During a negotiation, the group members decide to use an integrative method of
tradeoff that requires each group member to offer another member a concession on one
issue while receiving a concession from yet another group member on a different issue.
Which of the following methods of tradeoffs is used in this situation?
A) feedforward controlling
B) circular logrolling
C) concurrent controlling
D) reciprocal logrolling
In which of the following modes of communication is it easiest to detect deception?
A) voice mail
B) face-to-face communication
C) e-mail
D) telephonic conversation
Identify an instance where the second statement explains the reason for the first
statement.
A) Statement 1: Negotiations ended in a “walking away from the table” situation.
Statement 2: The negotiator was driven by hubris.
B) Statement 1: Negotiators failed to recognize and capitalize on their win-win
potential.
Statement 2: Negotiation was conducted in a protected environment.
C) Statement 1: One of the negotiators made large concessions, resulting in a too-small
share of the bargaining pie.
Statement 2: The negotiator was driven by pride and ego.
D) Statement 1: The best alternative was not chosen in a negotiation.
Statement 2: Both the parties were not interested in the outcome of the negotiation.
Which of the following statements is true regarding the use of majority rule in
negotiations?
A) It is a very uncommon method of aggregating preferences.
B) It recognizes the strength of individual preferences.
C) It does not promote integrative tradeoffs among issues.
D) It gives more efficient outcomes than unanimous rule.
Which of the following terms refers to the point at which objective probabilities and
subjective weights coincide?
A) utility point
B) crossover point
C) reference point
D) reservation point
In a negotiation, one party is irritable and obstructive. His counterparty would be using
dispositional attribution if he attributed the first person’s irritability to ________.
A) the duration of the negotiation
B) the weather conditions
C) the stress of the negotiation
D) the person’s character
What is an important characteristic of egalitarian power relationships?
A) Everyone expects to be treated equally.
B) People are divided on the basis of their status in society.
C) Social inferiors cannot challenge high-status members.
D) Social inferiors are expected to defer to social superiors.
At her interview, Amy meets the human resources representative, the team manager and
the department head. They all seem aggressive in their way of speaking and reacting
and she assumes that the company has an aggressive culture and that most other people
from that firm will also be aggressive. Amy’s assumption is based on the ________.
A) gambler’s fallacy
B) anchoring heuristic
C) representativeness heuristic
D) availability heuristic
William works as a sales manager for a company which exports garments. William is
negotiating a sales contract with an international client. He is conducting the
negotiation through e-mails. Which of the following is he more likely to observe?
A) Conflicts are expressed, recognized, and addressed quickly.
B) The negotiations usually reach integrative outcomes.
C) He could quickly clarify his doubts due to frequent feedback.
D) The counterparty adopts an adversarial negotiation style.
Two companies in the research field are considering a partnership. The representatives
of the two parties set the negotiation ball rolling. Under which of the following
circumstances will the negotiators experience cognition-based trust?
A) They agree about economic issues.
B) They know each other socially.
C) They have the same personality type.
D) They are loyal to their companies.
Which of the following situations provides an example of the St. Petersburg paradox?
A) A bond offers high returns, but the public interest in it is low.
B) Employees are interested in increasing productivity, but their efforts are minimal.
C) Managerial productivity is hard to measure, but they get paid more than the others.
D) A company’s profits have increased in a financial year, but it refuses to pay dividend.
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. Which of the
following, if true, could have led to the skepticism between the management and the
laborers?
A) Management decides to change the necessary equipment to provide workers with
better working conditions.
B) Management cites credible reasons for their decision to support the chief production
officer’s decisions.
C) Management seeks clarification from the laborers for the sudden deaths of the
laborers on duty.
D) The labor union leader’s assistant over the past year has earned a reputation of being
untrustworthy.
When does a knowledge-based trust emerge?
A) when a person is successful in modifying another’s beliefs
B) when a person has complete authority over the other person
C) when a person internalizes the other person’s values and beliefs
D) when a person understands the motivations of the other person
According to Ury, Brett, and Goldberg, negotiators who focus on ________ attempt to
learn about the other party’s underlying needs, desires, and concerns.
A) power
B) capabilities
C) interests
D) rights
In which of the following modes of communication are the sender and the receiver
likely to have the least psychological distance between them?
A) e-mail messaging
B) telephone conversations
C) written correspondence
D) face-to-face communication
Negotiators who are in a positive mood ________ than do negative or neutral-mood
negotiators.
A) use fewer cooperative strategies
B) engage in less information exchange
C) generate fewer alternatives
D) use fewer contentious tactics
Gestures that embellish a verbal message are called ________.
A) adaptors
B) predictors
C) illustrators
D) emblems
Which of the following is a situation where the negotiator agrees on an outcome though
there is another outcome that is Pareto-superior?
A) A negotiator selects his preferred outcome though it decreases the utility for the
other party.
B) The negotiator abstains from engaging in discussion with the other parties involved.
C) A negotiator wins over a compromise to obtain a win-win to all the parties involved.
D) The negotiator makes an ineffective bargain resulting in losses to all the parties
involved.