In contrast to the peripheral route, little cognitive or mindful work is performed when
attempting to persuade someone via the central route.
There is more turn-taking in negotiations conducted via e-mail than in face-to-face
negotiations.
People behave less competitively in groups than in two-person situations.
In terms of nonverbal reception, women are better than men at recognizing covert
messages, such as discrepant or deceptive communication.
People are risk-averse for losses and risk-seeking when it comes to gains.
It is appropriate for negotiators to reveal their true reservation price if they trust and like
the other party or desire a long-term relationship.
While developing the strategies, a negotiator adopts past habits and tried-but-true
approaches to solve new problems. What is this known as?
A) the set effect
B) the perseverance effect
C) inert knowledge
D) the availability heuristic
Which of the following is a process negotiators use when they find it difficult to steer
the interaction?
A) dispositional attribution
B) the halo effect
C) emotional punctuation
D) the propinquity effect
You are negotiating a sales contract with a new client. You are aware of the fact that
people rely primarily on nonverbal signals to help them conduct social interactions.
Thus, in order to encourage a good rapport between you and the counterparty, you
should ________.
A) maintain an indirect body orientation
B) maintain steady eye contact
C) lean backward
D) cross your arms
What is assimilation?
A) Assimilation occurs when a group or a person does not maintain its culture, but
maintains contact with the other culture.
B) Assimilation occurs when a group or a person maintains its culture, but does not
maintain contact with the other culture.
C) Assimilation occurs when a group or a person maintains both its culture and contact
with the other culture.
D) Assimilation occurs when a group does not maintain its culture nor contact with the
other culture.
Bernard is a marketing manager at Apex Inc. His team is developing a marketing
strategy for launching a new product. Bernard knows that most groups suggest fewer
and lower-quality ideas than do individuals thinking independently. So he asks his team
members to write down their ideas independently and later, when the group meets, they
share those ideas. Which of the following strategies is Bernard using in this case?
A) the Delphi technique
B) brainwriting
C) the GRIT model
D) circular logrolling
Which of the following statements is true about negotiators who are higher in power?
A) They change their behavior to fit the situation.
B) They are less likely to act in a risk-seeking fashion.
C) They are more likely to divulge their interests in a negotiation.
D) They tend to be more accurate about the situation.
Two people empathize with each other and begin to adopt each other’s values. Which of
the following terms most suitably denotes the kind of trust shared between the two of
them?
A) deterrence-based trust
B) identification-based trust
C) emotional contagion
D) knowledge-based trust
Sweetening the deal refers to the ________ technique.
A) foot-in-the-door
B) that’s-not-all
C) rejection-then-retreat
D) door-in-the-face
Which of the following steps can be taken to encourage cooperation in social dilemmas
when companies should not privately collude?
A) Use a complex strategy to deal with the situation.
B) Be the first to defect.
C) Focus on your payoffs relative to others.
D) Be sensitive to egocentric bias.
In risky choice decision making situations, ________.
A) the decision maker is ignorant of the likelihood of events
B) the decision maker has to choose between two or more available options
C) the likelihood of events is unknown
D) the probabilities of events are known to the decision maker
In what form of communication culture is the information provided context-free?
A) indirect communication culture
B) in-group communication culture
C) collectivist communication culture
D) direct communication culture
Which of the following is true for a purely fixed-sum negotiation?
A) An equal spilt between both parties is not possible.
B) Both parties’ outcomes can be improved simultaneously.
C) The settlement cannot lie on the Pareto-optimal frontier.
D) One party’s gain is the other party’s loss.
In a negotiation, ________ comprise the primary relationship in the negotiation.
A) the principals and their constituents
B) the negotiators and their superiors
C) the negotiators at the bargaining table
D) the principals and their agents
You are involved in a negotiation and you observe that the negotiations are quickly
deteriorating and still the negotiators continue their course of action. Which of the
following terms best describes this behavior of the negotiators?
A) the anchoring bias
B) the framing effect
C) the escalation of commitment
D) the hindsight bias
What is the illusion of transparency?
A) A negotiator has more information about the other party than the other party is aware
of.
B) The negotiators believe that they are revealing more than they actually are.
C) The negotiators keep their aspiration points clear with each other.
D) The negotiators disclose their BATNAs to each other but one or both of them is
lying.
In which of the following situations is a negotiator most likely to lie?
A) when the other party has more power
B) when he dislikes the other party
C) when he thinks the other party is lying
D) when the situation is purely distributive
Which cultural dimension refers to the means by which people influence others?
A) individualism-collectivism
B) egalitarianism-hierarchy
C) direct-indirect communication
D) simultaneous-parallel communication
As compared to expressive people, unexpressive people ________.
A) make better first impressions
B) are less liked over time
C) are considered to be more attractive
D) are better at feigning feelings they are not actually experiencing