In majority rule elections, alternatives that are proposed later, as opposed to earlier, are
more likely to survive sequential voting.
Any set of terms superior to the negotiator’s BATNA is not desirable.
You are in a much weaker position to negotiate before you have a job offer than after
you are offered a position.
Since a BATNA is based on subjective factors, it is usually not verifiable.
Power is the ability to coerce someone to do something he or she would otherwise not
do.
The negative bargaining zone indicates that there is no positive overlap between the
parties’ target points.
E-mail acts as an equalizer because the absence of status cues makes it difficult for
high-status people to dominate the discussion.
A powerful negotiating strategy is to be vague about what it will take for you to agree
when negotiating with the employer.
Social dilemmas are riskierthan prisoner’s dilemmas.
Which of the following negotiators will do better in terms of slicing the pie?
A) a negotiator who cultivates and improves his BATNA before the negotiation starts
B) a negotiator who uses a rights-based approach for negotiations
C) a negotiator who reveals his or her own reservation points
D) a negotiator who thinks about the other party’s BATNA before the negotiation starts
Relative to face-to-face negotiations, people who negotiate online ________.
A) trust each other more before beginning the negotiation
B) are more interested in future relationships with the other party
C) trust each other more after the online interaction
D) report less overall satisfaction with the negotiation
Those negotiators who ________ actually feel worse about their outcomes.
A) negotiate a lot of issues
B) cultivate their BATNA before the negotiation
C) pursue the peripheral route to negotiation
D) use the rights-based approach
People tend to overweight low probabilities and underweight high probabilities. This is
referred to as the ________ effect.
A) extremity
B) possibility
C) utility
D) certainty
Though he is an expert in his field, a negotiator does not make use of an important
lesson from his previous experience and ultimately repeats a mistake he once made.
What can this be attributed to?
A) the zeigarnik effect
B) conditionalized knowledge
C) inert knowledge
D) the recency effect
Which of the following is an example of offensive behavior by a disputing party in a
mediation process?
A) blocking the counterparty’s move to push through a proposal
B) objecting to the counterparty’s wishes to reschedule the mediation process
C) insisting on holding mediation talks at a place of their choosing
D) attempting to replace a mediator perceived as favoring the counterparty
In a negotiation, the negotiators of OneTime accused those of Bluegray of exaggerating
the facts to make their case more favorable. OneTime’s negotiators asserted that a
negotiation was impossible if both parties were not honest. Bluegray challenged
OneTime’s negotiators saying that they had withheld information that might have
changed their opinion. Which of the following is evident in this situation?
A) confirmation bias
B) cognitive bias
C) egocentric bias
D) selection bias
Which of the following is a key assumption of the utility function?
A) Gambles of the form (x, p, y) should be equal to gambles of the form (y, p, x).
B) Gambles are not interchangeable even if the prizes are similar.
C) A person’s attitude toward a lottery is not solely dependent on the ultimate prizes.
D) Every object considered for gambling is comparable.
In the case in which parties interact with one another for an infinite or indefinite amount
of time, the game theoretic analysis indicates that ________ is the optimal choice.
A) cooperation in the first period
B) defection in the first period
C) always cooperating irrespective of the counterparty’s actions
D) always defecting irrespective of the counterparty’s actions
Which of the following routes to persuasion is direct, mindful, and information-based?
A) the indirect route
B) the peripheral route
C) the sequential route
D) the central route
A negotiator’s negotiating power is greatest ________.
A) when responding to an employer’s job offer
B) while interviewing for a job
C) after accepting a job offer from an employer
D) while awaiting results of a job interview
Which of the following is a characteristic of a cooperative negotiation?
A) The contract is tacit.
B) People usually come to the table voluntarily.
C) People often do not know what others will do.
D) People negotiate through their behaviors and actions (rather than their promises of
what they will do).
________is a hybrid model traced to South Africa in which an arbitrator makes a
decision and places it in a sealed envelope. The threat of the arbitrator’s decision sits on
a table and is destined to be opened unless the parties reach mutual agreement.
A) Arb-med
B) Final offer arbitration
C) Med-arb
D) Minitrial
When the negotiation is a transaction situation, ________.
A) the parties involved take legal recourse to reach a settlement
B) the parties involved annul the negotiation
C) the parties involved take recourse to their BATNAs
D) the parties involved do not take recourse to their BATNAs
It is an almost universal norm that concessions take place in a quid pro quo fashion,
meaning that negotiators expect ________.
A) that the party who made the opening offer should make the highest concession
B) the opening offer to be the anchoring offer
C) a back-and-forth exchange of concessions between parties
D) the final offer to be very close to the opening offer