Com 312 ASU

What type of frame is a predisposition towards satisfying a broader set of interests or needs in negotiations?

Aspiration

Establishing credibility through honest and accurate statements is an example of:

Calculus-Based Trust

Referent Power is the same as:

Charismatic Power

Which is not one of the "Big Five" Personality Factors as described in your book?

Cognitive

Compromise and _______ styles are the best for achieving productive conflicts.

Collaborate

1 out of 1 points Hynes writes that high quality decisions only occurred in 19% of the situations with strong worker resistance but in 46% of situations where resistance was weak or nonexistent.

False

A snowball tactic is when a negotiator pretends that an issue of little or no importance to them is quite important.

False

According to Deepak Malhotra, when you see the other party as opponents, you are more likely to identify and implement value-creating solutions to a problem.

False

From the Lecture slides, start with your bottom line when determining your starting offer (or first counteroffer): Fall 2017

False

Gradual, delayed concession are perceived as less valuable than immediate concessions

False

In a survey of new graduates from a Master's Degree program, 27% of female graduates asked for a higher salary rather than accepting the employers initial offer, compared with 57% of male graduates.

False

Outsiders should be excluded from complete briefings—it extends the time for the negotiation unnecessarily.

False

The principle of scarcity suggests that people are harder to influence when they feel that they are obtaining a scarce resource.

False

Typically we think at 600 words per minute.

False

When using multiparty negotiations, it is more effective to avoid disagreeing with any member of the group.

False

Which alternate solution for Integrative Negotiation involves inventing new options that meet all their respective needs?

Finding a bridge solution

Which of the following is not one of the four biases that threaten e-mail negotiations?

Impasse in e-mail negotiations bias is the tendency for the negotiators to disclose personal information through e-mail about themselves and the issues with the other party (no mutual self-disclosure by the out-group party).

When the negotiating parties find more than one issue in conflict and have different priorities for these issues, this is an example of:

Logroll

Minimizing personal self-disclosure is an example of:

Managing Identification-Based Distrust

____is based on an (intermodal) metric of value by which people compare different commodities and calculate exchange and cost/benefit ratios.

Market Pricing

According to Behar, face in indirect-confrontation cultures is a person's social reputation.

True

According to Korda, if the buyer claims that they cannot commit more than a given sum to this purchase, it may be a purely tactical approach rather than a genuine cost reason, particularly if they asked for a preliminary quote 'for information purposes only.'

True

According to Martin Davidson, perceived issue complexity is an assessment of how intricate the issues driving the conflict are.

True

Brainstorning suspends idea criticism, focusing on the rapid generation of ideas.

True

In general, two-sided messages are considered to be more effective than one-sided messages.

True

Negative emotions may lead parties to escalate the conflict.

True

Negotiators in communal-sharing relationships tend to craft better quality agreements compared with those in other kinds of negotiations

True

One of the fundamental dilemmas in negotiation is the degree to which negotiators should trust the other party.

True

One of the most fundamental consequences of increasing the number of parties is that the negotiation situation tends to become less lucid, more complex and in some respects, more demanding..

True

Reactive devaluation is the process of minimizing the magnitude of a concession because the other party made the concession.

True

Research has shown that likeability is less important than other credibility factors.

True

Research suggests that making the first offer is a negotiation is advantageous to the party making the offer.

True

Self-efficacy is a judgment about one's ability to behave effectively in a given situation.

True

Single issue negotiations are more difficult than multiple issue negotiations.

True

Talk little, listen a lot is one of Korda's recommendations for Avoiding Traps from Professional Negotiators.

True

The Delphi technique involves little face-to-face discussion.

True

The implicit assumption underlying research is that individuals who can understand and apply the behavior of successful negotiators will become better negotiators themselves.

True

Voting is NOT recommended by your book as a way to close discussion, as the "losers" will be less committed than "winners" to the implementation of the negotiated outcome.

True

Your textbook says that female negotiators—more than male negotiators—may find themselves trying to juggle the management of others' impressions with the pursuit of good results.

True

Which is NOT a way to "Abandon a Committed Position"?

Use exploding offers

Which of the following would you not likely find the use of an agent in negotiations

When you need to repair a damaged relationship.

When a negotiator says: "Gee that offer was much lower than I expected; perhaps I've misconstrued the value here and should reconsider my goals and tactics" is an example of which cognitive bias in negotiations:

Anchoring and adjustment

"Embedded View of Agency" refers to men tending not to draw strict boundaries between negotiating and other aspects of their relationships with others.

False

Fisher and Davis have identified all but one of the following statements as advice to constituencies on managing agents.

The agent should not be given the discretion to design and develop an effective overall negotiation process.

Which is not one of the five groupings of power from the book?

Third Party

"Surveillance" can bring out gender differences in negotiation.

True

Which style involves trying to make everyone happy, with the goal of maintaining relationships with bosses and co-workers:

Accommodate

Which is the value or figure that you do not want to pay more than in a negotiation?

Botton Line

According to your book, a competitive bargaining situation is also called:

Distributive Bargaining Situation

Which of the following statements about source credibility is true?

People appear more or less credible because of their "presence."

Which is not described as an effective strategy to use during an multiparty negotiation

Social Complexity

What are the most dominant contributors to breakdowns and failures in negotiation?

failures and distortions in perception, cognition, and communication

Bedfellows are parties with whom a negotiator has :

high agreement and low trust.

In what way can resources be used in negotiation?

in exchange and pressure tactics

Adversaries can be described as:

negotiators who are low in agreement and low in trust.

Self monitoring:

refers to the extent to which people are responsive to the social cues that come from the social environment.

In which of the following examples is the communication model listed in the correct order?

sender encodes the message, message is transmitted, receiver decodes the message, receiver provides feedback to the sender

The recency effect:

states the tendency for the last item presented to be the best remembered.

Encoding can be defined as:

the process by which messages are put into symbolic form