Negotiation Strategy Exam 2

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?

"I really didn't do that well."

Banishing the fixed-pie perception from a negotiation is difficult. Which of the following situations would pose the greatest risk for a negotiator to harbor a fixed-pie perception?

A negotiator who is held responsible for their negotiated outcome when negotiating with an in-group member

Which of the following is a strategy that women can use to minimize gender differences and attain better outcomes in a negotiation?

Address cognitive, motivational, and paradigmatic negotiation barriers with specialized training

When asking for a better price, a better salary, or better terms in a negotiation, which of the following people is usually the victim of the greatest amount of discrimination and gets the worst offer?

Black female

Considering the emotions and emotional knowledge that can influence negotiations, what is meant by strategic emotion?

Carefully designed emotional displays orchestrated to take the counterparty off guard

Most negotiators approach negotiations by attempting to negotiate each issue on the table one by one. What is a disadvantage of such single-issue negotiations?

Does not allow negotiators to make tradeoffs between issues

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?

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

With regard to gender and power in negotiation, which statement is most TRUE?

Men are more successful in terms of claiming value, however, women are able to perform better when negotiating on behalf of another party

Regarding differences in gender and each one's endorsement and engagement of lying to the counterparty, what motive best explains incidences of lying in negotiation?

Men feel more competitive than women and greater competitiveness is associated with more lying

Expressing anger during a negotiation is not uniformly effective in eliciting concessions from an opponent. Anger is most effective with which types of negotiations?

Mixed-motive involving both cooperation and competition

In order to increase her perceived power in a negotiation, what negotiation strategy can a woman use to feel more confident expressing her interests, making more assertive offers, and holding out for better terms?

Negotiate on behalf of a constituency

Unfortunately, many negotiators hold faulty assumptions that prevent the discovery and creation of integrative, win-win agreements. Which of the following strategies are useful in helping negotiators avoid lose-lose agreements?

Negotiators should develop an accurate understanding of the other party's interests

Negotiators often compare their inputs and outputs with others. Which of the following statements is TRUE regarding individualistically motivated negotiators and social comparison in negotiation?

People will sometimes prefer a smaller salary if it means this would equate outcomes between themselves and another party

Pre-settlement settlements (PreSS) occur in advance of the parties undertaking full-scale negotiations and are designed to be replaced by a long-term agreement. Which of the following is a key characteristic of PreSS?

PreSS are formal and binding

Resource assessment involves the identification of the bargaining issues and alternatives. What is meant by the "issue mix" of a negotiation?

The union of both parties' issues

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?

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:

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?

a person of emotional inconsistency

Often two cooperatively motivated negotiators end up with a lose-lose agreement because they fail to make their interests known to the other party. However, when a pro-social cooperative negotiates with a competitively motivated negotiator, the cooperative party is more likely to:

accept an unfair offer as compared to individualists and competitors

In every negotiation, there are a number of resources on the table and those resources are yours to keep provided you and the other party can agree on how to divide them. Truly integrative negotiations are ones in which the outcome is pareto-optimal which means:

all opportunities are leveraged so that no resources are left on the table

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.

ambivalence

Attachment theory argues that people develop different attachment styles to others. The three most commonly studied attachment styles are: secure attachment, insecure attachment, and:

avoidant attachment

At the negotiation table, women are less likely to initiate negotiation, ask for less, and settle for lower economic outcomes at the bargaining table. A significant reason why is because of the ________, which refers to the negative social reaction directed at women who are seen as violating gender norms because they engage in counter-stereotypical behaviors during negotiation.

backlash effect

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 ________.

behavior; their character as a person

Even though many negotiators provide information during a negotiation, the counterparty may not necessarily understand the information. In negotiation, the illusion of transparency is best described as occurring when negotiators:

believe they are revealing more than they actually are

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.

blowback effect

When it comes to using power and making threats in negotiation, all of the following are true EXCEPT:

by using power it is easy to create integrative agreements

Psychopathic personality traits include the absence of conscience, remorse or scruples in business settings. In mixed-motive negotiations, negotiators with psychopathic personality traits make more money when success favors ________ actions, but lose money when success depends on ________.

competitive ; cooperation

Most negotiators make the mistake of negotiating each issue independently of others. Single-issue offers lure negotiators into ________ and are usually not the best approach for win-win negotiation.

compromise agreements

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:

contests

With regard to reputation in negotiation, negotiators who use adversarial, stubborn, and ethically-questionable behavior often have the effect of:

decreasing their effectiveness as a negotiator

Negotiators not only often have differences in interests and preferences, they can also view the world differently. The enlightened negotiator knows that ________ have more potential to create greater value than ________.

differences; commonalities

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:

distributive self-efficacy

Conflict escalation threatens the ability of negotiators to reach agreement. One of the most effective ways to discourage a competitive motivational orientation in the counterparty is:

do not reciprocate

To reach integrative agreements, negotiators should not only have a social orientation, but also a deep understanding of the task. Negotiators who are high in both ________ and cooperative motivations develop greater trust and reach more integrative agreements than those low in cooperation and task understanding.

epistemic

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:

equal shares bias

During a negotiation, the greater the amount of situational ambiguity, the more a negotiation will be affected by:

gender differences, such that the advantage in the negotiation will be with the stereotype-consistent gender

How do different negotiation styles affect negotiation performance? A meta-analysis of competitive and cooperative bargaining strategies revealed that hardline strategies lead to ________ whereas softline strategies lead to ________.

greater economic gain; better socioemotional outcomes

Negotiators who express interest in the counterparty's viewpoints are more willing to engage in future interactions with the counterparty and are more receptive. Negotiators who are ________ are more likely to reach higher joint outcomes because they ask more questions that benefit both parties.

high in epistemic motivation

Women who ask for what they want in negotiation are less well-liked than women who do not self advocate. However, nonassertive, other-advocating women suffer a leadership backlash, and are regarded as less competent because their behavior is regarded to be ________ and ________

high-negative feminine; low-positive masculine

When parties are considering potential trade-offs among valuations, forecasts, risks, time preferences, and capabilities, parties should focus on issues that are of ________ to one party and of ________ for the other party to provide.

higher value; low cost

Sometimes there is an element of truth to the beliefs held by people about personalities, but other times there is no actual evidence that supports these beliefs, better known as:

implicit theories

Motivational orientation refers to the goals that people have in general social interactions as well as in negotiation. There are several different motivation types which all of the following are one of those motivations, EXCEPT:

intrinsic

There are five most recognized personality traits that can reliably be measured and predict negotiator behavior in a number of different situations. All of the following are one of those "Big 5" personality traits EXCEPT:

introversion

Regarding the interests, rights and power model of disputing, a negotiator who uses a rights-based approach to their argument is characterized by:

invoking standards of behavior, seniority, or legal rights

When it comes to assertiveness, there is only a modest link between negotiators' self-views and how the counterparty sees them. Many negotiators come away from a negotiation thinking they came on too strong with the counterparty. The ________ refers to the fact that negotiators believe they are coming on too strong with the counterparty, but they actually are not.

line-crossing illusion

Negotiators have different strengths of preference for each issue on the bargaining table. In negotiation, the strategy of making concessions on low-priority issues in exchange for gains on high-priority issues is known as:

logrolling

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.

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:

make public commitments to cooperate

There are three main social value motivational orientations in negotiation: competitive, cooperative, and individualistic. The "cooperative" negotiator prefers to:

maximize joint gain, minimize differences

In negotiation, contingency contracts need to be carefully crafted so as to prevent misunderstanding. This involves several considerations including: enforceability, clarity, ability to be readily evaluated, and:

measurability

Sometimes a negotiator will possess information about the counterparty that are non-diagnostic to the negotiation. It is important to ask the right questions in a negotiation and this extra knowledge can affect the negotiation in all of the following ways EXCEPT:

more likely to rashly leave the negotiation

If personality is viewed as an immutable characteristic or set of skills, a negotiator may increase their negotiation performance by understanding personality. The strongest and most reliable predictors of negotiation performance are also those that are most responsive to personal change and are:

positive expectations and comfort with the negotiation

With regard to motivational orientation, the negotiator whose goals are individualistic in nature:

prefers to maximize their own gains and is indifferent to how much the other person is getting from the agreement

Legal contracts involve formal paperwork and are binding. In contrast, ________ are NOT binding in a court of law, but create psychological pressure to commit.

psychological contracts

All of the following strategies can help negotiators expand the pie of resources and create win-win agreements EXCEPT:

separating opportunities from costs

Regarding strategies to improve the ability of female negotiators to claim value, one strategy that can be employed is a process whereby members of traditionally stereotyped groups redefine the pervasive cultural beliefs about their own group and is known as:

stereotype regeneration

It is not sufficient for a negotiator to have lots of experience negotiating to be excellent at creating win-win agreements. The biggest roadblock to the attainment of integrative agreements is:

the faulty assumptions they make about the counterparty and the negotiation situation

When both parties to a negotiation have the same interests, but still fail because of false conflict to capitalize on their compatible interests, this situation is best termed:

the lose-lose effect

Sometimes it is necessary to make a threat in negotiation. In order to make an effective threat, a negotiator needs to threaten:

the other party's underlying interests

Cooperatively motivated negotiators not only increase the size of the negotiation pie, but they also prefer an equitable division of the available resources. Relative to individualists and competitors, cooperators are more likely to engage in ________ their opponent.

the same level of cooperation as

The goal of understanding personality in negotiation is to better predict behavior, such as the counterparty's acceptance or rejection of a negotiation offer. One investigation used acoustic and visual cues to predict the likely behavior of a counterparty to a proposal. The best visual cue predictor of the counterparty (55%) was whether they:

tilted their head

One way in which competitive negotiators differ from cooperative negotiators is in terms of civility at the bargaining table. Negotiators who expressed ________ in competition and use this strategy are more likely to feel rivalry and engender competition in the opponent.

trash-talking

Certain information can be beneficial in the search for integrative negotiation agreements. The types of helpful information that negotiators should share are their ________ and ________.

underlying interests; priorities

With respect to the interests, rights and power model of disputing, a negotiator who uses a power-based approach is characterized by:

using status, rank, threats, and intimidation to get their way

Regarding the different aspects of a negotiator's motivational orientation and style, negotiators who use a competitive-based approach tend to:

want to maximize the difference between their own outcomes and those of the other party