Expressing disappointment can be detrimental if a negotiator intends to repair broken
trust.
Negotiators who are suspicious are less effective at the bargaining table.
In game playing, or the chess game model, each person has his own interests in mind.
As compared to face-to-face communication, memos and business correspondence
provide more cues about the context, thereby providing people with a greater awareness
of context.
Mediated settled agreements are enforceable as contracts in courts of law.
Functional fixedness occurs when a problem solver bases a strategy on familiar
methods.
If a person’s utility function is convex, his or her decisions will be risk-neutral and
identical to those predicted by expected value maximization.
An analysis of how MBA students react to job offers revealed that job candidates
strongly consider how responsive companies are to their questions and whether
recruiters are cordial.
Haggling refers to creating a new alternative that meets parties’ underlying interests.
Compared to truth-tellers, liars use fewer negative-emotion words.
The illusion of transparency occurs when negotiators believe they are revealing more
than they actually are.
An important factor that can push people towards behaving more in line with their
native cultural values is accountability pressure.
Which of the following statements is true of managers resolving disputes through
mediation?
A) Managers are more preferable as arbitrators and mediators as they have no direct
stake in the outcome.
B) Managers are more likely to have technical expertise and background knowledge
about the dispute.
C) Managers tend to choose mediation techniques that maximize their own control over
the mediation process.
D) Managers are often considered unsuitable for mediation roles as they tend to be less
outcome-oriented than other mediators.
Which of the following relationships is true according to the closure property?
A) (x, p, y) = (y, p, x)
B) (x, p, y) = (y, 1/p, x)
C) (x, p, y) = (y, 1- p, x)
D) (x, p, y) = (x, 1/p, y)
________ involves choosing between two or more readily available options.
A) Risky choice
B) Jagged selection
C) Decision making under uncertainty
D) Riskless choice
Which of the following constitute taboo trade-offs?
A) proposals to exchange communal values for sacred values
B) proposals to exchange sacred values for secular values
C) proposals to exchange traditional values for sacred values
D) proposals to exchange secular values for sacred values
During a negotiation you realize that your opponent is exhibiting competitive behavior
but you are interested in carrying out the negotiation in a cooperative fashion so you
continue behaving in a cooperative manner. Which of the following is the strongest
argument which justifies this behavior?
A) In any negotiation situation, it is important not to lose sight of your own interests.
B) People’s choices are driven, in large part, by their relationshipwith the other party.
C) It is important to reinforce the behavior immediately after it occurs.
D) Integrative (pie-expanding) and distributive (pie-slicing) behaviors tend to be
reciprocated.
The positive difference between the settlement outcome and the bargainer’s reservation
point is the ________ surplus.
A) reservation
B) target
C) bargaining
D) negotiator’s
Unable to arrive at common ground, the negotiators end up rejecting the terms offered
by the other although the option offered is demonstrably better than any other option
available to them. What is this shortcoming better known as?
A) turning away from the table
B) turning one’s back from the table
C) walking away from the table
D) running away from the table
________refers to a negotiator’s belief in her or his ability to create resources.
A) Circular logrolling
B) Self-serving bias
C) Emotional contagion
D) Integrative self-efficacy
________ are job offers that should be accepted by a prospective employee within a
short period of time before they are withdrawn.
A) Exploding offers
B) Standing offers
C) Unconditional offers
D) Lateral offers
Which of the following is likely to promote cooperative negotiation?
A) a fixed-pie perception
B) similar BATNAs
C) the set effect
D) similar metacognition
What is the strategy used by negotiators to search for differences in beliefs and abilities
to leverage opportunities for joint gain called?
A) analyzing cultural differences to identify differences in values that expand the pie
B) recognizing that the other party may not share your view of what constitutes power
C) finding out how to show respect in other cultures
D) anticipating differences in strategy and tactics that may cause misunderstandings
A negotiator has a history of successful negotiations under his belt. Although he has
clearly has not been up to scratch in the recent past, he is still considered the best
negotiator in his company. What effect can it be attributed to?
A) the propinquity effect
B) the halo effect
C) the projection effect
D) the mere exposure effect
Your company is opening branches in three new cities. You foresee the need for daily
communication between employees in the different branches for an update on the day’s
work. Which of the following methods of communication will allow you to
communicate at the same time, from different places, while minimizing psychological
distance and maximizing nonverbal cues?
A) videoconferencing
B) instant messaging
C) voice mail
D) e-mail messages