Negotiators who communicate face-to-face are less likely to reach deals and avoid
impasses than are e-negotiators.
The union of both parties’ issues forms the issue mix of the negotiation.
In contrast to structural strategies, psychological strategies are inexpensive.
With reference to motivational orientations, cooperation represents a midpoint between
altruism and aggression.
It is generally observed that people are more likely to engage in counter-normative
social behavior when interacting via e-mail. Which of the following statements, if true,
would most likely weaken this argument?
A) When interacting via e-mail, people often misattribute the behavior of others to their
underlying character traits while ignoring the influence of temporary, situational factors.
B) In the case of e-mail communication, both visual anonymity and remote distance
inhibit the activation of the continuation norm.
C) While writing e-mails, people pay more attention to the style of the message rather
than to the content of the message.
D) While communicating with e-mails, people tend to attribute malevolent motives to
people they don’t know or who represent the out-group.
The temporal synchrony bias is the tendency for negotiators to ________.
A) view two options as more dissimilar when evaluating them simultaneously than
when evaluating them separately
B) have a stronger preference for more immediate payoffs relative to later payoffs
C) overestimate one’s degree of influence over other external events
D) behave as if they are communicating at the same time when in fact they are not
Which of the following best describes a false conflict?
A) A conflict that involves people who are interested in solving a problem and are
willing to listen to each other. Such conflicts are constructive, support the company’s
goals, and improve performance.
B) A conflict in which one person’s opinions, ideas, or beliefs are incompatible with
those of another, and the two seek to reach an agreement of opinion.
C) A conflict in which people vie for limited resources but only one party is successful.
D) A conflict in which people believe that their interests stand at odds with the other
party’s interests, when, in fact, they don’t.
A restaurant setting up shop in a new city wants to obtain fresh produce directly from
the farms around the city. Though buying directly from the farms is often more
expensive than buying from their suppliers, the restaurant’s negotiators are confident of
securing a mutually acceptable price list. Which of the following situations will most
likely promote the development of integrative agreements?
A) The restaurant wants to ensure that it gets a variety of produce.
B) Established restaurants also obtain supplies from the farmers.
C) The farmers expect that it will be a long-term relationship.
D) The restaurant wants to balance the price and quality of produce.
What does the agreement bias refer to?
A) agreeing to something desirable
B) agreeing to all offered conditions
C) agreeing to something worse than the alternative
D) agreeing to nothing
When disputants in conflict have asymmetrical conflict perceptions, ________.
A) they are more likely to view the mediator as biased
B) they are more likely to recommend mediation to their coworkers
C) they tend to be more satisfied with the outcome of the mediation process
D) they are more likely to arrive at a Pareto-optimal win-win agreement
Which of the following statements is true regarding nonverbal communication skills of
men and women?
A) As compared to men, women are more skilled in terms of nonverbal expression, but
are not better at detecting deception.
B) As compared to women, men are better at detecting feelings but are not necessarily
better at detecting deception.
C) In terms of nonverbal reception, women are better than men at recognizing covert
messages, such as discrepant or deceptive communication.
D) As compared to men, women are less skilled in terms of nonverbal expression.
A person’s ________ is a primary status characteristic.
A) age
B) ethnicity
C) rank within an organization
D) cultural background
In the context of a multiparty negotiation, a(n) ________ is a (sub) group of two or
more individuals who join together in using their resources to affect the outcome of a
decision in a mixed-motive situation involving at least three parties.
A) coalition
B) quality circle
C) association
D) union
Compared to truth-tellers, liars ________.
A) use less cognitive complexity
B) use more self-references
C) use fewer negative-emotion words
D) use more other-references
According to the social proof principle, ________.
A) we tend to search for or interpret information in a way that confirms our
preconceptions
B) we have a tendency to reject new evidence that contradicts an established paradigm
C) we tend to overestimate the likelihood of negative things happening to us
D) we look to the behavior of others to determine what is desirable, appropriate, and
correct
Reaching a level 2 agreement, in which negotiators create value with respect to a given
negotiated outcome by finding another outcome that all prefer, implies that ________.
A) the bargaining situation is not purely fixed-sum
B) the level 1 agreement was a failure
C) the parties’ reservation points have not been reached
D) a level 3 integrative agreement is not possible
Which of the following refers to the set of outcomes corresponding to the entire set of
agreements that leaves no portion of the total amount of resources unallocated?
A) Pareto-efficient frontier
B) the Nash solution
C) the uniqueness axiom
D) the symmetric bargaining principle
Which of the following statements depicts the regressiveness principle?
A) Adding two probabilities, p1 and p2, should yield a probability p3 = p1 + p2.
B) The utility function of an individual should be either convex or concave.
C) Extreme values of a quantity do not deviate very much from the average value of
that quantity.
D) Except for guaranteed or impossible events, weights for complementary events do
not sum to 1.
What is the Quality of Communication Experience, or QCE?
A) an index that measures the extent to which negotiators engage in integrative
behaviors
B) an index that measures the nature and quality of intra- and intercultural
communications
C) an index that predicts the extent to which negotiators engage in integrative behaviors
and maximize joint profit
D) an index that measures how fast negotiators adapt to new cultural environments
Two-thirds of MBA students rank their decision-making abilities as above average.
What are they said to exhibit?
A) selfishness
B) egomania
C) self-serving tendencies
D) egocentrism