Mediators who are manipulators occasionally reveal information they have gathered
independently and thereby clarify misconceptions.
Expressive people are considered to be more attractive than unexpressive people.
Negotiators who make multiple equivalent offers enjoy more profitable negotiated
outcomes.
Potential power is a function of the counterparty’s dependence on you.
Making unilateral concessions is not effective for refocusing negotiations.
Purposeless small talk can lead negotiators to build trust and should be encouraged.
Decision making under uncertainty refers to a decision making situation where only the
probabilities of events are known.
Though a negotiation blunder, the winner’s curse can be remedied in many cases.
Conciliation is viewed as more effective with our enemies, and coercion is viewed as
more effective with ourselves.
One of the fastest ways to extinguish a behavior is simply not to respond.
Satisficing, if done thoughtfully, can be beneficial both for individuals and companies
as negotiation strategies and skills can be cheaply employed to dramatically increase
profit.
False conflict occurs when people believe that their interests are incompatible with the
other party’s interests when, in fact, they are not.
Economics is the unique character of a social group.
Which of the following is a key factor that determines whether disputants trust
mediators?
A) style of mediation adopted
B) location of the mediation
C) chemistry with the parties
D) duration of the mediation process
You are planning to negotiate a sales contract with a potential client. This is a new
client and you are very keen on acquiring this account. Which of the following modes
of communication should you select?
A) computer messaging
B) telephonic conversation
C) videoconferencing
D) face-to-face communication
A negotiator has a bracelet that she considers to be her lucky mascot ever since she
once successfully concluded a negotiation when wearing it. However, she disregards the
times she wore it and did not fare well. This is an example of the ________.
A) gambler’s fallacy
B) hot hand theory
C) illusory correlation
D) base rate fallacy
Negotiations conducted using which of the following modes of communication are
more likely to reach integrative (win-win) outcomes and more balanced distributions of
surplus?
A) e-mails
B) telephonic conversation
C) face-to-face
D) instant messaging
Andrea, the CEO of a medium scale manufacturing company, is negotiating with the
representatives of the employee’s union. She accepts the demands of the union
immediately to avoid a strike though the demands inflict a financial burden on the
company. Andrea has acted as a(n) ________ negotiator in this negotiation.
A) underaspiring
B) overaspiring
C) positional
D) grass-is-greener
Which of the following motivational orientations is the exact opposite of cooperation?
A) sadomasochism
B) martyrdom
C) competition
D) individualism
Which of the following best describes an autotelic experience?
A) following a predetermined set of actions recommended by an authority figure in
order to obtain the desired outcome
B) engaging in an activity done not with the expectation of some future benefit, but
simply because the doing itself is the reward
C) the knowledge or belief obtained neither by reason nor by perception but by inherent
motivations
D) the conviction that one has already experienced a current situation, even though the
circumstances of the previous encounter are uncertain
Negotiations that contain only one issue are always ________.
A) presettlement settlements
B) equal-concession negotiations
C) illusory conflicts
D) purely distributive negotiations
Ronald is an electrical engineer. He gets job offers from three companies, A, B, and C.
Ronald prefers the offer from A over the offer from B and the offer from C over the
offer from A. Hence it is evident that he prefers the offer from C over the offer from B.
This scenario explains the ________ property of a utility function.
A) reducibility
B) closure
C) comparability
D) transitivity
The ________ technique involves making a request after a target person has been
shown records of similar others who have already complied.
A) reactance
B) framing
C) list
D) anchoring
People view themselves and their actions much more favorably than others view them.
This is called ________.
A) bounded rationality
B) the illusion of superiority
C) bounded ethicality
D) the illusion of control
In the multiattribute utility technique, after evaluation, each attribute is given a weight
based on ________.
A) how important that attribute is to him or her
B) the difficulty involved in carrying out the alternative
C) the relative utility or value of each alternative
D) the complexity in evaluating the alternative
Which of the following strategies plays upon people’s need to demonstrate consistent
behavior?
A) the door-in-the-face technique
B) the foot-in-the-door technique
C) the rejection-then-retreat technique
D) the sweetening the deal technique
The reactance technique is also known as the ________ effect.
A) boomerang
B) endowment
C) bandwagon
D) pseudocertainty
Discuss the significance of procedural justice during negotiation.
Distinguish between knowledge-based trust and identification-based trust.
Discuss the guidelines for distribution of resources.
What types of mediation are most preferred by disputants?
Discuss the effect of emotional intelligence on negotiated outcomes.
Briefly describe the pitfalls of embedded relationships.