Capitalism is the ultimate expression of market pricing.
Within groups that demonstrate pro-self motives, majority rule leads to more integrative
and less distributive behavior.
The best possible economic outcome for a negotiator is the one that just meets the
counterparty’s reservation point.
Adaptors include things like touching one’s nose or twitching in such a way that does
not embellish or illustrate a particular point.
People are more likely to accept a lower-paying job that pays other employees the same
amount than a higher-paying job that pays other employees even more.
Reciprocal trade-offs are more risky than circular tradeoffs.
Identification-based trust occurs when a person has enough information about others to
understand them and accurately predict their behavior.
In a positive bargaining zone, the most the buyer is willing to pay is greater than the
least the seller will accept.
A Pareto-optimal agreement is a win-win agreement.
People who had taken time to focus on values that were not important to them were less
likely to focus on valid threats. Hence, their assessments of correlations in the data
eventually proved to be erroneous and inaccurate.
Which of the following is a component of paid leave?
A) stock/equity interest
B) 401k
C) wellness programs
D) training time
Which of the following is a dimension of culture?
A) individualism versus collectivism
B) homogeneity versus heterogeneity
C) simultaneous versus parallel communication
D) demographic versus topographic features
Which of the following most indicates that a party in a negotiation would be willing to
accept a contingency contract?
A) The negotiators have the same strengths.
B) One of the negotiators has a loss-frame.
C) The negotiators have points for trade off.
D) Both negotiators share a gain-frame.
Which of the following best describes a “flower child” negotiator?
A) one who adopts a tough, hard stance to negotiate successfully
B) one who claims resources rather than expanding the pie
C) one who believes that adopting a soft stance can lead to successful negotiations
D) one who is so busy expanding the pie that he or she forgets to claim resources
William and Julia are talking about environmental pollution and how, on an individual
level, they can take some action to stop further pollution of the environment. William
believes that reduction of his carbon footprint alone will not improve the environment
since one individual’s impact on the environment is negligible. He therefore does not
bother much about it. If everyone were to follow William’s belief it would result in a
phenomenon known as the ________.
A) backward intention
B) tragedy of commons
C) social dilemma
D) dominance strategy
According to the ntive realism principle, people ________.
A) view two options as more dissimilar when evaluating them simultaneously than
when evaluating them separately
B) expect others to hold views of the world similar to their own
C) search for or interpret information in a way that confirms their preconceptions
D) rely too heavily on one trait or piece of information when making decisions
The greatest benefit of arbitration-mediation is that ________.
A) it encourages disputants to settle their differences themselves
B) each side has an incentive to shape the arbitrator’s final judgment by submitting an
offer that is self-serving
C) it produces a high settlement rate (typically 60€80%), though settlement is not
guaranteed
D) the parties involved are motivated to submit a settlement that will be viewed as most
fair in the eyes of the arbitrator
Azurus Fabrics, a textile manufacturing factory, has hit a rough patch with its
employees. The employees don’t seem to be satisfied with the way the management has
been handling certain issues. According to the workers, there has been no increase in
the workers’ compensation despite the fact that there were five employee deaths in the
previous year. They also claim that, a year ago, the chief production officer had
promised to increase their compensation by now, but has done nothing so far. The labor
union threatens to go on a strike if the issue is not resolved soon. Assume that the
management and the laborers intend to iron out their differences. Which of the
following, if true, can help mend the relations and restore the lost trust?
A) The labor union leader sends a letter to the management to urge them to make a
decision in favor of the employees.
B) The management and the labor union leader decide to meet and talk things through
and plan how to avoid problems in future.
C) The management decides to compensate and promote the labor union leader so that
he can discourage the employees from going on strike.
D) The management and the labor union chief decide to meet intermittently, i.e.,
whenever they can, to have a one-on-one to follow up on the issue.
You want to purchase bonds from a bank that offers high interest. However, you know
that the bank’s profitability has declined in recent times. Which of the following would
you choose to help you make the best possible decision under these circumstances?
A) the dominance principle
B) the expected value principle
C) the elimination technique
D) the random choice decision making
________ are punishments that are administered in a community or a group when
defection occurs.
A) Sunk costs
B) Social sanctions
C) Escalated commitments
D) Superordinate goals
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 and at the
same place?
A) videoconference
B) voice mail
C) face-to-face
D) e-mail
Which of the following statements is true regarding a first offer?
A) Your first offer should specify a range.
B) The first offer should specify the bargaining zone.
C) Your first offer should be your final offer.
D) The first offer generally acts as an anchor point.