In which mental model of negotiation does each negotiator try to procure the lion’s
share of the bargaining zone?
A) capitulating
B) haggling
C) compromising
D) partnership
Adrian is pursuing a constructive dismissal dispute with his former employers, Chiles
Properties. They both agree to opt for a final-offer arbitration process to resolve their
dispute. Which of the following best ensures that Adrian’s interests are well served?
A) Adrian should come up with a final settlement proposal that the arbitrator will
consider to be fairer than that of Chiles Properties.
B) Adrian should drive a hard bargain and insist on the best possible settlement terms in
his final proposal to the arbitrator.
C) Adrian should adopt settlement terms that are slightly more favorable to Chiles
Properties than himself.
D) Adrian should compose his settlement proposal such that it shows his former
employers in an unfavorable light.
During negotiations, Albert uses status, rank, threats, and intimidation to get his way.
According to Ury, Brett, and Goldberg, Albert is a negotiator who focuses on
________.
A) rights
B) capabilities
C) power
D) interests
________ is an active and unpleasant emotion.
A) Sadness
B) Stress
C) Depression
D) Boredom
You are discussing a new project proposal with one of your colleagues. After you finish
explaining the proposal to him, he indicates that he likes the proposal with the help of a
thumbs-up gesture. This gesture is called a(n) ________.
A) predictor
B) adaptor
C) illustrator
D) emblem
Which of the following is a key bias that affects the ability of people to negotiate via
e-mail?
A) omission bias
B) flaming bias
C) impact bias
D) distinction bias
What is adversarial adjudication?
A) Disputants retain control over the final decision, but a third party guides the process.
B) A judge makes a binding settlement decision, but disputants retain control of the
process.
C) Disputants yield to a third party control over both the process and the final decision .
D) Disputants retain full control over the discussion process and settlement outcome.
With reference to the negotiation approaches developed by Ury, Brett, and Goldberg,
which of the following approaches is most likely to be effective in implementing
integrative strategies and in pie-expansion?
A) power-based approach
B) interests-based approach
C) rights-based approach
D) capabilities-based approach
Which of the following modes of communication offers both parties the most kinetic
cues?
A) videoconferencing
B) face-to-face communication
C) telephonic conversation
D) computer messaging
The free market system in the United States is an example of the ________ rule.
A) equality
B) welfare-based allocation
C) equity
D) needs-based allocation
Which of the following is a component of compensation?
A) pension
B) 401k
C) salary
D) insurance
________ state that people should keep track of who has invested in a relationship and
be compensated based on their inputs.
A) Communal norms
B) Uniform norms
C) Exchange norms
D) Operator norms
Which of the following statements is true regarding a prisoner’s dilemma?
A) A prisoner’s dilemma involves more than two parties.
B) In the case of a prisoner’s dilemma, the costs of defection are spread out, rather than
concentrated on one person.
C) Social dilemmas are riskierthan prisoner’s dilemmas.
D) As compared to social dilemmas, people in prisoner’s dilemmas have less control
over the situation.
Exploding offers are those that are extended to prospective job recruits such that they
can choose to accept or reject once they have exercised their BATNA.
During a negotiation you should ________.
A) set your aspirations low in order to avoid disappointment later
B) make your first offer slightly lower than the other party’s reservation point
C) make sure that your first offer creates the chilling effect
D) set your reservation point slightly higher than the other party’s target point
Any attempted actions that benefit one’s own side relative to the other side constitute
________.
A) defensive behavior
B) offensive behavior
C) self-harming behavior
D) overconfident behavior
Which of the following best describes the availability heuristic?
A) the inclination to see events that have already occurred as being more predictable
than they were before they took place
B) the phenomenon in which people predict the frequency of an event based on how
easily an example can be brought to mind
C) a cognitive bias that limits a person to using an object only in the way it is
traditionally used
D) the tendency for people to favor information that confirms their preconceptions
regardless of whether the information is true
You want to buy a house and you appoint an agent to help you get a good deal. In order
to work effectively with this agent, you should ________.
A) reveal your BATNA to the agent to ensure better clarity
B) ensure that your agent is emotionally invested in your search
C) avoid asking your agent about the exit clause and plans
D) ask the agent about key strategies for targeting opportunities