Nonverbal sensitivity is correlated with intelligence.
Tacit negotiations are characterized by binding contract.
Many people’s BATNAs are uncertain because potential alternatives arrive sequentially.
Experience improves our confidence and accuracy.
Third parties should not let the desperation of the negotiators narrow their own view of
the possibilities for integrative agreement.
Negotiators should always use premature concessions to gain the other party’s trust.
Which of the following terms refers to a two-person dilemma?
A) environmental dilemma
B) tacit dilemma
C) prisoner’s dilemma
D) explicit dilemma
Which of the following statements comes closest to defining negotiation?
A) Negotiation is a process of assessing the correctness of a decision or a plan.
B) Negotiation is a means of interchanging thoughts, opinions, and information.
C) Negotiation is a means of achieving one’s objectives through interpersonal
relationships.
D) Negotiation is the process of distorting something so it appears to be something
entirely different.
In a negotiation, the issue mix ________.
A) occurs when one negotiator misunderstands the other
B) occurs when negotiators’ preference strengths coincide
C) is the conflict between negotiators’ desires
D) is the union of both parties’ considerations
Jessica is facing a prisoner’s dilemma and she decides to use the tit-for-tat strategy.
Which of the following statements is true regarding the outcome?
A) Jessica will always earn less than her opponent.
B) The most Jessica will earn is as much as her opponent.
C) Jessica will always earn more than her opponent.
D) Jessica will defect on the first trial
You are interested in buying a second-hand car. When the agent asks if you are ready to
buy a car, you say yes immediately because it does not obligate you to buy a particular
car. However, powerful psychological commitment processes begin to operate once you
acknowledge yourself to be a “buyer.” Which of the following concepts validates this
response?
A) the framing effect
B) the consistency principle
C) the anchoring bias
D) the psychological contrast effect
Which of the following indicators is reliably associated with deception?
A) speech rate
B) pitch
C) repetitions
D) number of words
The negotiators of ApriCots Inc. and Fortywinks Co. are deep in negotiations. Though
each company has its own perspectives, the talks have been smooth sailing so far.
Which of the following could act as a bottleneck in reaching win-win agreements?
A) mirroring
B) logrolling
C) substantiation
D) unbundling
The door-in-the face technique is also called ________ tactic.
A) reactance
B) foot-in-the-door
C) that’s-not-all
D) rejection-then-retreat
What is meant by satisficing?
A) setting high aspirations and attempting to achieve as much as possible
B) achieving the same as what one had settled for
C) achieving effectively the same but getting something entirely different from what
one had settled for
D) settling for something less than what one could otherwise have
Ahead of the negotiation process, one of the negotiating parties invites the other to
dinner. The offer is difficult to decline as the reservations have already been made.
Though this may not do much by way of influencing the negotiation outcome, the other
party too decides to return the favor. Which of the following best explains the reasons
for the other party’s behavior?
A) the mere exposure effect
B) the reciprocity principle
C) the similarity effect
D) the propinquity effect
Reactive devaluation negotiation behavior is exhibited by negotiators who ________.
A) know what the target is and are willing to make a few minor compromises
B) do not know what the target is and make major compromises
C) know what the target is but end up paying far more than deemed necessary
D) do not know what the target is but do not want what is being offered
The research department at a university has developed a revolutionary new drug that it
wants to mass-produce. Unfortunately, late in the research process, it discovers that one
of the primary processes used in synthesizing the drug has been patented by ChemTex.
The university enters into negotiations in order to secure the rights to use the
technology. Which of the following, if true, would prevent ChemTex from using the
haggling and game-playing models of negotiation?
A) The revenue obtained from the product is likely to be significant.
B) The university does not have the resources to produce the drug.
C) ChemTex is struggling financially and is lagging behind its rivals.
D) ChemTex is weak in the research and development of new drugs.
Particularism describes the utility of a resource depending on ________.
A) how tangible it is
B) who the recipient is
C) how often it is provided
D) who is providing it
Most friendships are built on ________.
A) operator norms
B) exchange norms
C) uniform norms
D) communal norms
The ________ negotiator wants what the other party does not want to give’“and does
not want what the other party is willing to offer.
A) overaspiring
B) grass-is-greener
C) egocentric
D) underaspiring