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Robert is negotiating a sales contract for selling transformers that are manufactured by
his company. He prefers to maximize the difference between his profit and that of the
other party. Based on this information, identify Robert's motivational orientation.
A) individualistic
B) competitive
C) cooperative
D) altruistic
Which of the following is a secondary status characteristic?
A) a person's rank within an organization
B) the number of supervisors in that person's unit
C) a person's ethnicity
D) a person's various titles and degrees
According to the negotiation myth of fixed-pie, ________.
A) what is settled for must be achieved by hook or by crook
B) the party with a distinct advantage can throw its weight around
C) the very fact that causes one to lose ground causes the other to gain ground
D) negotiators are born and cannot be made
Negotiators tend to ________.
A) correctly predict the consequences of final deadlines in negotiation
B) incorrectly predict the consequences of final deadlines in negotiation
C) focus on deadlines' effect on others more than themselves
D) avoid focusing on deadlines' effect on themselves
In a multistep negotiation procedure, ________.
A) negotiations are carried out using the rights-based approach
B) the focus of negotiation is expanding the pie
C) an unresolved dispute moves to a higher level in the organizational hierarchy
D) the negotiators use various distributive bargaining strategies for dividing the
resources
Which of the following, according to Nash's theorem, is a property of the unique
solution obtained?
A) Unique point maximizes the geometric average of the gains available to people as
measured against their reservation points.
B) The agreement point, u, of a negotiation will not satisfy the independence of
irrelevant alternatives axiom.
C) The bargaining process might yield outcomes that both people find less desirable
than some other feasible outcome.
D) The Pareto-optimality and symmetry axioms are not used to define the agreement
points of a symmetrical game.
Message tuning refers to ________.
A) how the communication media is altered to prevent the interference of noise
B) the process of decoding the message at the receiver's end
C) how senders tailor messages for specific recipients
D) the process of generating feedback for the message
Which of the following refers to functional fixedness?
A) concentrating on a fixed, predetermined goal
B) adjusting functions to arrive at a particular solution
C) finding alternative solutions to a problem
D) adopting a fixed approach to solve a problem
In which of the following situations is a negotiator least likely to lie?
A) when the situation is purely distributive
B) when there is no potential for a long term relationship
C) when he dislikes the other party
D) when the other party has more power
According to the ________, one alternative leads another if it is strictly better on at
least one dimension and at least as good on all others.
A) expectation principle
B) regressiveness principle
C) dominance principle
D) symmetry principle
After an argument with her colleague, Sara recounted the incident to her friend, saying,
"She's getting more hostile by the day. She always takes offence at the slightest thing."
Her friend reminded her that the colleague had been unwell recently and was still taking
medication, which probably accounted for her irritability. In this case, Sara's behavior
can be explained by the ________.
A) sinister attribution bias
B) impact bias
C) group attribution error
D) outgroup homogeneity
William and Ben are negotiating a maintenance contract. To maximize his slice of the
pie, William should ensure that the settlement is as close to ________ as possible.
A) Ben's reservation point
B) his own reservation point
C) Ben's target point
D) the central point in the bargaining zone
In which of the following situations will a deep-level knowledge transfer be applicable
between cases in different contexts?
A) The cases are completely different.
B) The cases are superficially similar.
C) The cases have similar structural features.
D) The cases have different superficial features.
Which of the following is a type of dispute resolution procedure?
A) directive adjudication
B) bargaining
C) principle adjudication
D) egalitarianism
What is inquisitorial adjudication?
A) Disputants retain full control over the discussion process and settlement outcome.
B) A judge makes a binding settlement decision, but disputants retain control of the
process.
C) Disputants yield to a third party control over both the process and the final decision.
D) Disputants retain control over the final decision, but a third party guides the process.
While finalizing the deal, the negotiators end up making big concessions that leave one
of them with a paltry share of the bargaining pie. What situation is being referred to
here?
A) the winner's curse
B) the win-lose situation
C) the no-win situation
D) the Dutch auction situation
The phenomenon known as "choking" occurs when ________.
A) a person strives to reach the flow experience and fails
B) a person feels his or her abilities match the opportunities for action
C) the person's skills outweigh the challenges of the experience
D) the challenges of the experience are too great for a person's skill
Does globalization present a challenge in negotiation?
A) No, it does not as globalization has eliminated the challenges pertaining to norms of
communication while conducting negotiations.
B) Yes, it does as there can be challenges pertaining to norms of communication while
conducting negotiations.
C) Yes, it does as most managers are not required to effectively cross cultural
boundaries to do their jobs.
D) No, as most negotiators have developed a bargaining style that works only within a
narrow subset of the business world.
