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Which of the following types of lies is more likely to be detected by the triangulation
method?
A) lies of commission
B) monitoring-dependent lies
C) jocose lies
D) lies of omission
Ethnocentrism, or the unwarranted positive beliefs about one's own group leads to the
manifestation of ________.
A) prototypes
B) chromotypes
C) stereotypes
D) heterotypes
Which of the following factors has created a culture of 24/7 availability?
A) information technology
B) marketing tools
C) economic infrastructure
D) product diversification
The ________ occurs when the negotiator's first offer is immediately accepted by the
counterparty.
A) framing effect
B) winner's curse
C) distinction bias
D) chilling effect
________ motivation refers to a person's need to understand his or her world.
A) Epistemic
B) Altruistic
C) Aggressive
D) Individualistic
Public goods dilemmas are also known as ________.
A) social fences
B) environmental traps
C) collective fences
D) collective traps
Which of the following can promote compromise agreements?
A) merit-based rule
B) equality norm
C) escrow norm
D) equity rule
What implication for negotiation can be seen from the fact that U.S. managers prefer to
use interests-based methods, while Hong Kong Chinese managers are more likely to
involve higher management or a third party in negotiations?
A) direct integrative strategies
B) the conduct of negotiation
C) dispute resolution preferences
D) choosing your representative
Gestures, such as the widening of hands and arms when talking about something that is
large, are called ________.
A) illustrators
B) adaptors
C) emblems
D) predictors
What is an affiliation bias?
A) It is a bias that occurs when people evaluate a person's actions on the basis of his/her
connection to an organization, rather than on the merits of the behavior itself.
B) It is a bias that occurs when people evaluate a person's action on the basis of the
merits of his/her behavior, rather than his/her social status.
C) It is a bias that occurs when people evaluate a person's action on the basis of the
demerits of his/her behavior, rather than the merits of the behavior.
D) It is a bias that occurs when people evaluate a person's action on the basis of his/her
financial status, rather than the demerits of the behavior itself.
Meg is negotiating a sales contract for selling the shirts manufactured by her company.
She wants to use the interests-based approach for negotiation but she soon realizes that
the other party is using the rights-based approach. Meg considers various possible
strategies for refocusing the other party's approach toward interests. She suddenly
remembers the study conducted by Goldberg and decides to select the strategy which
was identified as the most effective strategy by that study. Based on this information,
identify the strategy selected by Meg.
A) reciprocation
B) process intervention
C) behavioral reinforcement
D) mixed-message approach
In a desperate bid to see the negotiation through, a manager concedes to all of the
demands and requests of the other party. However, there is nothing asked for on a quid
pro quo basis. He deems the negotiation a success, having finally clinched the deal.
What negotiation myth has the manager succumbed to?
A) negotiators need to be trusting of the other party
B) negotiators just need to get the deal through, irrespective of other factors
C) negotiators need to be either tough or soft
D) negotiators need to work independently to make the process a success
What happens at the third level of the pyramid model of integrative agreements?
A) Negotiators reach an agreement below both parties' reservation points.
B) Both parties' reservation points are too high to reach an agreement.
C) Negotiators fail to reach an agreement when the bargaining zone is positive.
D) Both parties achieve an agreement that cannot be improved for one party without
harming the other party.
Which of the following models of negotiation is most likely to involve collaboration
between the parties involved in the negotiation?
A) cost-benefit analysis
B) haggling
C) problem-solving
D) game-playing
January Inc. enters into negotiations with its longtime supplier, DBC Supplies to iron
out the renewal of its contract. Predicting a slowing market in the immediate future,
January is reluctant to grant DBC a significant improvement on the previous terms.
However, DBC insists that the market will hold steady, and a significant change is
justified. January's negotiators suggest that the two formulate a contingency contract
that reconciles both points of view. Which of the following, if true, would prevent DBC
from accepting these terms?
A) January Inc. has a history of overconfidence in negotiations.
B) DBC believes that January Inc.'s negotiators are lying about their expectations.
C) January Inc. expects the market to grow in the near future.
D) DBC believes that the market will shrink in the next year.
