MKT 353 Exam 2

Which of the following is true of the tactic of responding in kind used by negotiators to deal with the other party's use of deceptive tactics?

It is best considered as a last-resort strategy.

Which of the following is true of the use of deceptive tactics in a negotiation process?

It is hard for a negotiator to mend his or her image after having been caught using such tactics.

Which of the following is true of the offer-counteroffer process in negotiation?

It is interactive and constantly changing.

Identify a rationalization that is used by negotiators to justify the use of a deceptive tactic in a negotiation.

It is just or suitable to the scenario at hand.

Identify a true statement about email communication in negotiations.

It leads to decreased power disparities between negotiators.

Identify an attribute of reframing in negotiation.

It may be done deliberately by a party.

Identify the true statements about the offer-counteroffer process in negotiation. (Select all that apply.)

It regularly changes the criteria of the negotiation. It is subject to circumstantial and environmental constraints.

Identify a feature of active listening in negotiations.

It should be used to accurately understand the other party's stand in a negotiation.

Which of the following rationalizations is commonly used by negotiators to justify lying in a negotiation?

It was done for humanitarian purposes.

True or false: Individuals tend to assume that their personal beliefs are based on credible information, while opposing beliefs are based on misinformation.

True Reason: This is true. Individuals tend to assume that their personal beliefs are based on credible information, while opposing beliefs are based on misinformation.

True or false: Negotiators will avoid deception when there are other ways to achieve their goals.

True Reason: This is true. Negotiators are more likely to use deceptive tactics to achieve their goals but will avoid being deceptive when there are other ways to get there.

True or false: Negotiators commonly justify lying about their true intentions or deceiving the other party in a negotiation by stating that they feel cheated by the "system."

True Reason: This is true. Negotiators commonly justify lying about their true intentions or deceiving the other party in a negotiation by stating that they feel cheated by the "system." The system commonly refers to the government or any source of authority.

True or false: Negotiators who are coached to implement a positive emotional tone are more likely to reach agreements that incorporate a future business relationship between the parties in a negotiation compared to those implementing a negative or neutral emotional strategy.

True Reason: This is true. Negotiators who are coached to implement a positive emotional tone are more likely to reach agreements that incorporate a future business relationship between the parties in a negotiation compared to those implementing a negative or neutral emotional strategy.

True or false: Negative emotions experienced during a negotiation are typically based in dejection or agitation.

True True or false: Negative emotions experienced during a negotiation are typically based in dejection or agitation.

An attribute of selective perception is that _____.

an individual's preferences influence selective perception

In a negotiation, the "targets" of a deceptive negotiation tactic _____.

are likely to seek retribution against the deceitful negotiator

Negotiators who lie about common-value issues are guilty of misrepresentation by _____.

commission

Both the parties involved in a negotiation are seeking the same outcome on an issue and therefore, misrepresent their interests on it. This is known as a _____ issue.

common-value

The first step in the analytical process for the resolution of moral problems is to _____.

develop a thorough comprehension of the moral dilemma at hand

Irrational escalation of commitment impedes the performance of negotiators by increasing their tendency to _____.

disregard any data or information that undermines their position

During a negotiation, negative emotions result when negotiators are _____.

dissatisfied with the progress of the negotiation process

Negotiators can justify lying in a negotiation if it _____.

does not have adverse effects

When a victim of a deceptive negotiation tactic _____, he or she is likely to show no reaction other than disappointment at having lost the negotiation.

does not realize or know that a deceptive tactic has been used

In negotiations, the law of small numbers applies to the manner in which negotiators _____.

draw inappropriate conclusions based on their personal experience that is limited in time or scope

Research has found that negotiations conducted through written channels are more likely to _____ than negotiations that occur face-to-face or by phone.

end in a stalemate

When a negotiator believes in _____ ethics, he or she determines the rightness of an action by evaluating the pros and cons of the action's consequences.

end-result

The simple act of possessing something seems to induce negotiators to elevate its perceived value, even when its actual value is known. This tendency is known as the _____.

endowment effect

The tendency of negotiators to overvalue something they own or believe they possess is known as the _____.

endowment effect

In a negotiation, manageable questions are characterized by their ability to _____.

equip the other party for more inquiries

The tendency of a negotiator to make decisions that are associated with a failing course of action is known as _____.

escalation of commitment

Negotiators who perceive a negotiation process to be fair tend to _____.

experience a greater amount of positive emotions

In the context of the law of small numbers in negotiation, if negotiators' own experiences are limited in time or scope, the tendency is to _____.

extrapolate previous experiences onto subsequent negotiations

Interacting parties are more likely to develop a personal rapport in _____ communication compared with other channels.

face-to-face

The main purpose of using immoral and deceitful strategies in a negotiation process is to _____.

increase a negotiator's power in the negotiation

In a negotiation, when compared with negative emotions, positive emotions are more likely to _____.

increase the negotiator's confidence and perseverance

Shared cognition and shared identity among negotiators before the negotiation begins lead to a(n) _____ outcome.

integrative

In a negotiation process, perception enables negotiators to _____.

interpret accurately the meaning of what the other party is saying

In a negotiation, making eye contact is a way to show others that one _____.

is listening closely

An aspect of face-to-face communication in negotiation is that _____.

it develops understanding and truthful information sharing between the parties

A consequence of mismatches in frames between negotiating parties is that they _____.

lead to disputes and an air of uncertainty

In order to enhance interpersonal ties in an online negotiation, parties tend to engage in _____ by imitating the other party's use of language, metaphors, jargon, and even emoticons.

linguistic mimicry

An individual receives a message but does not give any feedback to the sender about the accuracy or completeness of reception. This form of listening is known as _____.

passive listening

The process by which individuals connect to their environment is known as _____.

perception

The process of _____ refers to changes to the thrust, tone, and focus of a conversation as the parties engage in it.

reframing

In the context of listening, acknowledgment is a form of listening that involves _____.

responding to indicate the reception of a message

When two negotiating parties have a dispute about _____, formal or informal arbitrators are called to determine whose standards are more appropriate.

rights

The perceptual error that occurs when a perceiver singles out certain information that supports or reinforces a prior belief and filters out information that does not conform to that belief is known as _____.

selective perception

Taking personal credit for favorable outcomes and blaming the conditions of a situation for unfavorable outcomes are examples of the cognitive prejudice known as _____.

self-serving bias

In the context of cognitive biases in negotiations, the error of anchoring causes negotiators to _____.

set standards based on potentially misleading or incorrect data

Which of the following is most likely to be problematic in cross-cultural negotiations?

Negotiators' use of idioms or jargons

Rank the stages through which disputes tend to be transformed, starting from the first stage to the last stage.

1. Naming 2. Blaming 3. Claiming

Which of the following factors is most likely to lead to negative emotions during a negotiation?

A competitive frame of mind

Which of the following communication channels is most likely to have the highest social bandwidth?

A face-to-face interaction

Which of the following factors are more likely to result in positive emotions during a negotiation? (Select all that apply.)

A just process A positive social comparison

Which nonverbal gesture should a negotiator use to encourage the other party to continue to speaking?

A nod of the head

Identify an accurate statement about stereotyping.

A person is usually stereotyped on the basis of one bit of perceptual information.

Identify a tactic that negotiators can use to deal with the other party's use of deceptive tactics.

Abandoning the assertion made by the other party

_____ involves paraphrasing a sender's message in one's own language.

Active listening

Which of the following is a tactic that negotiators can use to deal with the other party's use of deceptive tactics?

Asking a question that compels the other party to tell a direct lie

Which of the following cognitive biases leads negotiators to more readily believe information that can be easily recalled and used to inform or evaluate a decision?

Availability bias

refers to off-task or relationship-focused conversations that are often present in face-to-face negotiations.

Blank 1: Schmoozing

The social standards that are broadly applied to situations to determine what is right or wrong are known as .

Blank 1: ethics

The - effect is a tendency to overestimate the degree of support and consensus that exists for one's own position, opinions, or behaviors.

Blank 1: false Blank 2: consensus

Language operates at the level and the level in negotiations.

Blank 1: logical Blank 2: pragmatic

The ability of a communication channel to carry and convey subtle social and relational cues from a sender to a receiver that go beyond the literal text of a message itself is called .

Blank 1: social Blank 2: bandwidth

How do parties shape frames in a negotiation? (Check all that apply.)

By countering the other party's case By altering their own arguments on the basis of the other party's argument

How can negotiators cure the winner's curse?

By thoroughly preparing well ahead of time to refrain from making an offer that will be accepted easily

How can reactive devaluation be minimized?

By upholding a fair or impartial outlook of the process

Identify the steps that are generally involved in achieving closure in negotiations. (Select all that apply.)

Compromising priorities Trading off across issues with the other party

Which of the following statements is true of frames used in a negotiation?

Dissimilarities in frames between negotiating parties are sources of conflict.

Match the different approaches to ethical reasoning in business and negotiation (in the left column) with the actions most likely taken by a negotiator (in the right column).

End-result ethics: The negotiator does what is necessary to get the most ideal outcome. Duty ethics:The negotiator does what is necessary to get the most ideal outcome.

Match the following terms (in the left column) with their appropriate descriptions in the context of a negotiation (in the right column.)

Ethical: What is deemed appropriate by a standard of moral conduct Practical: What a negotiation can actually make happen in a given Legal: What the law defines as acceptable practice Prudent: What is deemed to be wise on the basis of the efficacy of a tactic

Identify an accurate statement about ethics.

Ethics emerge from philosophies that claim to explain the characteristics of our world.

In the context of the types of explanations that negotiators make to the other party when they need to justify bad news, which of the following types of explanations is most likely used when negotiators explain their viewpoints from a wider perspective?

Explanations of exonerating circumstances

True or false: If a negotiator justifies lying in a negotiation by saying that the tactic was innocuous, the victim always agrees with the negotiator.

False Reason: This is false. If a negotiator justifies lying in a negotiation by saying that the tactic was harmless, the victim may not agree and may have experienced significant harm or costs as a result.

True or false: Negotiations cannot be governed by a set of rules of proper conduct and behavior.

False Reason: This is false. Most social situations, including negotiations, are governed by a set of generally well-understood rules of proper conduct and behavior.

True or false: Negotiators realize that the use of ethically questionable tactics has severe consequences on a negotiator's credibility and they always take this into consideration in the short term.

False Reason: This is false. Negotiators realize that the use of ethically questionable tactics has severe consequences on a negotiator's credibility and they seldom take this into consideration in the short term.

True or false: Research shows us that negotiators prefer to improvise their modes of communication on a constant basis rather than stick with a familiar mode of communication.

False Reason: This is false. Research shows us that negotiators prefer to stick with a familiar mode of communication rather than improvise their modes of communication on a constant basis.

True or false: Mood states are less enduring and more intense than emotion states.

False Reason: This is false. Mood states are more enduring and less intense than emotion states.

In the context of nonverbal communication, which of the following can a negotiator use to indicate strong rejection or disapproval of a communicated message?

Furrow the brow, squeeze eyebrows together, and cross arms

Identify an accurate statement about anchors in a negotiation.

Goals that are set realistically can serve as anchors.

In the context of the distortion of the perceptual process, which of the following occurs when people generalize about a variety of traits based on the knowledge of one trait of an individual?

Halo effects

In the context of a tactic's effectiveness, which of the following is the most likely instance in which a deceptive tactic would be used in the future?

If using the tactic allows a negotiator to get rewarding results that would not be possible if he or she had behaved ethically

What happens when negotiators fail to consider things from the other party's viewpoint?

It allows them to make their thinking about convoluted procedures simpler.

Which of the following is true about asking probing questions that deal with the other party's use of deceptive tactics in a negotiation?

It can disclose information that the other party might otherwise have intentionally concealed.

Identify an accurate statement about the effect of overconfidence on negotiations.

It can lead to negotiators disregarding the validity of the views of others.

Which of the following are true of face-to-face communication in negotiation? (Check all that apply.)

It enhances toughness in negotiation. It helps hard bargainers communicate their tough messages precisely.

Identify an accurate statement about framing in negotiation.

It focuses, constructs, and arranges the world around individuals.

Which of the following is true of information in relation to negotiations?

It has a tremendous amount of bargaining power in negotiations.

Which aspect of the decision-making process involves keeping track of what one expected would occur, guarding against self-serving expectations, and ensuring that one reviews the lessons of a decision for a similar decision in the future?

Learning from feedback

What should a negotiator with an attractive best alternative to a negotiated agreement (BATNA) do in order to receive its full benefits?

Let the other party know in a friendly manner

Which nonverbal gesture should a negotiator use to indicate attention and interest in what the other party is saying?

Making brief eye contact or smiling

Match the categories of marginally ethical negotiating tactics utilized by negotiators (in the left column) with their examples (in the right column).

Misrepresentation to opponent's networks: Damaging the other party's reputation with his or her peers Inappropriate information gathering: Intrusion and spying Bluffing: False threats or promises

Identify the true statements about the consequences of negative emotions on negotiations. (Check all that apply.)

Negative emotions may lead negotiators to intensify the negotiation process. Negative emotions can lead parties to view a negotiation as being cutthroat. Negative emotions can impair a negotiator's ability to evaluate a negotiation effectively.

Which of the following is a factor that affects how frames are shaped during negotiations?

Negotiating parties using secondary concerns to influence the conversation about primary issues

Identify the accurate statements about frames used in a negotiation. (Select all that apply.)

Negotiators are likely to assume specific frames depending on various factors. Specific types of frames may lead to specific types of agreements.

Which of the following is true of the aspects of the negotiation process that lead to negative emotions?

Negotiators are more likely to experience negative emotions when the negotiation ends in impasse.

Which of the following is true of framing in negotiation?

Negotiators can use more than one frame in a negotiation.

Which of the following is true of the differences between negotiators who are risk-averse and negotiators who are risk-seeking?

Negotiators who are risk-seeking are more likely to bide their time for a more desirable offer.

Which of the following statements is true of the consequences of negative emotions on negotiations?

Not all negative emotions have the same consequence on negotiations.

According to the research study conducted by Tony Simons on the linguistic patterns of communication in negotiation, which of the following parties is most likely to achieve integrative solutions in negotiations?

Parties whose statements convey interests in the essence of the negotiation and the relationship with the other party

Match the following approaches that are used for evaluating strategies and tactics in business and negotiation (in the left column) with their descriptions (in the right column).

Personalistic ethics:According to this approach, the rightness of an action is based on one's own conscience and moral standards. Social contract ethics:According to this approach, the rightness of an action is based on the customs and norms of a particular community. Duty ethics:It involves choosing a course of action on the basis of one's responsibility to uphold appropriate rules and principles. End-result ethics:It involves choosing a course of action on the basis of results a negotiator expects to achieve.

Identify the true statements about the consequences of positive emotions on negotiations when compared with negative emotions. (Check all that apply.)

Positive emotions are more likely to lead negotiators toward more integrative methods. Positive emotions set the stage for favorable negotiations in the future. Positive emotions result in negotiators displaying a positive demeanor toward the other party.

Which of the following statements is true of the effects of positive emotions and negative emotions in negotiations?

Positive emotions can generate negative outcomes, and negative emotions can elicit profitable outcomes.

_____ usually arises out of a need to protect one's own self-concept—to see oneself as consistent and good.

Projection

_____ allows negotiators to comprehend an opposing party's positions more completely by actively arguing these positions until the other party is convinced that he or she is understood.

Role reversal

Match the approaches to ethical reasoning in business and negotiation (in the left column) with the reasoning that a negotiator is most likely to apply (in the right column).

Social contract ethics: The negotiator bases strategies on his or her interpretation of proper conduct for behavior in the community. Personalistic ethics: The negotiator bases strategies on his or her interpretation of proper conduct for behavior in the community.

Which of the following is the first step in the model that helps explain how a negotiator decides whether to employ one or more deceptive tactics?

The negotiator determines possible influence tactics that could work best in a given scenario.

How do role-reversal techniques benefit negotiators in a negotiation? (Select all that apply.)

The negotiators understand the other party's stand. The negotiators discover how to make both parties' positions compatible.

Which of the following cognitive biases most likely causes negotiators to fail to consider the other party's thoughts and perceptions and thus inhibits an accurate understanding of the other party's interest and goals?

The tendency to ignore others' cognitions

According to the study conducted by researcher Leigh Thompson and her colleagues on the effects of sharing information on negotiators' evaluations of their own success, how did negotiators tend to react when they were unaware of the other party's negotiation outcome?

They analyzed their outcome in the same way as the other party.

In the context of cognitive processes in negotiation, identify the characteristics of frames. (Check all that apply.)

They are inescapable and unavoidable. They can change based on one's perspective.

Which of the following is true of questions in negotiations?

They can be divided into manageable and unmanageable questions.

Which of the following is true of Tony Simons's findings on linguistic patterns of communication early in negotiations?

They help exemplify problems in ways that can help the parties find integrative solutions later on.

How can negotiators deal with the use of deceptive tactics by the other party?

They should ask incisive and probing questions.

According to the study conducted by researcher Leigh Thompson and her colleagues on the effects of sharing information on negotiators' evaluations of their own success, how did negotiators tend to react when they learned that the other party in a negotiation was pleased with his or her negotiated outcome when compared with when they were unaware of how well the other party had done?

They tended to be less pleased with their end result.

In the context of the analytical process for the resolution of moral problems, what are the modes of analysis on the path to a convincing solution to a problem after the problem is fully defined? (Select all that apply.)

Thinking about the legal requisites of the problem Assessing the ethical responsibilities of the concerned parties Analyzing the economic consequences of possible courses of action

Which of the following is a way the availability bias operates in negotiation?

Through presenting information in colorful and striking ways

Match the categories of marginally ethical negotiating tactics used by negotiators (in the left column) with their examples (in the right column).

Traditional competitive bargaining: Making an exaggerated opening offer Emotional manipulation: Faking happiness and contentment Misrepresentation: Manipulating information when describing it to others

Identify the instance in which negotiators are most willing to use deceptive tactics in a negotiation.

When the other party is interpreted to be uninformed

When can negotiators justify lying in a negotiation?

When the tactic is harmless

When are victims of deception in a negotiation prone to strong emotional reactions? (Select all that apply.)

When they have a close friendship with the other party When they view deceit to be distasteful in the context of that affiliation

In the context of the model that helps explain how a negotiator decides whether to employ one or more deceptive tactics, identify the standards based on which the negotiator will assess consequences once a tactic is employed. (Select all that apply.)

Whether the tactic contributed to the desired outcome How the negotiator may be evaluated by neutral observers How the negotiator feels about himself or herself once the tactic is employed

Patricia and Chris are involved in a negotiation. Chris occasionally nods his head to indicate that he has heard what Patricia is saying. In this case, Chris is _____.

acknowledging Patricia's message

Perceptual biases are often exacerbated by the _____, in which people tend to attribute their own behavior to situational factors, but attribute others' behaviors to personal factors.

actor-observer effect

A characteristic of email communication in negotiations that is not shared by face-to-face communication is that emails _____.

allow negotiators to take time to seriously think about the other party's offer

When a deceptive negotiation tactic has been utilized in a negotiation, the victim is more likely to _____.

be the one to discontinue or end the relationship

In the context of cognitive processes in negotiation, a feature of frames in negotiations is that they _____.

can alter over time

Negotiators exhibiting positive emotionality are more likely to _____.

coax conformity with ultimatum offers

Negotiators with a(n) _____ have a tendency to assume that the negotiators' interests are completely in opposition with each other, with no possibility for integrative settlements and mutually beneficial trade-offs.

fixed-pie belief

The subjective mechanism through which people analyze and make sense out of complex situations, leading them to pursue or avoid subsequent actions is known as a _____.

frame

Brian and Lucy are engaged in a negotiation. Lucy never employs deceptive tactics in negotiations. However, Brian lies about his financial state of affairs to avoid paying a heavy fine to Lucy. Lucy suffers a huge loss of money due to Brian's deceit. In this scenario, Brian can justify the use of an unethical tactic because it _____.

has helped him avoid negative consequences

When a negotiation goes on for a long period, negotiators tend to _____.

have fewer variety in their forms of communication

During negotiations, the mythical fixed-pie belief can be minimized by _____.

holding negotiators responsible for the way they negotiate

During a negotiation, negotiators who disclose all of their exact requirements and boundaries of limitation to the other party cannot gain more than their walkaway point. This is known as the dilemma of _____.

honesty

Howard and Trisha are involved in a negotiation. Trisha realizes that Howard is consistently falsifying facts. In this case, if Trisha decides to use the tactic of responding in kind to deal with Howard's deceptive tactic, she will most likely _____.

misrepresent facts to Howard

Mood states are _____ than emotion states.

more diffuse

A negotiator is likely to justify or rationalize an ethically ambiguous tactic by saying that it was _____.

necessary

Lying in negotiations is unavoidable if the _____.

negotiator is pressured to lie by his or her constituency

The cognitive bias that leads negotiators to believe that their ability to be accurate is greater than is actually the case is known as _____.

negotiator overconfidence

A difference between negotiators who are risk-averse and negotiators who are risk-seeking is that _____.

negotiators who are risk-averse are more likely to welcome any reasonable offer since they are scared of losing

Gary Karrass believes that in sales negotiations, negotiators should _____.

not reply to any stupid statements made by the other party

Having an attractive best alternative to a negotiated agreement (BATNA) ensures that negotiators _____.

obtain more favorable outcomes if the other party is aware of it

If negotiators do not disclose information about common-value issues that would benefit the other party, they are said to be misrepresenting by _____.

omission

The meaning conveyed by a proposition or a statement is a combination of _____.

one logical surface message and several pragmatic messages

A negotiator with a talkative counterpart sits and listens while the other party eventually works into a position on his or her own. The negotiator does not provide any feedback to the other party during this process. This form of listening is known as _____.

passive listening

When a negotiator focuses on making something realistic happen in a negotiation, the negotiator is being _____.

practical

In a negotiation, it is important for a negotiator to call attention to the other party's contentious actions because it _____.

prevents a conflict from turning into an uproar and restores a constructive approach

The perceptual error that occurs when people assign to others the characteristics or feelings that they possess themselves is known as _____.

projection

The process by which a negotiator lowers the worth of the other party's concessions simply because the other party made them is known as _____.

reactive devaluation

According to Gary Karrass, it is advisable to _____ in a sales negotiation.

realize when to stop talking

Negotiators are motivated to behave unethically to _____.

reduce the chances of being cheated by fellow negotiators

Trevor and Kara engage in a negotiation for the first time. Trevor has a reputation for practicing deception in negotiations. As a result, Kara lies to Trevor right from the beginning of the negotiation. This results in a loss of millions of dollars for Trevor. In this scenario, Kara is likely to justify her unethical conduct by saying that _____.

she did it first because Trevor would have done it anyway

Negotiators are most willing to use deceptive tactics in a negotiation when the _____.

stakes of the issue under negotiation are high

The assignment of attributes to people solely on the basis of their membership in a particular social or demographic category is known as _____.

stereotyping

In the context of a tactic's effectiveness having an impact on whether the tactic will be used in the future, if a deceptive tactic used by a negotiator goes unpunished by others, _____.

the frequency of its usage is likely to increase

Negotiators' use of colloquialisms is often problematic in cross-cultural negotiations because _____.

the intended meaning could be difficult for the listener to understand

One of the excuses that negotiators use to justify the use of an unethical tactic such as lying is that _____.

the other party had deceived them in the past

One of the excuses that negotiators use to justify the use of unethical tactics is that _____.

the other party has already been deceitful

Halo effects in the perception of a person are most likely to occur when _____.

the person is well known

Fred and Karen are negotiating a business deal with each other. Fred finds out that Karen has lied to him about her organization's profit margins. He therefore withholds crucial information in their next interaction. In this case, Fred can justify his actions because _____.

the rules had already been violated by Karen

The tendency of negotiators to settle quickly on an outcome and then feel discomfort about a negotiation success that comes too easily is known as _____.

the winner's curse

Negotiators can justify lying when _____.

they anticipate that the other party intends to lie

A negotiator who believes everything the other party says can be manipulated by dishonesty. This is known as the dilemma of _____.

trust

A negotiator who justifies lying because it creates positive consequences for all parties involved in the negotiation is following the tenets of _____.

utilitarianism

During a negotiation, negotiators should maintain eye contact with the other party _____.

when communicating the most significant aspect of a message

If a negotiator has used a deceptive negotiation tactic that has paid dividends, the negotiator _____.

will attempt to use the tactic in a more productive manner

Researchers have discovered that negotiators are far more likely to deceive the other party in a negotiation process by _____.

withholding relevant information