Negotiation Ch. 6

Anger, power and threats often go together in negotiation, but they have different effects. When negotiators use anger, the effectiveness of that emotion depends on the power of the negotiator. However, displays of which emotion can lead to better outcomes regardless of the perceived power of the negotiator? Select one: A.Happiness B.Disappointment C.Fear D.Disgust

The correct answer is: Disappointment

Emotional intelligence is the ability of negotiators to understand emotions in themselves and others and to use emotional knowledge to lead to positive outcomes. In the changing demands of a negotiation, a negotiator needs to master two different aspects of emotional intelligence, ________ and ________, in order to achieve the best possible outcomes. Select one: A.fairness; politeness B.conflict adaptivity; resilience C.dominance; autonomy D.happiness; intentionality

The correct answer is: conflict adaptivity; resilience

Power tactics have the intent to coerce the counterparty to settle on terms more satisfactory to the wielder of power. There are two types of power-based approaches: threats and: Select one: A.social pressure B.adherence to norms and standards C.contests D.bullying

The correct answer is: contests

The term that refers to a negotiator's belief in their ability to effectively claim resources and persuade others to make the majority of the concessions in a negotiation is: Select one: A.integrative self-efficacy B.the halo effect C.emotional intelligence D.distributive self-efficacy

The correct answer is: distributive self-efficacy

With regard to effective negotiation, the ability of negotiators to understand emotions in themselves and others and to use that understanding to generate positive outcomes is defined as: Select one: A.social comparison B.emotional intelligence C.reciprocity D.motivational orientation

The correct answer is: emotional intelligence

Regarding value creation, it is advised that negotiators put the focus on interests early in the negotiation in the effort to achieve a win-win outcome. However, this suggestion raises an obvious question: if interests are so effective, why doesn't everyone use them? All of the following are reasons why parties might not use interests in a negotiation, EXCEPT: Select one: A.equal shares bias B.strong cultural or organizational norms C.tendency to reciprocate rights and power D.lack of skill

The correct answer is: equal shares bias

People's behavior in social dilemmas is highly consistent across time and situations. One behavioral strategy for people involved in social dilemmas is a method that gets negotiators to work pro-socially, initially, and then do exactly what the counterparty does in each subsequent interaction. This behavioral strategy is best termed: Select one: A.tit for tat B.prisoner's dilemma C.logrolling D.paraphrasing

The correct answer is: tit for tat

Negotiators process information differently when in a positive mood, as opposed to a negative or neutral mood. Negotiators who are in a positive mood do all of the following EXCEPT: Select one: A.use more contentious negotiation tactics B.generate more alternatives C.are more flexible in conveying their thoughts D.engage in more information exchange

The correct answer is: use more contentious negotiation tactics

With respect to the interests, rights and power model of disputing, a negotiator who uses a power-based approach is characterized by: Select one: A.using status, rank, threats, and intimidation to get their way B.an interest in reconciling differences in a way that addresses the counterparty's most pressing needs and concerns C.an interest in formalizing parties' rights by law or contract D.a need to apply standards of fairness to negotiation

The correct answer is: using status, rank, threats, and intimidation to get their way

In a job interview, suppose the following statement is made by an employer regarding the topic of compensation: "I am afraid I cannot meet your desired salary requirements, but I hope you will realize that working in our company is a wonderful opportunity and join us." Which of the following is an interests-based response to the employer's statement? Select one: A."I am sorry you cannot meet my salary requirements. I've seen your company's stock price and I'm not sure what your directors are doing with all your profits, but it seems it certainly isn't trickling down to your employees." B."I am very interested in joining your company, but other companies are offering me more attractive deals at this point. I would like to invite you to reconsider the offer so that I do not have to resort to turning your offer down, given that I think that we make a good match for one another." C."I am very interested in joining your company if we can come up with a fair employment package. My salary requirements are in line with those of other people joining similar companies. I would think it would be a competitive advantage for your company to offer employment packages that are competitive with those offered by other companies. I believe that my record and previous experience mean a higher salary is fair in this case." D."I am very interested in joining your company if certain needs of mine can be met. I would like to share some of my key goals and objectives. Salary is a key concern for me. I am the sole wage earner in my family, and I have a number of educational loans. You did not mention other aspects of the offer, such as stock options, vacation, and flex time. Can we discuss these issues at this point?"

The correct answer is: "I am very interested in joining your company if certain needs of mine can be met. I would like to share some of my key goals and objectives. Salary is a key concern for me. I am the sole wage earner in my family, and I have a number of educational loans. You did not mention other aspects of the offer, such as stock options, vacation, and flex time. Can we discuss these issues at this point?"

Negotiators should self-monitor their displays of emotions at the bargaining table. For example, which of these statements made by a negotiator following the conclusion of their negotiation would be viewed the most favorably by the counterparty? Select one: A."What will your boss think of our agreement?" B."I really feel good—I got everything I wanted!" C."I knew I'd make out just fine—you didn't seem to do as well." D."I really didn't do that well."

The correct answer is: "I really didn't do that well."

Considering the emotions and emotional knowledge that can influence negotiations, what is meant by strategic emotion? Select one: A.The behavioral manifestation of felt emotions B.Talking about the counterparty behind their back C.Carefully designed emotional displays orchestrated to take the counterparty off guard D.Negative emotions directed at the counterparty

The correct answer is: Carefully designed emotional displays orchestrated to take the counterparty off guard

Suppose you enter a negotiation with an interests-based approach, but the counterparty uses a rights or power-based approach. Which of the following is a good strategy to use when attempting to exit a dispute escalation cycle? Select one: A.Don't react to the other party's rights or power-based behavior and don't offer a concession right after the counterparty has misused rights or power B.Don't send mixed messages—switch to the same approach as the counterparty and be consistent about your responses C.Focus the counterparty on rights which are easier to combat with legal threats D.Conduct the negotiation with an electronic buffer rather than face-to-face

The correct answer is: Don't react to the other party's rights or power-based behavior and don't offer a concession right after the counterparty has misused rights or power

It is important to draw a distinction between expressing emotion and feeling emotion. For negotiators seeking to benefit in terms of monetary outcomes and concessions, which of the following emotions is the least beneficial to feign? Select one: A.Liking B.Anger C.Rapport D.Elation

The correct answer is: Elation

Negotiations often involve emotion and knowing how to recognize emotions and effectively manage contentious negotiations can preserve relationships and lead to better outcomes. ________ are relatively fleeting states that are usually fairly intense and are often a result of a particular experience; ________ are usually not directed at someone, are more chronic and often are without a clear formation point. Select one: A.Desires; affections B.Anxieties; fears C.Attitudes; personalities D.Emotion; moods

The correct answer is: Emotion; moods

Expressing anger during a negotiation is not uniformly effective in eliciting concessions from an opponent. Anger is most effective with which types of negotiations? Select one: A.When both parties are angry B.Highly competitive negotiations C.Highly cooperative negotiations D.Mixed-motive involving both cooperation and competition

The correct answer is: Mixed-motive involving both cooperation and competition

There are a variety of negative emotions that might emerge at the negotiation table, the most common of which is anger. All of the following are important considerations when deciding to use anger as a negotiation tactic, EXCEPT: Select one: A.Expressed anger in negotiation often results in less profitable outcomes B.Anger can impair negotiators' goal attainment C.Anger is often detrimental for the development of joint gains in negotiation D.Negotiators who express anger should expect fewer concessions from the counterparty

The correct answer is: Negotiators who express anger should expect fewer concessions from the counterparty

The ability to detect faked emotions would seem to be an advantage for negotiators. When can the use of feigned emotion be a disadvantage during negotiations? Select one: A.When their counterparty is using feigned emotion as well B.When the negotiation will only happen once C.When the negotiator wants to gain as many concessions as possible D.When their counterparty has a low ability to accept inconsistencies in others' behavior

The correct answer is: When their counterparty has a low ability to accept inconsistencies in others' behavior

Social dilemmas in negotiations are a paradox. When each person pursues the course of action that is most rational from their point of view, the result is: Select one: A.a win-win outcome B.an impasse C.a lose-lose outcome D.a win-lose outcome

The correct answer is: a lose-lose outcome

There are a variety of emotions that can be expressed at the negotiation table ranging from positive, to neutral, and negative. What type of emotional display by a negotiator tends to achieve the most profitable outcomes for themselves in a negotiation? Select one: A.a person acting in a steady state of anger B.a person who is perceived as extremely happy C.a person of emotional inconsistency D.a person of calm, emotional predictability

The correct answer is: a person of emotional inconsistency

Negotiators who express ________ may also create joint gains, as the expression of this emotion elicits inferences of submissiveness, thereby making the counterparty believe they can influence the negotiator and paving the way to create more integrative agreements. Select one: A.dismissiveness B.ambivalence C.naivety D.smugness

The correct answer is: ambivalence

Regarding the interests, rights, and power model of disputing, a negotiator who uses an interests-based approach to their argument is characterized by: Select one: A.the use of status, rank, threats, and intimidation B.an interest in the unequal distribution of resources as this focus often produces a clear winner and a loser C.an interest in the counterparty's underlying needs, motivations, desires, concerns and fears D.attempts to understand the past events

The correct answer is: an interest in the counterparty's underlying needs, motivations, desires, concerns and fears

According to the interests-rights-power model of disputing, negotiators who use an interests-based approach when faced with a dispute situation: Select one: A.attempt to reconcile differences in a way that addresses both parties' needs and concerns B.focus on standards of fairness, including legal rights, precedents previously set, or expectations based on norms. C.use threats only in the late stages of negotiation D.never use threats

The correct answer is: attempt to reconcile differences in a way that addresses both parties' needs and concerns

Some negotiators get angry and in response, they take their comments in a personal direction toward the counterparty. When expressing anger, it is recommended that negotiators direct their angry comments at the counterparty's ________ rather than at ________. Select one: A.skill as a negotiator; their business affiliations B.behavior; their character as a person C.cultural background; loyalty D.goals; the counterparty's motivations

The correct answer is: behavior; their character as a person

The value-claiming advantages of expressing anger need to be weighed against the costs of expressing that emotion. When one party believes that the negotiator feigned anger to extract concessions, the other party runs the risk of the ________ or the action-reaction cycle that results in genuine anger and jeopardizes post negotiation deal implementation. Select one: A.false conflict B.tragedy of the commons effect C.winner's curse D.blowback effect

The correct answer is: blowback effect

When it comes to using power and making threats in negotiation, all of the following are true EXCEPT: Select one: A.by using power it is easy to create integrative agreements B.a credible threat may restart negotiations C.it often leaves at least one person feeling like a loser D.using power costs more resources than rights-based approaches

The correct answer is: by using power it is easy to create integrative agreements

Disputes are negotiations in which one party has made a claim and the other party has rejected that claim. Disputes differ from transactional negotiations in two ways—first negotiators often come to the table feeling angry and misunderstood, and second: Select one: A.the only way a mutual agreement can be settled upon by both parties is by use of contentious behavior B.the parties cannot settle their dispute unless they reveal their respective BATNAs to each other C.disputes can only be settled by use of a neutral third party D.if the parties cannot reach an agreement, they cannot simply walk away from the negotiation table and exercise their respective BATNAs

The correct answer is: if the parties cannot reach an agreement, they cannot simply walk away from the negotiation table and exercise their respective BATNAs

Regarding the interests, rights and power model of disputing, a negotiator who uses a rights-based approach to their argument is characterized by: Select one: A.applying rank and status biases to the negotiation B.addressing the counterparty's most pressing concerns C.learning about the counterparty's underlying needs D.invoking standards of behavior, seniority, or legal rights

The correct answer is: invoking standards of behavior, seniority, or legal rights

All of the following are effective strategies for negotiators in their attempt to move a rights- or power-based counterparty away from rights/power and back to interests EXCEPT: Select one: A.maintaining distance and avoiding meeting the counterparty face-to-face B.reciprocating rights or power but combining it with interests-based questions C.suggesting a process intervention (e.g. multiple offers) D.building in some cooling-off periods during the negotiation

The correct answer is: maintaining distance and avoiding meeting the counterparty face-to-face

Angry negotiators induce fear in their opponents and these opponents are more likely to succumb when they are motivated. For this reason, negotiators who ________ toward a negotiator's opening offer are more likely to claim more value. Select one: A.act cooperatively B.make a verbal or physical display of emotion C.follow a norm of reciprocity D.act in a calm and indifferent manner

The correct answer is: make a verbal or physical display of emotion

Task-related communication promotes greater cooperation by activating interpersonal norms related to fairness and trust. Two reasons explain this increase in cooperation. First, communication enhances group identity and solidarity. Second, communication allows group members to: Select one: A.allows people on the team to establish themselves as individuals and stand out from the group B.establish in-group power and status C.address disputes with the counterparty and make threats D.make public commitments to cooperate

The correct answer is: make public commitments to cooperate

When using a power-based strategy and issuing an effective threat, a best practice is to: Select one: A.be ambiguous about what actions are needed by the other party and unclear about the consequences if they choose to not take action B.make the other party believe that you have the ability to carry out the threat C.cut off the discussion pathway back to the discussion once your threat is issued D.avoid threatening the other party's interests, but instead attack them personally

The correct answer is: make the other party believe that you have the ability to carry out the threat

Negotiators often struggle in their attempt to transform a rights- or power-based argument into an interests-based discussion because people are often so emotionally invested in the dispute that they cannot listen. Which of the following is an effective technique that can help negotiators listen and refocus back on interests? Select one: A.clarify your threats B.keep everyone at the table and the conversation going while emotions are high and people are being candid C.paraphrase what you have heard the counterparty mention as their underlying needs D.threaten the other party's interests

The correct answer is: paraphrase what you have heard the counterparty mention as their underlying needs

The motivations and goals of the negotiator also influence the degree to which they react to the counterparty's display of negative emotion. Negotiators who have ________ are most affected by the counterparty's angry displays and therefore make more concessions. Select one: A.strong BATNAs B.poor alternatives C.an interest in understanding the counterparty D.a constituency to whom they answer

The correct answer is: poor alternatives

Legal contracts involve formal paperwork and are binding. In contrast, ________ are NOT binding in a court of law, but create psychological pressure to commit. Select one: A.endowment effects B.emotional contagions C.mixed messages D.psychological contracts

The correct answer is: psychological contracts

Considering how to move the counterparty away from rights and power, one of the most effective methods is a process intervention; one of the least effective interventions is: Select one: A.paraphrasing the other party's statements B.reciprocation C.using self-discipline and not using personal attacks D.a mixed message approach

The correct answer is: reciprocation

A type of contentious negotiation that elicits strong negative emotions is a ________ dilemma, where negotiators are faced with a choice to cooperate or compete with a counterparty. Select one: A.moral B.power C.social D.orthogonal

The correct answer is: social

Not all negative emotions have the same consequences or activate the same regions of the brain. Negotiators conceded more when an opponent showed ________ and conceded the least when the opponent showed ________. Select one: A.envy; pity B.supplication; guilt C.surprise; benevolence D.fear; joy

The correct answer is: supplication; guilt

People are more likely to cooperate when they promise to cooperate. Although such promises are nonbinding, people nevertheless act as if they are binding. The reason for this behavior is that people feel psychologically committed to honor their word, also known as: Select one: A.unwarranted causation B.tunnel vision C.perseverance effect D.the norm of commitment

The correct answer is: the norm of commitment

Sometimes it is necessary to make a threat in negotiation. In order to make an effective threat, a negotiator needs to threaten: Select one: A.the other party's underlying interests B.the other party's credibility C.aggressively D.and intimidate the other party

The correct answer is: the other party's underlying interests