Which of the following examples illustrates the concept of nonspecific compensation?
A) Gary frames the issue under negotiation in terms of the potential problems rather
than dwelling on shared interests.
B) Jake trades off a concession on a less important item for a concession from his
opposite on a more important item.
C) Sally agrees to a compromise and is remunerated for her work in services rather than
cash.
D) Piper undertakes to cancel an outstanding debt from her competitor in return for
publicity rights.
When a negotiator makes an extreme initial offer and then follows with an offer that
appears more reasonable, he or she is attempting to create a ________ effect.
A) bandwagon
B) subadditivity
C) psychological contrast
D) primacy
What does ratification mean?
A) the process of rating the aspiration point on a priority basis
B) the process of getting a contract approved by some other group
C) the process of deferring the deadline for negotiation
D) the process of settling a dispute in negotiation process
In the case of a negotiation, the term ‘second table’ refers to the relationship between
________.
A) the principals and the agents
B) the agents and the clients
C) the agents and the constituents
D) the principals and the constituents
Reactance theory explains ________.
A) why people are likely to conform when the group is homogeneous
B) why people are more likely to obey authority figures than peers
C) why compliance is more common than acceptance of rules
D) why people tend to be resistant to rules that curb their freedom
Persuasion is more likely to occur through the ________ route when the negotiator is
distracted or highly emotionally involved in the situation.
A) peripheral
B) sequential
C) indirect
D) central
What are the three types of trust relationships people develop with each other?
A) deterrence-based trust, knowledge-based trust, and identification-based trust
B) incentive-based trust, application-based trust, and imperative-based trust
C) encouragement-based trust, isolation-based trust, and responsiveness-based trust
D) ubiquity-based trust, aspiration-based trust, and opinion-based trust
RGB Inc. and Greengold Distributors have been locked in negotiations for a number of
months. The negotiators of the parties involved decided not to finalize their terms and
conditions until a particular event took place. Which of the following methods has been
used in this case?
A) logrolling
B) non-specific compensation
C) pie-expansion
D) contingency contract
During a multiparty negotiation, a few members of the group form a coalition. Some of
those who are not part of the coalition try to persuade coalition members to leave, while
the leaders of the coalition look for ways to keep it together. Which of the following is
most likely to ensure that the coalition remains intact?
A) avoid using brainwriting or solitary brainstorming
B) ensure that negotiation employs sequential bargaining
C) ensure that the plan for distribution of resources is fair
D) prioritize reaching an agreement bias in the coalition
Which of the following terms refers to the distance between people when they talk or
communicate?
A) gestural emblems
B) interpersonal spacing
C) posture
D) paralinguistic cue
A contingency contract is often required when negotiators ________.
A) capitalize on their differences
B) must get the contract ratified by others
C) reach a consensus about the future
D) find that their views coincide
Having mutually agreed to the negotiation terms put forth by each other, the negotiators
of two firms cut a deal. However, there is always the risk associated with the
willingness of the other party to honor its terms and live up to its contractual
obligations. What risk is this known as?
A) operational risk
B) contractual risk
C) financial risk
D) company risk
________ is a hybrid model in which, if mediation fails, the mediator serves as an
arbitrator.
A) Final-offer arbitration
B) Arb-med
C) Minitrial
D) Med-arb
What change in the business world has necessitated that people be more and more
dependent on others?
A) increased labor requirement
B) increasing specialization
C) rise in unemployment
D) centralized business structures