Negotiators should always assume that a job offer is negotiable.
As compared to written-only or no communication, people who communicate
face-to-face are much more likely to reach a mutually profitable deal.
As compared to men, women are less skilled in terms of nonverbal expression.
Prototypes recognize that substantial variation within a culture is highly unlikely.
Deductive reasoning is the process of drawing logical conclusions.
Focusing on rights can usually resolve the problem underlying the dispute more
effectively than focusing on interests or power.
Nonverbal communication is anything that is “not words.”
The reference point, focal point, and reservation point all mean the same.
Whenever informational uncertainty characterizes a relationship, it provides
opportunity for greater trust.
Negotiators are less cooperative when interacting face-to-face than over the telephone.
Which of the following paraverbal cues has the least positive correlation with
deception?
A) pitch
B) response latency
C) speech errors
D) message duration
________ refers to the impact subtle cues and information in the environment have on
our behavior.
A) Social capital
B) Unconscious priming
C) Pseudostatus effect
D) Self-fulfilling prophesy
The belief that the other party has interests diametrically opposite to the party’s own
interests is explained by the term ________.
A) premature concession
B) Boulwarism
C) positional bargaining
D) fixed-pie perception
It is important to develop your BATNA before you actually begin the negotiation. This
conclusion is based on which of the following assumptions?
A) Your opponent will not reveal his true reservation point.
B) The first offer that falls within the bargaining zone acts as a powerful anchor point in
negotiation.
C) Negotiations can breakdown at any point due to a variety of reasons.
D) A negotiation is all about distributing the fixed pie.
________ is a procedure whereby a third party assists disputants in achieving a
voluntary settlement, but cannot impose a settlement on the disputants.
A) Arbitration
B) Mediation
C) Litigation
D) Adjudication
As compared to men, women ________.
A) are less skilled in terms of nonverbal expression
B) are less approachable in social situations
C) elicit less anxiety from others
D) are less expressive when communicating
Which of the following fairness principles prescribes equal shares for all?
A) blind justice
B) equity rule
C) welfare-based allocation
D) reciprocal rule
In a negotiation, negotiators who possessed privileged information that could have been
used to their advantage behaved as if the other negotiators also had access to the
privileged information. This problem is known as the ________.
A) framing effect
B) curse of knowledge
C) Condorcet paradox
D) focusing effect
DEC Inc. recently revamped its headquarters, abandoning its open-plan system for
private cubicles that allow employees to work with minimum distraction. However, it
was noted that the productivity during meetings decreased and the time taken to reach a
decision lengthened significantly after the switch. What can DEC do to remedy this
situation and improve consensus?
A) DEC should install a company-wide instant messaging service and encourage
employees to use it.
B) DEC should make it mandatory for all issues to be handled through e-mail.
C) DEC should limit employees’ access to social networking websites and
non-work-related sites.
D) DEC should ask employees to mail a status report of their daily activities at the end
of each day.
The multiple-offer strategy involves ________.
A) devising multiple single-issue offers
B) devising offers that split the difference between the parties
C) making all the offers sequentially
D) devising offers that are all of equal value to yourself
You are about to begin a negotiation and you wish to avoid being a victim of the
framing effect. In order to achieve this objective, you should ________.
A) try to maximize the bargaining zone using integrative bargaining strategies
B) determine your reference point prior to entering into the negotiation
C) develop crisis procedures for emergency communication
D) coax the counterparty to reveal his or her BATNA
Welhome Realty, a real estate giant, hires agents to help it out with the sale of land. As
the standard pay package would not be motivating enough for the agents’ performance,
the owner decides to provide them with incentives. Per the scheme, for every piece of
land that is sold above the market price, the agents will receive 10% of the differential
amount as bonus in addition to their salary for sale at market price. Which of the
following satisfies the condition for a contingency contract?
A) The real estate giant encourages a written contract for the sale of land at the market
price but does not do the same for the brokers.
B) The real estate giant offers 10% of any value sold above the market price and makes
a written contract for the same.
C) It is difficult to make a correct estimation of the market value of given piece of land.
D) The real estate giant offers 10% of any value sold above the market price at his
discretion.
Which of the following is least likely to lead to a lose-lose negotiation?
A) illusory conflict
B) fixed-pie perception
C) logrolling
D) substantiation
Most negotiators regard themselves as truthful and honest and their opponents as
dishonest. This indicates a(n) ________ bias.
A) anchoring
B) egocentric
C) framing
D) distinction
What are the two types of conflicts commonly witnessed in negotiations?
A) functional benefits and consensus conflict
B) line staff conflict and functional conflict
C) line staff conflict and scarce resource competition
D) consensus conflict and scarce resource competition
Which of the following best describes the halo effect?
A) When people consider a person good in one category, they are likely to make a
similar evaluation in other categories.
B) Given a list of items to remember, people tend to remember the first few things more
than those things in the middle.
C) It is the phenomenon by which individual performance decreases as the number of
people in the group increases.
D) When people make decisions, they tend to do so by contrasting between the decision
item and reference items.
You are about to interview a candidate for the post of sales executive. You have decided
that while talking to the candidate you will pay attention to the vocal cues. So during
the interview, you would be observing the candidate’s ________.
A) gestures
B) facial expressions
C) posture
D) tone and pace of speech
Robert wants to sell his old table to Mike. The lowest price Robert is willing to accept
is $75 but he wishes to sell it at $105. The highest price Mike is willing to pay for the
table is $82 but he wishes to purchase it at $73. What is the value of the bargaining
zone?
A) $7
B) $23
C) $2
D) $32
Should a negotiator have multiple issues in his negotiation?
A) No, as this can confuse the negotiator as to what terms must be included in the final
agreement.
B) Yes, as this way the negotiator is considered as not being positional.
C) No, as this way the negotiator is considered as being positional.
D) Yes, as this way the negotiator may end up conceding prematurely.
What are the major shortcomings in negotiations?
Discuss the disadvantages of majority rule.
What are the advantages of using agents to represent one’s interests?
According to Ury, Brett, and Goldberg, what are the three types of approaches that are
used for conflict or dispute resolution?
Explain how escalation of commitment can be avoided in a negotiation?
Briefly describe a rational strategy to choose among multiple job offers.
You work for a firm that specializes in negotiation consultation. Your firm has branches
in several countries. You are asked to oversee negotiations between two parties in Japan
(which is a collectivist, hierarchical country) and oversee another negotiation in the
U.S. (which is an individualistic and egalitarian country). Which method (bargaining,
mediation, adversarial adjudication, and inquisitorial adjudication) would you
recommend for each situation and why?
How should candidates deal with employers who attempt to gain information on their
BATNAs?
Discuss the door-in-the-face technique of persuasion.