Majority rule hinders the development of mutually beneficial trade-offs.
The observed reluctance to pay to play a game, despite its objective attractiveness, is
known as the St. Petersburg paradox.
Expected utility theory is a theory of choices made by an individual actor.
Common-identity groups are composed of members who are attracted to particular
members in the group.
Negotiators who mimic the mannerisms of the counterparty build trust.
Arbitration may or may not produce a settlement.
The truly effective negotiator is either tough as nails or soft as pudding.
Groups should aim to maximize agreement bias and use sequential bargaining.
Negotiators who are high in both epistemic and cooperative motivation develop greater
trust and reach more integrative agreements than those low in cooperation or low in
epistemic motivation.
According to the expected utility theory, we need to be able to compare everything to
be truly rational.
In some cultures, prolonged eye contact is a sign of dominance or aggression.
________ refers to agreeing on issues before being asked by the other party.
A) Fixed-pie perception
B) Logrolling
C) Unbundling
D) Premature concession
You are negotiating a sales contract with a potential client and get the feeling that you
won’t be able to develop a good rapport with him. You most likely observe that your
potential client ________.
A) is sitting with a forward lean
B) has an open body posture
C) is maintaining steady eye contact
D) is sitting with crossed arms
What implication for negotiation can be seen in the fact that in social events,
Chinese-Americans used more somatic and social words than European-Americans?
A) emotion and inner experience
B) dispositionalism-situationalism
C) cooperation and in-group favoritism
D) social loafing-social striving
What does BATNA mean?
A) Best Alternative To Negate Aggression
B) Bargaining Assets To Negotiate an Agreement
C) Best Alternative To a Negotiated Agreement
D) Begin At The Negotiated Agreement
Alturo Corporation provides IT products and services in five European countries. Its
services include IT infrastructure, maintenance services, and technology-based support
services. In an attempt to explore the Asian market, Alturo considers a joint venture
with CST Corporation, a Chinese company that provides services and products for
computer hardware products. The company initiates negotiations with the executives of
CST Corporation. Which of the following pieces of information, if true, would
construct a symmetric bargaining situation under this circumstance?
A) Alturo Corporation is financially stronger than CST Corporation and is considering
an acquisition also.
B) Alturo Corporation has been experiencing a dip in their sales at home and the
alliance is very crucial for them to better their performance.
C) CST Corporation is expected to benefit more from the joint venture than Alturo
Corporation.
D) CST and Alturo are large corporations in terms of financial strength and both
companies are expected to benefit evenly from the joint venture.
According to Ury, Brett, and Goldberg, negotiators who focus on rights ________.
A) use integrative bargaining strategies and try to expand the bargaining zone
B) apply standards of fairness to negotiation based upon norms
C) attempt to learn about the other party’s underlying needs, desires, and concerns
D) use status, rank, threats, and intimidation to get their way
The ‘sinister attribution error” is the tendency for people to ________.
A) rely too heavily on one trait or piece of information when making decisions
B) attribute malevolent motives to people who represent the out-group
C) view two options as more dissimilar when evaluating them simultaneously than
when evaluating them separately.
D) underestimate task-completion times for a given set of tasks
What does the “time horizon” mean?
A) the amount of time till the negotiation terms will be held valid
B) the amount of time between the proposed terms and the acceptance of terms by the
other party the amount of time
C) the amount of time taken for the negotiation terms to get sanctioned before they are
formally proposed
D) the amount of time between negotiations and the realization of negotiated
agreements
The best way to avoid making unilateral concessions is to ________.
A) use the peripheral route to persuasion
B) reveal your reservation point during the negotiation
C) make the opening offer so that it becomes the anchoring point
D) generate several options to present to the other party
A positional negotiator is one who ________.
A) is under pressure to clinch the offer and consequently accepts the offer despite better
alternatives
B) sets a low target point and is immediately granted the offer
C) selectively seeks information that confirms what he or she believes to be true
D) sets the target point too high and refuses to make any concessions
What are the four kinds of negotiation traps?
A) agreement bias, loser’s curse, walking away from the table, Dutch auction situation
B) winner’s curse, Dutch auction situation, win-lose situation, disagreement bias
C) walking away from the table, disagreement bias, loser’s curse, lose-lose negotiation
D) lose-lose negotiation, winner’s curse, agreement bias, walking away from the table
The ________ states that the derivation of group preference from individual preference
is indeterminate.
A) anchoring bias
B) impossibility theorem
C) Condorcet paradox
D) bandwagon effect
Which of the following represents the characteristics of presettlement settlements
(PreSS)?
A) informal, long-term and partial
B) unilateral, long term and formal
C) formal, initial and partial
D) formal, complete and unilateral