Negotiations occur only at the topmost hierarchical levels in the business world.
The sinister attribution bias refers to the tendency for e-communicators to ascribe
diabolical intentions to the other party.
The Kyoto Protocol is an example of an explicit negotiation.
Individualistically motivated negotiators are more likely to use integrative strategies.
According to the uniqueness axiom, a unique solution exists for each bargaining
situation.
The team halo effect refers to the fact that teams tend not to be blamed for their failures
as much as do individuals.
The United States is a direct communication culture, while Japan is predominantly an
indirect communication culture.
Most people are risk-seeking when it comes to losses, and risk-averse when it comes to
gains.
Managers tend to be enthusiastic when it comes to experimenting with change since
going off the beaten track is very likely to render fruitful results to negotiations.
Public goods dilemmas are also known as collective traps.
The problem with reciprocity arises when different parties place different value on
aspects of a relationship.
An experienced negotiator of a company manages to convince his counterpart about the
terms and conditions that are being put forward. Though this puts the other negotiator at
a distinct disadvantage, he or she feels compelled to accept the resolution. What is this
situation known as?
A) agreement bias
B) lose situation
C) loser’s curse
D) winners curse
Which of the following lists the five popular mental models with regard to negotiation?
A) conciliation, overexpectation, distribution, role playing and satisficing
B) cost-benefit analysis, issue mix, reference point, haggling and resource assessment
C) haggling, cost-benefit analysis, game playing, partnership and problem-solving
D) game playing, reservation point, partnership, compromising and distribution
A person’s prestige, credibility, or likeability determine whether they will be successful
when negotiations occur through the ________ route.
A) central
B) sequential
C) peripheral
D) indirect
When a leader is introduced into a social dilemma situation, especially a(n) ________
leader, individual group members might fear restriction of their freedom.
A) transformational
B) autocratic
C) Laissez-faire
D) democratic
Which of the following is a key challenge of intercultural negotiation?
A) ethnocentrism
B) egocentrism
C) institutional bias
D) individualism
Lauren and Max are engaged to be married. Both their families want to be part of the
wedding, but they don’t get along at all. Lauren would rather organize the ceremony on
her own than constantly mediate family quarrels, but Max insists that if she invites both
families to a few dinners together, they will begin to get along better. Which of the
following validates Max’s claim?
A) reciprocity principle
B) the mere exposure effect
C) the similarity-attraction effect
D) the ambiguity effect
What does the Pareto-optimal frontier of agreement imply?
A) maximum value for one party, none for the other
B) maximum value for only one of the parties
C) no value for either of the parties
D) maximum value for both parties
When disputants overestimate the extent to which third parties share their beliefs, it
results in ________.
A) overconfidence bias
B) false attribution bias
C) exaggeration of conflict bias
D) hostile media bias
In which of the following cases would an equity-based allocation of resources be most
indicated?
A) The Accounts team received a cash reward for being the top-performing team in the
company. The team decided to split the cash among all members.
B) A popular course at a university attracts a large number of candidates because the
course is subsidized. The university needs to allot the few seats among the many
applicants.
C) An organization that collects funds for charity receives applications from a number
of charities each year.
D) A start-up is in the process of arranging healthcare insurance for its employees.
What implication for negotiation can be seen from the fact that in Western cultures,
people who are threatened or embarrassed act more assertively, while in Eastern
cultures, people act more passively?
A) the conduct of negotiation
B) choosing your representative
C) face concerns
D) understanding the network of relationships
________ is a procedure whereby a third party holds a hearing, at which time disputants
state their position on the issues, call witnesses, and offer supporting evidence for their
respective positions.
A) Mediation
B) Negotiation
C) Expert determination
D) Arbitration