A reference point defines what a person considers to be a ________.
A) liability
B) break even
C) resource
D) profit
What implication for negotiation can be seen from the fact that Americans are more
likely to remember situations in which they influenced others, while Japanese are more
likely to remember situations in which they adjusted to others?
A) social networks
B) cooperation
C) in-group favoritism
D) social loafing
What is an important factor in predicting success in intercultural interactions?
A) narrow categorization
B) social complexity
C) avoiding stereotypes
D) cultural flexibility
With reference to the place-time model of interaction, which of the following modes of
interaction can accomplish a communication that takes place at the same time but at
different places?
A) e-mail
B) videoconference
C) voice mail
D) face-to-face
The multiperson prisoner’s dilemma is known as a(n) ________ dilemma.
A) social
B) concurrent
C) reciprocal
D) environmental
Which of the following statements is true regarding negotiation strategies?
A) If you want to discourage a competitive motivational orientation in the counterparty,
you should reciprocate the competitive behavior.
B) People with a competitive orientation behave cooperatively when paired with a
cooperative opponent.
C) The negotiating styles of people remain fixed.
D) The negotiating styles of the negotiators tend to converge during a negotiation.
While speaking and listening, more powerful people ________.
A) avoid eye contact with others
B) look more when listening than when speaking
C) do not listen to the other person
D) make more expansive gestures
Which of the following modes of communication does not offer the recipient
paralinguistic cues?
A) videoconferencing
B) face-to-face communication
C) computer messaging
D) telephonic communication
What risks must negotiators consider while preparing for negotiations?
A) operational risk, BATNA risk, compliance risk
B) financial risk, operational risk, BATNA risk
C) compliance risk, strategic risk, financial risk
D) BATNA risk, strategic risk, contractual risk
Which dispute resolution procedure involves disputants retaining control over the final
decision, in the presence of a third party guiding the process?
A) adversarial adjudication
B) inquisitorial adjudication
C) mediation
D) bargaining
Samantha is negotiating a contract. Which of the following is likely to be the most
difficult problem she faces during the negotiation?
A) determining her own target point
B) analyzing the terms of the contract
C) understanding the legalities of the contract
D) identifying the other party’s reservation point