It is similarities in preferences, beliefs, and capacities that may be profitably traded off
to create joint gain.
When people are experiencing greater arousal, or nervousness, they tend to make fewer
movements.
The fixed-pie perception is seldom erroneous.
The fixed-pie perception is the belief that negotiation is a win-or-lose enterprise.
The strategy of trading off so as to capitalize on different strengths of preference is
known as unbundling.
Groups negotiating under majority rule reach more efficient outcomes than groups
operating under unanimous rule.
A win-win negotiation is only achieved when parties make equal concessions or split
the difference.
Managers need to develop negotiation skills that are general enough to be used across
different contexts but specialized enough to provide meaningful behavioral strategies in
a given situation. Most managers do not consider this an uphill task.
In the case in which parties interact with one another for an infinite or indefinite amount
of time, the logic of backward induction breaks down.
A cultural framework is sensitive to homogeneity within cultural groups.
When it comes to pie-slicing, the kind of relationship shared by negotiators becomes
immaterial.
Generally, high-status individuals seldom talk, even when they know a lot about the
topic.
Marshaling defense strategies is more difficult in the case of peripheral route persuasion
tactics than in the case of central route persuasion tactics.
Which of the following is likely to be the most limiting aspect of same-time,
different-place negotiations?
A) the lack of an appropriate communication channel
B) the increase in the time required for negotiation
C) the loss of informal communication
D) the decrease in the level of cooperation
The ________ bias is the tendency for negotiators to adopt an adversarial negotiation
style when communicating via e-mail€whereas the same negotiator might use a positive
emotional style in
a face-to-face interaction.
A) anchoring
B) omission
C) flaming
D) exit
In which of the following situations is the coalition likely to be the least stable?
A) The coalition was formed early in the negotiation between members holding similar
views.
B) The coalition uses the Shapley model to determine the distribution of resources.
C) The coalition uses the circular logrolling method to determine the costs that are to be
incurred by each of its members.
D) One of the members of the coalition regards the proposed allocation of resources to
be unfair.
David is using the tit-for-tat negotiation technique. Which of the following is most
likely to be his opponent’s response?
A) The opponent will use the backward integration strategy in response.
B) The opponent will use the rights-based approach.
C) The opponent will exhibit an individualistic motivational orientation.
D) The opponent will behave in a cooperative manner.
What implication for negotiation can be seen from the fact that Japanese and Russian
managers indulge in making multiple offers at the same time, while U.S. and German
managers ask for priority information during negotiations?
A) understanding the network of relationships
B) direct integrative strategies
C) face concerns
D) dispute resolution preferences
The Green Party of a particular state received a large amount of favorable media
attention prior to the state elections, much more than its competitors did. However,
despite the publicity, it came a far third in the elections. Which of the following most
likely explains this situation?
A) the inert knowledge problem
B) surface-level transfer
C) the hindsight bias
D) the false consensus effect
The concept that helps observers deal with perceived inequities in others’ lives and yet
maintain the belief that the world is just refers to ________ attribution.
A) explanatory
B) situational
C) predictive
D) defensive
What does premature concession mean?
A) when a negotiator decides to make concessions in the terms before the lapse of the
agreement period
B) when a negotiator loses ground by to the other party by spelling out her or his
alternative terms before required
C) when a negotiator makes concessions in the terms before it can be ratified
D) when a negotiator makes concessions in the terms at the eleventh hour
U.S.-based Bluegray Designs is undertaking a project for a client based in Sweden. As a
result, most negotiation interactions will take place through telephone conferences or
e-mail. Which of the following demonstrates that this system will be a disadvantage for
Bluegray?
A) When negotiators are not face-to-face, they reach more integrative agreements when
they believe that the other party is nearby rather than far away.
B) The formality of a scheduled phone meeting may compel parties to better prepare for
the negotiation.
C) Conflicts are expressed, recognized, and addressed more quickly if negotiators work
in close proximity.
D) Distance creates a “buffer zone” between parties, minimizing nonverbal cues.
Two companies are involved in a discussion regarding the formation of a joint venture
company. Both the companies are equally strong financially and stand to gain equally if
the negotiation succeeds. This situation is an example of ________.
A) parallel negotiation
B) neutral bargaining
C) symmetric bargaining
D) vertical negotiation
Negotiators’ ________ may lead buyers and sellers to have different valuations for
objects.
A) reference points
B) reservation points
C) focal points
D) sunk costs
What is direct versus indirect information?
A) a cultural dimension that refers to the amount of information contained in an explicit
message versus implicit contextual cues
B) a cultural dimension that refers to the means by which people influence others and
the basis of power in relationships
C) a cultural dimension that refers to the tendency to ascribe the cause of a person’s
behavior either to his/her character or to forces outside a person’s control
D) a cultural dimension that refers to the tendency of people of different cultures to
differ in terms of the density of their work friendships
Suppose you flip a coin and it comes up heads five times in a row. What do you think
the next outcome will be? Most people feel that the probability is high that the coin will
come up tails. This refers to ________.
A) a fundamental attribution error
B) the gambler’s fallacy
C) Murphy’s law
D) the base rate fallacy
What intercultural negotiation challenge can be seen from the fact that joint gains were
significantly lower in negotiations across different cultures, as compared to negotiations
within the same culture?
A) dividing the pie
B) ethnocentrism
C) affiliation bias
D) expanding the pie
Vera, Chuck and Dave are involved in an acrimonious dispute over the house and land
that belonged to their grandparents. While Chuck wants to sell the property and divide
the money equally, Vera wants to keep the house, but sell the surrounding land while
Dave wants to keep both. The three opt for mediation and the mediator tells them that
the value of the land is likely to increase steadily over the next few years. He suggests
that Vera and Dave give Chuck one-third of the current value of the house and land
while Vera keeps the house, paying Chuck another third of the value. Chuck keeps the
land, paying Vera accordingly. The three reject the proposal. What functions was the
mediator performing in this case?
A) facilitation and formulation
B) confrontation and manipulation
C) manipulation and formulation
D) formulation and confrontation
Which of the following best describes creeping determinism?
A) discovering opportunities for negotiation during a negotiation
B) discovering opportunities in negotiation in hindsight
C) believing in the good intentions of the opponent
D) believing that the outcome of negotiation is determined by fate
Which of the following is true of mediation-arbitration?
A) Mediation-arbitration consists of two phases that are conducted concurrently.
B) At the end of the first phase, the third party makes a decision, which is not revealed
to the parties.
C) The first phase consists of an arbitration held by the third party.
D) The same third party acts as both mediator and arbitrator during the
mediation-arbitration process.
Which of the following is an advantage of using agents?
A) It increases your control over the process of negotiation.
B) It decreases the problems of communication distortion.
C) Use of agents increases the size of the bargaining zone.
D) Agents usually have more expertise in the negotiation process.
Briefly explain the rational problem solving model.
Discuss primary and the secondary status characteristics.
Describe the multiple-offer strategy for negotiations.
Briefly explain the overconfidence effect.
Briefly explain the three main types of decisions to be made by a decision maker.
Distinguish between inductive and deductive reasoning.
What is a hidden table?
U.S. company BCT’s negotiations with its Japanese supplier hit a roadblock when the
U.S. negotiators felt that the Japanese were unnecessarily prolonging the negotiations
and refusing to come to a conclusion. The Japanese neither agreed nor disagreed with
any of the U.S. proposals. Given that the U.S. is an individualistic culture that values
direct communication and egalitarian power relationships, while Japan is collectivist,
hierarchical and prefers indirect communication, what are the possible reasons for the
behavior of the Japanese negotiators?
Differentiate between monitoring-dependent lies and monitoring-independent lies.