Direct-indirect communication refers to the basic human motive concerning
preservation of the self versus the collective.
Distributive self-efficacyrefers to a negotiator’s belief in her or his ability to create
resources.
Cognitive consistency refers to people’s tendency to attribute a greater value to an
outcome they had to put effort into acquiring or achieving.
Social loafing is the tendency for people to work less hard in a group context than when
working alone.
Face-to-face meetings are ideal for wrestling with complex negotiations.
Formal numerical documentation conveys the richest information of any medium.
Contingency contracts do not allow negotiators to ascertain the veracity of the other
party.
Base rates are the frequency with which some event or pattern occurs in a general
population.
The haggling model is based upon the principle of expanding the pie during
negotiation.
The betweenness axiom asserts that gambles that have prizes about which people are
indifferent are interchangeable.
Prospective job recruits should immediately agree once they have received a firm job
offer and a salary figure from the employer.
Passive misrepresentationoccurs when a negotiator does not mention true preferences
and allows the other party to arrive at an erroneous conclusion.
A highly experienced negotiator credits his successes solely to his spontaneous gut
feeling. His attitude pertains to the myth that ________.
A) negotiations are fixed sum
B) negotiation skills are god-gifted
C) good negotiators rely on intuition
D) experienced negotiators have accuracy
Once you have made an offer, you should ________.
A) wait for other party’s response before revising it
B) revise it only if it exceeds the party’s target point
C) revise it if it falls in the bargaining zone
D) avoid revising it and try to make it your final offer
Bargaining surplus is the amount of overlap between ________.
A) the buyer’s target point and the seller’s reservation point
B) the buyer’s and seller’s target points
C) the buyer’s and seller’s reservation points
D) the buyer’s reservation point and the seller’s target point
Which cultural dimension can be seen from the fact that U.S. negotiators subscribe to
self-interest and joint problem-solving norms, while Hong Kong Chinese negotiators
subscribe to an equity norm?
A) individualism-collectivism
B) egalitarianism-hierarchy
C) direct-indirect communication
D) simultaneous-parallel communication
Which of the following is a paralinguistic cue?
A) smiling
B) prolonged gazing
C) intonation
D) interpersonal spacing
The negotiators working on a deal have come to the conclusion that whatever is good
for one person must ipso facto be bad for the other party. What myth can be attributed
to this conclusion?
A) myth of fixed nature
B) myth of self-perpetuation
C) myth of innate negotiation skills
D) myth of fixed sum
With reference to the place-time model of interaction, the communication accomplished
through voice mail takes place ________.
A) at the same time and in the same place
B) at the same time and in a different place
C) at a different time and in the same place
D) at a different time and in a different place
Which of the following statements is true regarding a psychological contract?
A) Structural strategies are implemented with the help of psychological contracts.
B) Psychological contracts are binding in a court of law.
C) Psychological contracts are based on the fact that people feel committed to follow
through with their word.
D) Psychological contractsare commonly known as escalated commitments.
Which of the following actions is most likely to result in a dramatic increase in
cooperation?
A) appointing an autocratic group leader
B) decreasing the risk associated with defection
C) imposing social sanctions
D) allowing group members to communicate with each other
Which of the following is known as an anchor point?
A) the offer which creates the chilling effect
B) the highest target point in the negotiation
C) the first offer made during the negotiation
D) the lowest reservation point during the negotiation
Nonverbal sensitivity can help detect deception. Which of the following statements, if
true, will weaken this argument?
A) Nonverbal sensitivity, as a skill, is not correlated with intelligence.
B) Nonverbal expressiveness is linked with social power.
C) Liars can easily manipulate all of their nonverbal cues.
D) People often assert dominance and power through nonverbal cues.
The process of asking several questions, all designed as cross-checks on one another, is
known as ________.
A) Markov analysis
B) triangulation
C) brainstorming
D) moonlighting
News accounts of the 1982 Beirut Massacre were judged by partisans on both sides of
the Arab-Israeli conflict to be partial to the other side. This is an example of ________.
A) overconfidence bias
B) false attribution bias
C) hostile media bias
D) exaggeration of conflict bias
Which of the following is an area assessed by the Subjective Value Inventory when
applied to negotiators?
A) determination of a strategy
B) trust between negotiators
C) cost analysis of options
D) causes of the dispute
Negotiators who focus on their target points do better in terms of slicing the pie but
these negotiators do not feel as satisfied as negotiators who focus on their reservation
point or BATNA. This is known as the ________.
A) goal-setting paradox
B) chilling effect
C) winner’s curse
D) minimal group paradigm
Merit-based rule is also known as the ________ rule.
A) equality
B) equivalence
C) equity
D) escrow
A(n) ________ is the quantification of a person’s preferences with respect to certain
objects such as jobs, potential mates, and ice cream flavors.
A) inverted-S function
B) utility function
C) probability weighting function
D) expected value
Which of the following is considered a key communication and influence tool inside
and outside the company?
A) negotiation
B) delegation
C) compensation
D) motivation
The haggling model is based on ________.
A) the negotiators’ desire to invent options for mutual gain
B) the need to make sacrifices to create long-term goodwill
C) the fixed-pie perception of the negotiating parties
D) the need to build rapport to nurture a long-term relationship
The party who ________ obtains a better final outcome.
A) focuses on avoiding negative outcomes
B) sticks to their reservation point
C) sets low aspirations
D) makes the first offer