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During a negotiation meeting, you feel that one of the persons from the other party,
Jack, is very dominating. Which of the following characteristics does Jack most likely
exhibit?
A) Jack uses minimal hand gestures while speaking.
B) Jack tends to speak very loudly and quickly.
C) Jack tends to avoid eye contact with the speaker.
D) Jack usually waits for the other person to speak first.
To be effective, a contingency contract requires that there be ________.
A) no conflict of interest
B) one-time interaction
C) no difference of opinion
D) no enforceability
Negotiations are said to have a mixed-motive nature because ________.
A) negotiators are motivated to maximize the bargaining surplus
B) negotiators find it difficult to determine the other party's reservation point
C) negotiators are motivated to cooperate as well as compete with each other
D) negotiators try to settle the agreement at the central point in the bargaining zone
Which of the following rules of fairness is most likely to be related to incidents
involving nurturing and personal development?
A) the equality rule
B) the needs-based rule
C) the equity rule
D) the reciprocal rule
The tendency for disputants to exaggerate their demands and reduce their level of
concession making is known as ________.
A) the propinquity effect
B) concision
C) prior restraint
D) the chilling effect
In a multiparty negotiation, the weak group members can obtain a greater share of
resources by ________.
A) using sequential bargaining
B) revealing their reservation points
C) using the rights-based approach
D) uniting to form a coalition
Samantha is involved in a multiparty negotiation. The group is discussing several issues
and is generating several alternatives. It is difficult to keep track of all the issues,
alternatives, and preferences being discussed. In such a situation, which of the
following steps should Samantha take to enhance the ability of the group to find
win-win agreements?
A) Develop a crisis procedure for emergency communication.
B) Use a process intervention in such a way that all the negotiators start using the
interest-based approach.
C) Use integrative bargaining strategies that encourage members to come up with
creative alternatives to expand the size of the pie.
D) Create a matrix which indicates the issues and preferences of all the negotiators.
Advisory arbitrationis a method whereby managers are provided with information that
________.
A) helps them in identifying the reservation points of both the parties
B) allows them to identify the appropriate bargaining zone for the negotiation
C) would likely result if the dispute were to go to court
D) helps them in suggesting the appropriate approach for resolving the dispute
Patrick donates money to the community welfare fund and does a lot of social work. In
the context of a public goods dilemma, Patrick can be affectionately called a(n)
________.
A) sucker
B) boundary spanner
C) early adopter
D) free rider
________is the power that results from managers' access to other people within and
outside of their organization.
A) Social capital
B) Reward power
C) Intellectual capital
D) Coercive power
The fixed-pie perception of negotiators makes them more likely to focus on ________.
A) determining pie-enlarging strategies
B) the competitive aspect of negotiations
C) reaching conciliatory agreements
D) engaging in premature concessions
Which of the following is characteristic of the O. Henry effect?
A) reaching monetarily inefficient outcomes and low relational satisfaction
B) reaching monetarily inefficient outcomes but achieving high relational satisfaction
C) reaching monetarily efficient outcomes but low relational satisfaction
D) reaching monetarily efficient outcomes with high relational satisfaction
Which of the following is a form of social dilemma?
A) public fences
B) environmental traps
C) social fences
D) collective traps
Which of the following describes the forked-tail effect?
A) People make a judgement based on what they can remember rather than complete
data.
B) People overestimate the causal role of information available to them.
C) People generalize a negative perception of a person to his or her other aspects.
D) People remember the first few things in a list more than the things in the middle.
