You are interviewing a candidate for the post of customer service executive. During the
interview you observe how the candidate speaks, particularly his pauses, intonation, and
fluency. You are evaluating the candidate on the parameter of ________.
A) posture
B) paralinguistic cues
C) gesture
D) facial expression
Which of the following is a component of retirement benefits?
A) stock/equity interest
B) wellness programs
C) 401k
D) bonuses
In general, people behave more competitively (in a self-interested fashion) in social
dilemmas when compared to prisoner’s dilemmas. Which of the following statements, if
true, will weaken this argument?
A) Social dilemmas provideanonymity.
B) In the case of social dilemma, it is easy to alter and reinforce behaviors of others.
C) Social dilemmas are riskierthan prisoner’s dilemmas.
D) In the case of a social dilemma the costs of defection are spread out, rather than
concentrated upon one person.
Which of the following refers to sticky ties?
A) relations that are guided by people’s need for acceptance as well as achievement
B) relations that are driven by people’s need for independence and identity
C) relations that form due to ingrained habits of prolonged interaction
D) relations that are guided by a need for achievement
Secondary status characteristics are also called ________ characteristics.
A) pseudostatus
B) implied
C) perceived
D) apparent
The first offer that ________ acts as a powerful anchor point in negotiation.
A) creates the focusing effect
B) falls within the bargaining zone
C) creates the chilling effect
D) sets low aspirations
What do you understand by the term “focal point”?
A) the target of the negotiator who suffers from confirmation bias
B) the target points of the negotiator that he or she must focus on solely
C) the target of the negotiator who is egocentric
D) the target of the negotiator who fails to prepare a reservation point
At the negotiating table, Leo and David take opposite viewpoints of the matter in
discussion. Leo takes offence at David’s comments because he views any opposition as
an ego threat. It is safe to assume that Leo is a(n) ________ negotiator.
A) cynical
B) accommodating
C) positional
D) intuitive
Robert and Jaden are facing a prisoner’s dilemma. According to the principle of
dominance detection, a dominant strategy for Robert results in ________.
A) a poor outcome for Robert no matter what Jaden does
B) a better outcome for Robert no matter what Jaden does
C) a poor outcome for Robert only when Jaden behaves in a particular way
D) a better outcome for Robert only when Jaden behaves in a particular way
James and Patrick are negotiating a contract. During the negotiation, James begins to
feel that he cannot trust Patrick. Which of the following nonverbal behaviors, if
displayed by Patrick, will strengthen James’s belief?
A) direct speech
B) lack of eye contact
C) open gestures and behavior
D) forward leaning body posture
In the case of ________, instead of competing for scarce resources (like the right to
pollute), companies purchase the rights to pollute or to use scarce resources.
A) regulation
B) privatization
C) tradable environmental allowance arrangements
D) participative management
Negotiators are advised to adopt ________ as a method of building trust with the
counterparty.
A) ridicule
B) mimicry
C) derision
D) defiance
What is a mental model, with reference to negotiation?
A) a theory about how inherent factors guide an individual to respond in a particular
way
B) a theory of how changes in surroundings can effect change in behavioral traits
C) a subjective theory of what causes a person to behave in a certain way
D) an individualized theory about behaviors and their corresponding outcomes
Which of the following best describes the mere exposure effect?
A) the phenomenon by which individual performance decreases as the number of
people in the group increases
B) the phenomenon by which conflicts subside when people have time apart
C) the phenomenon by which hostility between parties is defused through frequent
meetings
D) the phenomenon that makes people seek scapegoats even when they are themselves
are at fault
Why do negotiators avoid revealing their deadlines?
A) because they think that it will not have any impact on the negotiations
B) because they think that the other party cannot take advantage of the situation
C) because they think that it will be construed as a strategic weakness
D) because they think that they can concede at their convenience
Which of the following is true for the economic models of negotiation?
A) The maximization of wealth and profit is the sole consideration of these models.
B) Personal relationships between the parties are not a factor in decisions.
C) They focus on maximizing utility, which includes considerations such as security or
peace of mind.
D) These models consider values or properties that are tangible and measurable.
In which of the following cases is a settlement along the Pareto-optimal frontier
impossible?
A) The negotiation is a fixed-sum negotiation.
B) Both parties are willing to make concessions.
C) The sum of one outcome is greater than the other.
D) Both parties are willing to trade off certain points.
Which of the following is an advantage of e-negotiations?
A) E-negotiations reach more integrative outcomes than face-to-face negotiations.
B) As compared to face-to-face negotiations, e-negotiations result in increased overall
satisfaction for both the parties.
C) During e-negotiations power and status differences are minimized.
D) E-negotiators are less likely to suspect the other party of lying or deceiving them,
relative to negotiators interacting face-to-face.
Which of the following should you avoid in order to ensure a successful negotiation?
A) using the availability heuristic to solve problems
B) dividing negotiation issues into solvable parts
C) making concessions to the other party
D) cost cutting to reduce the other party’s costs