation
price.
B) Robert has a poor BATNA and a weak reservation price.
C) Robert knows the other party’s target point and finds it high.
D) Robert does not have time to negotiate and senses that the bargaining zone may be
very small.
What does the increasing interdependence of people, both laterally and hierarchically,
within organizations imply?
A) that people need to know how to communicate well in different languages
B) that people need to know how to play different organizational roles
C) that people need to know how to further their interests independently
D) that people need to know how to integrate their interests and work across business
units and functional areas
Which of the following can lead to contentions in a task conflict?
A) The two negotiators have different ideas about a project.
B) The negotiators have different personality types.
C) One of the negotiators tends to monopolize the discussion.
D) One of the negotiators has an abrasive style of speaking.
Which of the following is a mechanism by which a person decides what to do in a
repeated game situation by looking at the previous games from the last stage of the
game?
A) blue ocean strategy
B) dominance strategy
C) tit-for-tat
D) backward induction