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Tit-for-tat strategy can never do better than its opponent because ________.
A) it always cooperates
B) it defects on the first trial
C) it always defects
D) it cooperates on the first trial
Which of the following is least likely to indicate a liar?
A) response latency
B) higher pitch
C) frequent blinking
D) gaze
Which of the following statements is true regarding deception?
A) Gaze aversion is a foolproof nonverbal indicator of deception.
B) It is more difficult for liars to carry off exaggerations than complete falsification of
information.
C) People believe that liars cannot control all of their nonverbal cues.
D) It is easier for negotiators to detect exaggerations rather than complete falsifications.
Which of the following is true for a presettlement settlement?
A) They are not binding on the negotiating parties.
B) They are permanent and cannot be changed.
C) They resolve all outstanding issues between the parties.
D) They are intended to be replaced at a later date.
Which of the following is the first step in the multiattribute utility technique?
A) evaluating the utility of dimensions
B) identifying the alternatives
C) identifying the attributes of the options
D) defining the priorities of dimensions
Which of the following modes of communication offers the recipient only linguistic
cues?
A) face-to-face communication
B) telephonic conversation
C) e-mail communication
D) videoconferencing
What is ethnocentrism?
A) unwarranted positive beliefs about one's own group relative to other groups
B) unwarranted positive beliefs about oneself relative to others
C) a superiority feeling that arises from negating others
D) an inferiority complex stemming from self-denial and demotivation
According to the fixed-pie perception, ________.
A) a negotiator believes that he must get what the other party is not willing to part with
B) a negotiator believes that the other party has the same interests as his own
C) a negotiator believes that the other party has interests contrary to his own
D) a negotiator believes that the other party has interests that overlap with his own
According to a study carried out by Goldberg, which of the following strategies is the
least effective for moving your opponents back to interests-based negotiations?
A) reciprocation
B) process intervention
C) mixed-message approach
D) behavioral reinforcement
When does the biased punctuation of conflict occur?
A) when people interpret interactions with others depending upon the other person's
social status
B) when people interpret interactions with others depending upon the other person's
financial status
C) when people interpret interactions with their adversaries in an unbiased and
professional manner
D) when people interpret interactions with their adversaries in self-serving and other
derogating terms
