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Which of the following types of comparisons is most likely to inspire people to greater
achievement?
A) upward comparison
B) horizontal comparison
C) downward comparison
D) lateral comparison
According to the text, it is important to stop negotiating when ________.
A) the other side is highly enthusiastic about negotiations
B) a rival offer comes up with better terms
C) the employer extends an exploding offer
D) reciprocal concessions are becoming miniscule
Which of the following is an implication for the conduct of negotiation included in
individualism-collectivism?
A) outcast favoritism
B) social gathering
C) social networks
D) positionalism
During a multiparty negotiation, the negotiators involved in the negotiation are not able
to take a decision. To break the stalemate, they opt for sequential voting. One of the
negotiators, Ted, arranges to have his preferred alternatives entered during the later
stages of the sequential voting process because he knows that the alternatives that are
proposed later, as opposed to earlier, are more likely to survive sequential voting.
Which of the following concepts is Ted using?
A) the impossibility theorem
B) the Condorcet paradox
C) the curse of knowledge
D) the framing effect
What is the key to successful negotiation?
A) motivation
B) compromise
C) preparation
D) capitulation
Which of the following is an instance of the application of the needs-based rule?
A) the U.S. legal system
B) the U.S. welfare system
C) the freemarket system
D) the two-party system
During a negotiation meeting, you notice an inconsistency in the information provided
by the opponent. In such a situation, which of the following methods is most likely to
be effective in detecting deception?
A) look for microexpressions
B) enrich the mode of communication
C) ask for evidence
D) look for change in the tone of voice
Negotiators can capitalize on the reciprocity principle by ________.
A) both parties keeping high aspiration points
B) both parties sharing information about their interests
C) both parties keeping low aspiration points
D) both parties hiding their reservation points
Which of the following statements is true regarding tacit negotiations?
A) In tacit negotiations, outcomes of negotiators are independent of each other.
B) In tacit negotiations, all the negotiators unanimously take one decision and then
implement the same.
C) The Kyoto Protocol is an example of a tacit negotiation.
D) In tacit negotiations, people seek to reach mutual agreement via binding contract.
Which of the following is the greatest advantage of arbitration as a method of dispute
resolution?
A) Arbitration absolves the arbitrator of any blame if the results are not to the liking of
either party.
B) Arbitration does not require the parties to call witnesses and offer supporting
evidence for their respective positions.
C) Arbitration always produces a definite solution or settlement to any kind of dispute.
D) Arbitration curbs the tendency of disputants to ask for very extreme settlements.
The negotiators of a company use a "tough" style of negotiation in the hope that the
other party will capitulate. The negotiators of the company can be said to exhibit the
myth that ________.
A) negotiators end up settling for too little or too much
B) aggressive negotiators have a history of successful deals
C) negotiators consider whatever good as bad for the other party
D) good negotiators take grave risks
The distinction between explicit and tacit negotiation situations was first articulated by
________, who referred to one branch of negotiations as "cooperative games" and the
other as "noncooperative games."
A) Abraham Maslow
B) Douglas McGregor
C) Frederick Herzberg
D) John Nash
Bonet Inc. and Madison & Co. are on the verge of beginning negotiation talks with
regard to a tentative merger. However, the management of both companies can't agree
on the kind of manufacturing technology to be employed once the companies merge. As
neither wants to forgo the merger, the intermediaries decide to chalk out a presettlement
settlement (PreSS). Which of the following conditions must be satisfied in order for the
settlement to hold good?
A) The PreSS must occur after the negotiations and should be designed to be replaced
by a long-term agreement.
B) The PreSS should occur in advance of the parties undertaking full-scale negotiations
and is designed to be replaced by a long-term agreement.
C) The PreSS must occur in advance of the parties' undertaking full-scale negotiations
and cannot be replaced by a long-term agreement.
D) The PreSS must occur after full-scale negotiations and negotiators must agree to
explore other options with the goal of finding another that both prefer.
Which of the following is an example of defensive behavior by a disputing party in a
mediation process?
A) insisting on holding mediation talks at a place of their choosing
B) attempting to replace a mediator with one who is more likely to favor them
C) bribing a mediator to act favorably toward them
D) objecting to the counterparty's wishes to reschedule mediation talks
Kim is undergoing training to improve her negotiating skills and her BATNA. Kim is
dynamic and hardworking; she is also prone to being unrealistically optimistic about
most negotiations. What
conclusion about BATNA can we draw from Kim's example?
A) Negotiators should constantly attempt to improve their BATNAs.
B) Your BATNA should not change as a result of the other party's persuasion
techniques.
C) A BATNA is not something that a negotiator wishes for; rather, it is determined by
objective reality.
D) Many negotiators are reluctant to recognize their BATNAs and confuse them with
their aspiration point.
The multiple-offer strategy is based on the strategy of ________, meaning that a
negotiator can deduce what the other party's true interests are and where the joint gains
are.
A) relational accommodation
B) inductive reasoning
C) substantiation
D) logrolling
