What is separation?
A) Separation occurs when a group neither maintains its own culture nor contact with
the other culture.
B) Separation occurs when a group maintains both its culture and contact with the other
culture.
C) Separation occurs when a group does not maintain its culture, but maintains contact
with the other culture.
D) Separation occurs when a group maintains its culture, but does not maintain contact
with the other culture.
The goals of this strategy are to increase communication and reciprocity between
groups while reducing mistrust, thereby allowing for deescalation of hostility and
creation of a greater array of possible outcomes. Identify the strategy in the discussion.
A) GRIT model
B) blue ocean strategy
C) porter’s diamond model
D) delphi technique
Which of the following refers to the process of incubation?
A) The negotiators create a new alternative that meets parties’ underlying interests.
B) The negotiators align the issues in such a way that permits the issues to be negotiated
independently and, ideally, traded off.
C) The negotiating teams agree to take a break and convene the next day to iron out a
solution to their problem.
D) The rival negotiating teams each make one concession in return for securing
approval for a contract.
According to Shell, if you are a(n) ________ negotiator, you need to become more
assertive, confident, and prudent in negotiations to be more effective at pie-expanding
and pie-slicing.
A) individualistic
B) cooperative
C) aggressive
D) competitive
Which of the following statements describes the principle of diminishing marginal
utility?
A) Constant additions to monetary amounts result in less and less increased utility.
B) Trivial or marginal prizes offered in a gamble reduce its monetary value.
C) Total utility increases proportionally with every additional gamble played.
D) The value of a gamble diminishes as more and more people become interested in it.
Richard Shell has identified helpful strategies and tips designed for cooperative
negotiators and competitive negotiators. Which of the following is one of the seven
tools designed for the overly cooperative negotiator?
A) being scrupulously reliable
B) asking more questions than you think you should
C) bargaining on behalf of someone or something else, not yourself
D) thinking about pie-expansion, not just pie-slicing
Which of the following statements is true regarding a bargaining zone?
A) The negative bargaining zone indicates that there is no positive overlap between the
parties’ target points.
B) The bargaining zone is the range between the negotiators’ target points.
C) The final settlement of a negotiation will fall somewhere below the seller’s
reservation point and above the buyer’s target point.
D) In a positive bargaining zone, negotiators’ reservation points overlap.
To the extent that the across-the-table relationship among agents is strong, the
likelihood of agreement is greater and settlements occur ________.
A) in the middle of the bargaining zone
B) near the reservation point of the other party
C) near your target point
D) near the target point of the other party
People with high network power who fill a unique spot within the organizational
network by bringing together people, knowledge, and information that would not
otherwise be brought together, are called ________.
A) capitalists
B) innovators
C) boundary spanners
D) laggards
The mere contact strategy is based on the principle that greater contact among members
of diverse groups ________.
A) reduces intergroup prejudice when participants are not of equal status
B) limits the need for social and institutional support
C) increases cooperation among group members
D) results in the out-group homogeneity bias
The tit-for-tat strategy is successful in maximizing the overall long-term gains because
________.
A) it uses forecasting methods to predict the opponent’s actions
B) it widens the bargaining zone
C) it induces cooperation from its opponent
D) it defects on the first trial