If you have not yet been offered the job but sense that the employer wants to find out
what you desire in a job offer, it is advisable to talk about salary or specific terms.
Physically attractive people are more effective in getting what they want than are less
physically attractive people, independent of their actual skills.
During a negotiation, you should only walk away from the bargaining table if your
BATNA is more attractive than the counterparty’s offer.
The winner’s curse is attributed to an underaspiring negotiator.
CEOs overly attribute their influence when deals are successful and this trait often leads
CEOs to make more deals that are successful.
The exaggeration of conflict bias occurs when parties on both sides of a conflict view
an even-handed media report to be partial to the other side.
According to the regressiveness principle, extreme values of some quantity deviate to a
large extent from the average value of that quantity.
In a negotiation, the person who stands to gain the most by changing the other faction’s
mind should be the most persuasive.
Illusory correlation is the tendency of people to continue to believe that something is
true even when it is revealed to be false or has been disproved.
A focal point is the pivot for successful negotiations.
Rational models serve a diagnostic purpose to negotiators.
The rational pursuit of self-interest is detrimental to collective welfare.
Conventional arbitration is more effective than the arb-med method.
________ rationality focuses on how people make independent decisions.
A) Game theoretic
B) Probabilistic
C) Virtual
D) Individual
What makes it necessary for people to renegotiate their existence in organizations
throughout their careers?
A) the static nature of business
B) hierarchical decision making
C) the existence of centralized business structures
D) the dynamic nature of business
A(n) ________ negotiator prefers to maximize his or her own gain and is indifferent to
how much the other person is getting.
A) cooperative
B) competitive
C) altruistic
D) individualistic
Which of the following increases the likelihood of information pooling within a team?
A) The conformity pressure within the team is high.
B) The team members share a relationship outside the team.
C) The group is common-identity rather than common-bond.
D) The group comprises people from very different backgrounds.
Anne is offered a lucrative offer from Katapult Inc. which she is unwilling to give up.
The only downside to the offer is that she will be required to travel, which conflicts
with her desire to spend time with her family. She tries to negotiate with management
so that they make concessions for her. Which of the following satisfies the condition for
Anne to reach a win-win agreement with management?
A) Both parties have the same interests and preferences across all the negotiation
issues.
B) Both parties adopt an inflexible approach with regard to their terms and conditions.
C) Both parties have different strengths of preference across negotiation issues.
D) Both parties are strictly cautioned not to make side deals or side payments.
What are the visible characteristics of a culture?
A) values and beliefs
B) ethics and norms
C) behaviors and artifacts
D) assumptions and morals
Which of the following is an unethical traditional competitive bargaining behavior?
A) using a rights-based approach during the negotiation
B) making very high or low opening offers
C) making your opening offer your final offer
D) giving out false information about your reservation point
You are negotiating a sales contract for your company. During the negotiation, your
opponent asks for a very large concession or favor from you which you are most likely
to refuse. When you refuse the request, the negotiator makes a much smaller request,
which is the option he or she wanted all along. Which of the following techniques of
negotiation is being used by your opponent?
A) sweetening the deal technique
B) foot-in-the-door
C) door-in-the-face technique
D) reactance
Three weeks into the 2010 BP Deepwater Horizon oil disaster, the former chief
executive of BP, Tony Hayward, downplayed the looming environmental disaster
despite mounting evidence to the contrary. Hayward claimed the spill in Gulf of Mexico
was “relatively tiny” compared with the “very big ocean.” This is an example of a(n)
________.
A) personal bias
B) analysis bias
C) confirmation bias
D) experience bias
What happens at level 1 of integrative agreements in the pyramid model?
A) Agreements remain at the “no agreement” level.
B) Negotiators are apt to make large concessions.
C) Negotiators manipulate the others’ negotiation points.
D) Agreements exceed parties’ reservation points.
Explain the criteria under which contingency contracts are effective.
Can egocentrism be considered the same as self-reinforcing incompetence? Why or
why not?