Negotiation Strategies Exam 4

When a group member votes for their least-preferred option to ensure that their preferred strategy is NOT eliminated in the first round of voting, what is that group member doing? Horizon thinking Information pooling Strategically misrepresenting their preferences They are under the influence of the agreement bias

Strategically misrepresenting their preferences

When negotiators are accountable to relevant others, they often become concerned with managing their impression and reputation. Thus, they tend to use face-saving strategies and endeavor to make their actions appear more favorable to their constituents. Negotiators who are accountable to constituents and want to save face are more likely to do all of the following, EXCEPT: make fewer concessions and use more aggressive negotiation strategies hold out for more favorable agreements maintain a tough bargaining stance increase use of automatic, heuristic methods of processing of information

increase use of automatic, heuristic methods of processing of information

Groups often simplify the negotiation of multiple issues among multiple parties through voting and decision rules. In a multiparty negotiation, the most common procedure used to aggregate the preferences of team members is ________. However, this type of voting procedure fails to recognize the strength of individual preferences and therefore ________. the unanimity rule; mutually beneficial trade-offs are not stable a voting paradox; promotes fixed-pie thinking majority rule; does not promote integrative tradeoffs among issues a consensus agreement; is not easy to implement

majority rule; does not promote integrative tradeoffs among issues

Negotiators who are accountable to constituents are more likely to ________ as compared to negotiators who are NOT accountable to a constituent. make higher demands worry about making their actions appear more favorable to the counterparty make more concessions process offers in an automatic, heuristic way

make higher demands

There are several advantages of working with an agent in a negotiation. In most principal-agent relationships, an agent's authority is limited with respect to: making concessions or agreements joining professional affiliations providing a buffer zone targeting key strategies

making concessions or agreements

Walk into any classroom, lunch discussion, or business meeting and it will be immediately obvious that one person in a small group does most of the talking. Expanding this further, in a typical six-person group, three people do over ________ of the talking. 40% 50% 60% 70%

60%

Which of the following methods is recommended for enhancing technology-mediated negotiations? Immediately getting down to business by starting to negotiate Serious, sober behavior and attitude during negotiations An initial face-to-face experience A phone call with the counterparty after an agreement is negotiated

An initial face-to-face experience

You are waiting for a phone call from the counterparty to continue your discussion from yesterday's meeting and he or she is thirty minutes late in calling you. Which of the following explanations for tardiness is an example of dispositionalism? Because he or she was in another meeting Because he or she had automobile trouble Because he or she is irresponsible Because he or she never saw your text message

Because he or she is irresponsible

A negotiator who is planning on working with an agent has done their research and has a high degree of confidence that their interests and those of the agent are aligned, and the negotiator has worked out a fair percentage of the sale as an incentive for the agent. What other aim on the part of the principal negotiator can positively affect the amount of effort and effectiveness their agent exerts on their behalf? Principal can focus on expanding the bargaining zone during negotiations Telling the agent their reservation price Building a strong social relationship with the agent Principal can increase their outside options and strengthen their bargaining power

Building a strong social relationship with the agent

Culture is defined as the personality of a group. A group who is concerned about how the results of their behaviors affect the other in-group members, share resources with in-group members, and feel interdependent with in-group members hold what type of cultural value? Individualism Egalitarianism Collectivism Dispositionalism

Collectivism

With regard to resolving conflict in collectivistic cultures, what statement is most TRUE? Conflict between members of the same social rank is more likely to be handled by deference to a superior than by direct confrontation between social equals Disputants prefer to use a random-device, such as a coin-toss, to resolve disputes The disputants prefer to involve attorneys to make legal arguments on their behalf Disputants see each other as equals and openly and directly address each other in order to resolve a dispute

Conflict between members of the same social rank is more likely to be handled by deference to a superior than by direct confrontation between social equals

Which of the following best describes the differences between egalitarianism and hierarchy as cultural values in negotiation? Egalitarian cultures divide things equally; hierarchical cultures divide things according to merit and status Egalitarian cultures treat people equally; hierarchical cultures discriminate among people Egalitarian cultures believe that status is permeable through effort and achievement; hierarchical cultures believe that superiors should take care of the needs of subordinates Egalitarian cultures communicate directly; hierarchical cultures communicate indirectly

Egalitarian cultures believe that status is permeable through effort and achievement; hierarchical cultures believe that superiors should take care of the needs of subordinates

Of the many advantages that can be realized by using agents to represent one's negotiation interests, which of the following benefits of using an agent is especially important in a contentious negotiation process? Network connections and special influence Limited authority to accept offers Substantive knowledge of tax laws Emotional detachment

Emotional detachment

Traditional Chinese businesspeople tend to build trust networks typically based on familial lines, making it difficult for outsiders to enter into these networks. What term best describes this type of relationship culture? Social networks Dispositionalism Egalitarianism Guanxi networks

Guanxi networks

Because people have difficulty thinking about future events, they tend to under- or overestimate the duration of future emotional states, and fail to account for the positive or negative circumstances that could arise. Negotiators need to use which of the following strategies to counteract these biases? Information pooling Downward social comparison Horizon thinking Negotiation engineering

Horizon thinking

Which of the following statements is most TRUE with regard to integrative negotiation as it pertains to culture? Members of western cultures are more adept and skilled at expanding the pie compared to members of eastern cultures Members of eastern cultures are more adept and skilled at claiming resources than members of western cultures Inter-cultural negotiation often yields higher joint gains than intra-cultural negotiation Intra-cultural negotiation often yields higher joint gains than inter-cultural negotiation

Inter-cultural negotiation often yields higher joint gains than intra-cultural negotiation

Which of the following statements is TRUE about the unanimity rule in negotiations? It is time consuming and it encourages group members to consider creative alternatives to expand the size of the pie It allows individuals to express their preferences to the group It fosters the development of mutually beneficial trade-offs Voting by the unanimity rule eliminates all conflicts of interest

It is time consuming and it encourages group members to consider creative alternatives to expand the size of the pie

With regard to inter-generational negotiation, people hold different values. The ________ generation holds values such as personal sacrifice, persistence, and setting aside self-interest as vitally important. This generation prefers to communicate face-to-face and imparts great faith in a person's spoken word. Boomer Millennial Generation X Mature

Mature

Which of the following is generally TRUE with regard to coalitions in negotiation? All parties' interests are perfectly aligned Members of the coalition cooperate to attract members and gain an advantage in the larger group, but compete with one another over the division of resources Members of the coalition compete with one another to gain advantage in the larger group, but cooperate with one another when dividing resources Members use circular tradeoffs with the larger group and reciprocal tradeoffs among coalition members

Members of the coalition cooperate to attract members and gain an advantage in the larger group, but compete with one another over the division of resources

With regard to intergenerational negotiation, the ________ generation has vast numbers of relationships, but few of them are deep. They spend more time communicating virtually than face-to-face. Their personal and work networks are vital to their on-the-fly learning and problem solving skills. Armed with tools for working anywhere at any time, this generation puts more value in leading a balanced life and flexibility with their work and life demands. Boomer Generation X Mature Millennial

Millennial

When assessing cultural intelligence, there are four factors that are considered when looking at behavior, awareness, and knowledge. Which of the following factors reflects a person's self-efficacy to adjust to different cultures? Metacognitive CQ Cognitive CQ Motivational CQ Behavioral CQ

Motivational CQ

What information do people primarily rely upon in face-to-face negotiation that makes it such a rich and preferred method of communication? The pace of the conversation Shared interests The vocabulary used Nonverbal signals

Nonverbal signals

When it comes to risk taking in negotiation, such as choosing between a risk-averse course of action and a risk-seeking course of action, which of the following statements is most TRUE? People are risk averse for losses and risk seeking for gains Groups who make decisions via e-communication are risk seeking for both gains and losses There is no discernable difference in risk-taking behavior between face-to-face interactions versus electronically-mediated groups People are initially more risk averse when interacting electronically, and then over time, grow to be risk-seeking

People are initially more risk averse when interacting electronically, and then over time, grow to be risk-seeking

Which of the following is an example of in-group favoritism in negotiation? The belief that the members of one's own group are better or more deserving than members of another group The belief that people should only be members of a single group and avoid joint membership A person works less hard when part of a group effort than they would individually A person interprets their interactions with their adversaries in an altruistic way

The belief that the members of one's own group are better or more deserving than members of another group

Regarding information technology's effects on negotiation performance, enhanced e-negotiations are those in which negotiators attempt to personalize or enrich the interaction. All of the following are true with regard to enhancing e-negotiations, EXCEPT: a brief, personal disclosure over e-mail increases the likelihood of an impasse a brief, personal disclosure over e-mail reduces the likelihood of impasse a brief telephone call prior to e-negotiations improves joint outcomes a brief telephone call prior to e-negotiations increases trust

a brief, personal disclosure over e-mail increases the likelihood of an impasse

Often, negotiators do not have the luxury of face-to-face meetings for the duration of their negotiations. Under such circumstances, one of the best ways to enhance the success of a technology-mediated negotiation, and one that is most within the control of the negotiator, is: a post-negotiation face-to-face experience increased social collisions reactive medium management anticipating the limitations of the technology being used

a post-negotiation face-to-face experience

Given that multiparty negotiations are complex and present special challenges, one recommended strategy that can enhance a negotiator's ability to expand integrative outcomes is to develop and assign process roles to the group. All multiparty negotiations need a process manager, a recorder of information and: an errand runner an intelligence gatherer ethics enforcement a timekeeper

a timekeeper

Conversational turn-taking makes the process of negotiation seem smoother and more natural, but it also serves an important informational function which is: allowing one party to establish control over the negotiation reducing the risk of the flaming bias allowing side-deals to be made allowing negotiators to immediately correct misunderstandings

allowing negotiators to immediately correct misunderstandings

The sinister attribution bias in negotiation refers to the tendency of people to: attribute malevolent behavior motives to people assume that a negative situation influences a person's behavior much more than their personality believe that someone's personality influences their behavior much more than the situation be more likely to engage in risky behavior through e-mail than when face-to-face

attribute malevolent behavior motives to people

Even if the negotiating parties who are seated at the negotiation table easily reach agreement, negotiators must still sell the agreement to internal constituencies within their organization. These internal constituencies can create ________ that may require formal or informal domestic ratification of the primary table's agreement. a voting paradox behind-the-table barriers the set effect a multiple audience problem

behind-the-table barriers

Negotiation behaviors are a continuous stream of cause-and-effect relationships in which each person's actions influence the actions of others. The ________ occurs when people interpret interactions with their adversaries in self-serving and other-derogating terms. causal chunking affiliation bias ethnocentrism biased punctuation of conflict

biased punctuation of conflict

The creative strategy of ________ can be of great help to negotiators seeking creative negotiation agreements. This strategy involves people sharing individual ideas by written notes and capitalizes on the fact that individuals are better at generating ideas than groups. sequential bargaining brainwriting reciprocal trade-offs information pooling

brainwriting

Cultural awareness of one's own and others' values is the first step toward becoming an effective multicultural negotiator. People have four behavior choices when it comes to interacting with someone from a different culture. Each of the following are one of these behavior choices, EXCEPT: integration consistency assimilation separation

consistency

The presence of a team at the bargaining table increases the integrativeness of joint agreements. Team members should be chosen with care and their experience and expertise with each of the following necessary criteria should be carefully evaluated, EXCEPT: creative skills technical expertise interpersonal skills negotiation expertise

creative skills

The personality and unique character of a social group is best known as its ________ and includes the values and norms shared by its members and encompasses the structure of its social, political, economic, and religious institutions. group potency group stereotype group identity culture

culture

Are there any exceptions to the general advantage of face-to-face negotiations? When negotiators communicate in a text-based, electronically-mediated mode with each other, all of the following were outcomes experienced by those negotiators, EXCEPT: low relational satisfaction with the interaction developed lower, more realistic aspirations similar individual profit was achieved use of more explicit relationship-building communication

developed lower, more realistic aspirations

How effective are teams at utilizing knowledge that is distributed among its members? Members of negotiating groups are not privy to the same facts and information. Thus, groups face a dilemma: ________, which can increase members' dependence upon each individual member, or ________, which can be clumsy and redundant. intergroup conversation; shared identity in-group bias; extremism equal status; common identity divide responsibility; share information

divide responsibility; share information

A business team based in France refuses to negotiate with a potential supplier based in Russia because they believe that the people and businesses in the supplier's country are untrustworthy, hostile, and arrogant compared to the friendly, trustworthy, and humble people and businesses in their country. This biased belief is best called: collective narcissism implicit group metafavoritism ethnocentrism fundamental attribution error

ethnocentrism

Sometimes negotiators are so intent on reaching common ground with the counterparty they are reluctant to recognize differences of interest, even when such differences might create viable options for joint gain. Other effects of the agreement bias can make negotiators assume that: the best way to reach agreement is to divide things equally among the parties involved agreement should be reached even if it means the parties' changing their BATNAs everyone negotiating wants to "get to yes", even though some negotiators are paid to stall the agreement progress that agreement can be reached faster by considering and bargaining about one issue at a time

everyone negotiating wants to "get to yes", even though some negotiators are paid to stall the agreement progress

One model of culture is based on a tripartite model of three cultural prototypes: face, dignity, and honor. People in high ________ cultures seek to maintain group harmony and not insult others. Communication in these cultures is highly context dependent, meaning that people do not bluntly make requests or demands, but rather signal information subtly. relational face dignity honor

face

Often there are power differences in group negotiation and power imbalance makes power issues salient to group members, whose primary concern is to protect their own interests. Compared to egalitarian power relationships, unbalanced power relationships can produce: fewer coalitions defecting from the larger group fewer integrative agreements a reduced likelihood of a bargaining impasse less competitive behavior

fewer integrative agreements

In a group negotiation, people often need to vote on a number of options to make decisions. The problem of indeterminate group choice is further compounded by group members who use strategic voting misrepresentation which refers to: members of coalitions pressuring individuals to vote for a particular choice group members taking votes when the timing is right for them to prevail group members not counting certain votes that have been legitimately submitted group members not always voting based upon their actual preferences

group members not always voting based upon their actual preferences

When negotiating with members of ________ cultures, be prepared to present information about the power of your company and the renown of its products, even if you think such information should have no bearing on the outcome. In failing to make a presentation comparable to the one made by the negotiators from that culture, negotiators risk appearing weak. loose collectivistic hierarchical low-power distance

hierarchical

Several types of dispute resolution procedures characterize how different cultures resolve disputes. In a procedure called ________, disputants retain full control over the final negotiated decision, but a third party guides the negotiation process. bargaining mediation adversarial adjudication inquisitorial adjudication

mediation

Regarding the effects of status and power on virtual negotiations, in electronic versus face-to-face negotiations it is likely that the amount of participation in the group will be ________ in e-negotiations and the contributions of the group members to the e-negotiation will be ________. more; less enthusiastic; minimized by the leader less; more equalized contentious; polarized

more; less

Negotiators may need to communicate with another person in the presence of someone who should not understand their message. Ideally, the negotiator wants to communicate information to others in their group in a way that the counterparty does not understand or make them aware that a surreptitious communication is taking place. This communication situation is called the: hidden table multiple audience problem questionable ethics problem passive misrepresentation

multiple audience problem

Regarding perceptions that can occur when negotiating in different places and at different times, the continuation norm in e-negotiations is best described as: the act of thinking about how things might have turned out differently negotiators' beliefs that negotiations are worth continuing the tendency for e-communicators to ascribe diabolical intentions to the other party the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not

negotiators' beliefs that negotiations are worth continuing

A coalition is best defined as a group of two or more individuals who combine their resources to affect the decision outcome of a mixed-motive situation involving at least three parties. One of the most effective strategies for enhancing coalitional effectiveness is to: make unilateral concessions amongst group members obtain verbal commitments, as people often feel obligated to follow through with promises they make with others increase the functional distance between coalition members allocate resources by a needs-based equity distribution system amongst coalition members

obtain verbal commitments, as people often feel obligated to follow through with promises they make with others

Negotiators should not assume that the other culture will have the same customs as one's own culture. This is why one of the most important preparatory steps a negotiator can take when commencing intercultural negotiation is to find out how to show________ in the other culture. humor kindness respect anger

respect

Negotiators have more difficulty expanding the pie when negotiating across cultures than within a culture. One reason for this is because it is difficult for negotiators to resolve conflicts that involve ________, or the fundamental values and beliefs that form the basis of a group's or culture's belief system. taboo trade-offs stifling values sacred values fixed knowledge

sacred values

When learning about a culture, a person can observe the cultural traits of a handful of people and form a ________, which is a generalized and usually faulty belief that everyone from a given culture is the same. prototype stereotype halo bias fundamental attribution error

stereotype

People have an easier time imagining how an individual might have done something better than imagining how a team might have done something better. This cognitive bias, also known as the ________, refers to the fact that teams tend not to be blamed for their negotiation failures as much as individuals do, holding constant the nature of the failure. pigpen problem team efficacy effect Abilene paradox team halo effect

team halo effect

The U.S. generation born approximately at the end of World War II up to 1964 are traditionally called the "Baby Boom" or "Boomer" generation. As negotiators, one of their main beliefs is: that personal sacrifice in negotiation is necessary to avoid direct confrontation-negotiate virtually whenever possible that everything is negotiable that a negotiator must set aside their personal interests when negotiating

that everything is negotiable

One of the key biases in different place, different time negotiations is activated when there is a lack of visual information, increased spatial distance, and a reduced anticipation of retaliation by the counterparty. This bias is best known as: the continuation norm the exit bias the flaming bias sinister attribution bias

the exit bias

One of the key challenges in intercultural negotiation is ethnocentrism, which refers to: genocide (i.e., the killing of people from different cultures) the unwarranted positive beliefs about one's own group relative to other groups separatism (i.e., the tendency for a culture to withdraw from other cultures and act independently) the blending of different cultures in a way that creates a "melting pot," or mix of different cultures

the unwarranted positive beliefs about one's own group relative to other groups

In any discussion or meeting, there is a tendency for a minority of people to do most of the talking. A key determinant of who dominates the conversation is: their age their status within the group their gender their network of social connections

their status within the group