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When the bargaining zone is small, contributions exert a stronger effect on resource
allocation than do BATNAs.
A mediator has process control, but no outcome control.
Negotiating each issue separately does not allow negotiators to make trade-offs between
issues.
Bargaining, or negotiation, is a dispute resolution procedure in which the disputants
retain control over the final decision, but a third party guides the process.
For contingency contracts to be effective, they should create a conflict of interest.
Potential job recruits should indicate their BATNAs to employers in order to increase
the effectiveness of their negotiations.
Both visual anonymity and remote distance inhibit the activation of the continuation
norm.
The longer the temporal distance between the act of negotiation and the consequences
of negotiated agreements, the better the agreement.
Perceived power is the extent to which negotiators claim benefits from an interaction.
A person using the tit-for-tat strategy typically earns more than his or her opponent.
People are more likely to lie face-to-face than when communicating by telephone or
e-mail.
Consensus agreements do not imply unanimity.
Which of the following statements is true regarding effective concessions?
A) The party who made the opening offer should avoid making any concessions to its
offer.
B) To maximize their slice of pie, the negotiators should make larger and more frequent
concessions.
C) Negotiators should offer only a single concession at a time and avoid frequent
concessions.
D) Negotiators should make consistently greater concessions than the counterparty.
Which of the following is classified as an additional living expense?
A) student loan debt service
B) life insurance
C) income tax
D) vacations
The 'sinister attribution error" is the tendency for people to attribute malevolent motives
to ________.
A) people who they work with on a regular basis
B) their immediate superiors in the organization
C) people they don't know or who represent the out-group
D) those performing low-skilled work
The zone of possible agreements (ZOPA) is the range between ________.
A) the buyer's and the seller's target points
B) the seller's target point and the buyer's reservation point
C) the buyer's and the seller's reservation points
D) the buyer's target point and the seller's reservation point
Max is the CEO of Telemax Inc. He realizes that the informal communication that
occurs in his organization is what is most important and most critical to ensuring better
communication during meetings. Which of the following modes of communication
should he encourage in order to boost informal communication among his employees?
A) videoconferencing
B) telephonic conversations
C) instant messaging
D) voice mail
Effective negotiation requires ________ and ________.
A) inherent skills; feedback
B) practice; feedback
C) practice; performance
D) inherent skills; practice
Conflicts are expressed, recognized, and addressed more quickly ________.
A) in the absence of frequent feedback
B) when the negotiators interact asynchronously
C) when plenty of time is available for negotiations
D) if negotiators work in close proximity
________ is a social skill having to do with verbal and nonverbal expressiveness.
A) Emotional contagion
B) Self-concordance
C) Charisma
D) Emotional labor
Ben and Janie are getting a divorce and their friend Josh recommends that they divide
their property using arbitration rather than costly litigation. Which of the following
methods should Josh recommend to ensure that they arrive at the fairest possible
settlement as quickly as with as little argument as possible?
A) traditional arbitration
B) final-offer arbitration
C) arb-med
D) med-arb
The ________ axiom asserts that if x is preferred to y, then x must be preferred to any
probability mixture of x and y, which in turn must be preferred to y.
A) reducibility
B) continuity
C) substitutability
D) betweenness
