Which of the following structural strategies attempts to induce cooperation through
rewards and recognition such as an employee-of-the-month award?
A) monitoring behavior
B) privatization
C) regulation
D) aligning incentives
________ is a style of third-party intervention that involves a substantive contribution
by the third party to negotiations by conceiving and proposing new solutions.
A) Facilitation
B) Manipulation
C) Imposition
D) Formulation
In the context of the principal-agent negotiation, which of the following statements is
true regarding agents?
A) Agents usually have less expertise in the negotiation process.
B) Agents can provide emotional detachment and tactical flexibility.
C) Agents decrease the likelihood of reaching an impasse.
D) The use of agents expands the zone of possible agreement.
Which of the following is a characteristic of a noncooperative negotiation?
A) People know in advance what actions will be taken by others.
B) People negotiate via proposals and counterproposals
C) People usually come to the table voluntarily.
D) The contract is tacit.
The two routes to building trust are the ________ routes.
A) applicative and collaborative
B) preventive and regulative
C) cognitive and affective
D) normative and evaluative
In which of the following procedures do high-level executives in the organization, who
have not been involved in the dispute previously, act as lawyers, represent each side and
present evidence and arguments that are heard by a neutral judge or advisor?
A) a minitrial
B) a med-arb
C) a final offer arbitration
D) an arb-med
Which of the following is an example of an informal third-party role?
A) the U.S. imposing ceasefire over the India-Pakistan conflict over Kashmir
B) an employee intervening in a dispute between two colleagues
C) a marriage counselor facilitating a discussion of a couple’s marital problems
D) the U.S. hosting a peace conference between rival factions in a civil war in an
African nation
A negotiator weighs the pros and cons of every decision she faces with a view to
maximizing her returns. What decision-making model is she resorting to?
A) exploratory research
B) content analysis
C) case study
D) cost-benefit analysis
Negotiators often use one of three fairness principles when it comes to slicing the pie.
Which of the following is one of these three principles?
A) the procedural rule
B) the needs-based rule
C) the traceability rule
D) the reciprocal rule
________ are nonverbal cues people show on their face for about one-tenth of a second.
These cues reveal how a person is truly feeling, but because of social pressure and
self-presentation they are quickly wiped away.
A) Emblems
B) Illustrators
C) Microexpressions
D) Adaptors
Once you have offered a concession, you should wait for the counterparty before
making further concessions. This conclusion rests on which of the following
assumptions?
A) Your counterparty has a very low reservation point.
B) Unilateral concessions decrease the size of the bargaining zone.
C) Your counterparty’s offer is not at their reservation point.
D) Your counterparty’s first offer is now the anchor point.
Which of the following statements is true regarding the rights-based approach?
A) It often leads to an unequal distribution of the resources.
B) It focuses on the future.
C) It expands the pie by addressing the parties’ underlying needs.
D) The goal of this approach is understanding the other party’s concerns.
Which of the following statements is true regarding a social dilemma?
A) Social dilemmas provide anonymity that prisoner’s dilemmas do not.
B) Prisoner’s dilemmas are riskier than social dilemmas.
C) A social dilemma involves only two parties.
D) When compared to prisoner’s dilemmas, people in social dilemmas have more
control over the situation.
Jack and April are a couple who have decided to settle their divorce through the
final-offer arbitration method. Each of them believes he or she has more than a 50
percent chance of having his or her proposal chosen by the arbitrator. What type of bias
is evident here?
A) hostile media bias
B) overconfidence bias
C) false attribution bias
D) exaggeration of conflict bias
The equity rule states that ________.
A) output should be distributed without regard to input
B) benefits should be proportional to need
C) everyone should receive equal benefits
D) distribution should be proportional to a person’s contribution
Which of the following is likely to be counter-productive in any negotiation?
A) compromise
B) substantiation
C) making side deals
D) even splits
Game theoretic rationality focuses on how ________.
A) people make independent decisions
B) people make interdependent decisions
C) perception influences individual decisions
D) people make decisions using their legitimate power
The team ________ effect refers to the fact that teams tend not to be blamed for their
failures, as much as do individuals, holding constant the nature of the failure.
A) halo
B) framing
C) anchoring
D) primacy