After clinching a deal at first shot, a person immediately begins to think of the other
alternatives that she could have exercised but did not. What is the person doing in the
given situation?
A) conceptual thinking
B) lateral thinking
C) counterfactual thinking
D) critical thinking
It is generally observed that the public behavior of people is more cooperative than
private behavior. So in a negotiation situation you are expecting the negotiators to
behave in a cooperative manner, however you observe that the negotiators are
bargaining hard and are behaving in a very competitive manner. Which of the following
statements can explain this discrepancy?
A) The negotiators are trying to recover from an escalating spiral of defection.
B) The negotiators are using the tit-for-tat strategy.
C) The negotiators are focusing on their own payoffs rather than their payoffs relative
to others.
D) The negotiators are bargaining on behalf on their organizations.
Positional negotiators very often tend to be ________.
A) cynical
B) egocentric
C) accommodating
D) intuitive
Which of the following is a feature of traditional arbitration?
A) Disputants submit final proposals to the arbitrator after the conclusion of the
arbitration process.
B) The final settlement is often a midpoint between the settlement terms submitted by
either party.
C) The arbitrator has to choose one of the two final settlements submitted by the
disputants to impose.
D) The arbitrator may choose between the settlements proposed by two parties, but
cannot change them.
As a mixed-motive enterprise, negotiation is a two-pronged process that involves both
________ and ________.
A) cooperation; coercion
B) cooperation; gut feeling
C) competition; coercion
D) cooperation; competition
Gestures, such as touching one’s nose or twitching in such a way that does not
embellish or illustrate a particular point, are called ________.
A) emblems
B) adaptors
C) predictors
D) embossers
Ben is negotiating a sales contract. The most valuable piece of information Ben can
have about the counterparty is ________.
A) the counterparty’s target point
B) the negotiator’s surplus expected by the counterparty
C) the counterparty’s reservation point
D) the bargaining surplus expected by the counterparty
Certain aspects of architectural design make it more likely that some people will come
into
contact with each other more often than with others, even though the physical distance
between
them might be the same. This is known as ________.
A) mirroring
B) dispositional attribution
C) the reciprocity principle
D) functional distance