Negotiation Strategy Final review 10-12
Regulations
A government agency or city that is trying to increase cooperation among citizens in terms of encouraging people to carpool, use less water, recycle, etc., might use which of the following structural strategies to encourage people to cooperate? Regulations Tit-for-tat Escalation of commitment Equilibrium outcome
Volunteer dilemma
A situation in which one friend offers to be a designated driver for a group of friends' night out is an example of which of the following dilemmas? Multiparty dilemma Volunteer dilemma Prisoner's dilemma Ultimatum dilemma
Increased group size
A volunteer dilemma is a situation in which at least one person in a group must sacrifice his or her own interests to help the group. Which of the following decreases negotiators' desire to volunteer? Feelings of obligation to one's group Increased group size Expectation of extrinsic rewards Identifying with one's organization
defect; defect; play tit-for-tat
According to game theorists, a person should ________ in single shot prisoner's dilemma games; ________ in multi-round prisoner's dilemma games with a defined end point; and ________ in infinite horizon prisoner's dilemma games. defect; defect; play tit-for-tat defect; play tit-for-tat; cooperate cooperate; cooperate; defect defect; play tit-for-tat; defect
richness
According to the place-time model of social interaction, ________ is the potential information-carrying capacity of social interaction medium. framing effect reciprocity emotional intelligence richness
Linguistic, paralinguistic, visual, and kinetic
According to the place-time model of social interaction, the richest form of communication occurs when negotiators communicate face-to-face and have which channels of communication available to them? Linguistic Paralinguistic, linguistic Visual, paralinguistic, linguistic Linguistic, paralinguistic, visual, and kinetic
creating different incentives for each group member
All of the following can increase trust and cooperation amongst group members in social dilemmas except: making non-binding promises communicating with others regularly creating different incentives for each group member personalizing others
integrative outcomes
Building trust and rapport is critical for negotiation success. The more the face-to-face contact between negotiators and the greater the rapport, the greater the likelihood of: integrative outcomes risk taking task conflict gain framing
the rational pursuit of self-interest leads to collective disaster
Chap.11 A prisoner's dilemma is best defined as a situation in which: a person has done something wrong and needs to face the consequences the rational pursuit of self-interest leads to collective disaster people try to outsmart an opponent without knowing what their opponent is doing a person must put aside self-interest in order to contribute to help another
people who might not have much influence or status in a face-to-face setting have more status in an electronic forum
Chap.12 In terms of information technology and social interaction, the "weak get strong" effect refers to the fact that: people who might not have much influence or status in a face-to-face setting have more status in an electronic forum people who make an extreme first offer hardly ever receive that offer and must back down four times as often making a strong initial offer, regardless of one's actual BATNA, is more strategic than making a moderate first offer people behave in a more aggressive fashion when interacting via information technology
Individualists see themselves as autonomous entities; collectivists see themselves in relation to others.
Chap.12 Which of the following best describes the differences between individualism and collectivism as cultural values in negotiation? Individualists focus on relationships; collectivists focus on money. Individualists see themselves as autonomous entities; collectivists see themselves in relation to others. Individualists prefer to work in groups; collectivists prefer to work alone. Individualists are cooperative; collectivists are competitive.
People are answerable to others within their group for conducting themselves in a certain manner.
Collectivistic cultures are rooted in social groups. Why is accountability pressure effective in collectivistic cultures? People want to save face and are concerned with their personal outcomes. People are answerable to others within their group for conducting themselves in a certain manner. People want to seem ethical to out-group members. The desire for influence and control pushes the individual to take actions that demonstrate their knowledge of their native cultural values.
allowing negotiators to immediately correct misunderstandings
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
Collectivism
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
the beliefs that people regard to be so fundamental that they are not discussable or debatable
Cultures differ with respect to their values and beliefs. In negotiation, sacred values refer to: the values prevalent in individualistic cultures the customs and beliefs that change frequently the beliefs that people regard to be so fundamental that they are not discussable or debatable the values that can make your counterparty highly competitive
by shaming the offender
Dispute resolution preferences vary from culture to culture. One way negotiators from indirect cultures communicate their disapproval is: by fining the offender by shaming the offender by telling the offender what he did wrong by yelling at the offender
public goods dilemmas
Donating to National Public Radio, paying taxes, voting, and joining a union are all examples of: government control resource conservation dilemmas the norm of commitment public goods dilemmas
a brief, personal disclosure over e-mail increases the likelihood of an impasse
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-negotiation improves joint outcomes a brief telephone call prior to e-negotiation increases trust
people lack social cues and norms when they are on e-mail
Flaming, or acting rudely toward others, in negotiation occurs more frequently through e-mail than in face-to-face interactions because: people feel more status competition when interacting face-to-face people lack social cues and norms when they are on e-mail people are more likely to seek revenge face-to-face than they are electronically people are under the influence of superrationality when interacting electronically
common group membership; with whom they have a relationship
Gender differences in trust exist in negotiation. Men tend to trust people based on ________; women trust people ________. exhibited behavior; who temper their emotions what favors the other person has done for them; who have a direct personality other negotiators' reviews of that person's behavior; more rapidly than men common group membership; with whom they have a relationship
Face-to-face, then virtual
If a manager wants to assemble a working group for a long, complex negotiation, what is the best communication structure for the team? Written communication Face-to-face, then virtual Virtual, then face-to-face Virtual and e-communications exclusively
If a negotiator has less power than the counterparty and an unattractive BATNA, which communication medium might help the less-powerful negotiator claim more resources? E-mail Telephone Instant messaging Face-to-face
explain the causes of the other party's behavior in terms of their underlying disposition and discount situational factors
If a person from Brazil is late for a negotiation with someone from the United States and the U.S. person concludes that the Brazilian negotiator is unreliable and disrespectful, such a belief may be due to people's tendency to: evaluate the other party's actions on the basis of their affiliations rather than on the merits or faults of the behavior itself apply the philosophy of mind rooted in a theory of perception that claims that the senses provide us with a direct awareness of the external world relegate the other party to an unimportant or powerless position within their group explain the causes of the other party's behavior in terms of their underlying disposition and discount situational factors
the expression of negative emotions is minimized
In a negotiation situation that has missing or weak social context cues, all of the following are likely to occur except: negotiators are less concerned about making a good impression humorous remarks can be misinterpreted people feel distant from others and somewhat anonymous the expression of negative emotions is minimized
$99.99 (self); $.01 (other)
In an ultimatum bargaining situation, one party makes a single and final offer—an ultimatum—to another party. If the offer is refused, then neither party gets anything. According to economists, what is the ideal demand to make in an ultimatum game, in which you can make a single offer that would divide $100 between yourself and another player? $99.99 (self); $.01 (other) $50 (self); $50 (other) $51 (self); $49 (other) $100 (self); $0 (other)
how much information they have about the size of the pie
In an ultimatum bargaining situation, where one person makes a final offer to another person, and both parties only receive their portions of the offer if the responder accepts the proposer's terms, responder acceptance rates are driven by: tacit negotiation strategy sunk costs how much information they have about the size of the pie how much information they have about deadlines involved
their status within the group
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 gender their network of social connections their status within the group
explicit; tacit
In cooperative, or ________, negotiations, people seek to reach mutual agreement via binding contracts. In contrast, many negotiations are conducted by actions and pledges in the absence of a binding contract. These types of negotiations are known as ________ negotiations. tacit; explicit transactional; transitional explicit; tacit transitional; transactional
context-free
In cultures where communications are direct, information exchange in negotiation is generally: nuanced inferred biased context-free
a verbal or nonverbal commitment of one's intentions to cooperate which is not legally binding
In negotiation, a psychological contract is best described as: a form of nonverbal communication in which people understand the body language of their opponent a process in which a person does a favor for somebody else and demands repayment at a later point in time a verbal or nonverbal commitment of one's intentions to cooperate which is not legally binding a mutual agreement among negotiators to not use attorneys until they can formalize a contract
it leads to more pro-self choices
In negotiation, communication among group members in social dilemmas increases group cooperation for all of the following reasons except: it leads to more pro-self choices it enhances group identity and solidarity it provides a mechanism for public commitment it reduces uncertainty about the behavior of others
A manager does not contribute to the department party fund, yet attends the party.
In negotiations, our outcomes depend on the actions of others, and we often make choices to pursue self-interest at the expense of the group. Which of the following is an example of a social dilemma? A person who is struggling to find something in her bag steps out of line so that the family behind her can go around her and through the check out. A person decides to work instead of take time off with family and friends. A person does not contribute to charity because he or she feels that the money contributed will be improperly used. A manager does not contribute to the department party fund, yet attends the party.
schematic overcompensation
In some cases, intercultural negotiations may fail, not because negotiators stay anchored to their own cultural assumptions and styles, but rather because they try to adjust to their counterparty's cultural assumptions about negotiating, also known as ________. an attribution error the quality of communication experience naïve realism schematic overcompensation
In which of the following communication mediums are negotiators most likely to misrepresent themselves and deceive others? Face-to-face Video-conference Handwritten letter E-mail
nonverbal communication
Negotiators can make an impact in a negotiation by hand gestures, choices of clothing, jewelry, and seating choice at a table. These impactful behaviors are best known as: nonverbal communication kinetic behavior emblems paraverbal behavior
sacred values
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 beliefs, customs, and assumptions that form the basis of a group's or culture's belief system. taboo trade-offs stifling values sacred values fixed knowledge
analyze and improve their negotiation strategy by looking backward from the last stage of a negotiation to the first
Negotiators who have repeated interactions with others over a finite amount of time can use the mechanism of backward induction to: analyze and improve their negotiation strategy by looking backward from the last stage of a negotiation to the first decide that nothing can be done differently during the next interaction to increase their slice of the pie escalate conflict over each subsequent interaction analyze and improve their negotiation strategy by looking sequentially forward from the first interaction to the last
the unwarranted positive beliefs about one's own group relative to other groups
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
tradable environmental allowances
One structural strategy for inducing cooperation in social dilemmas is the use of ________, in which companies purchase the rights to pollute or use scarce resources and treat these rights as they would conventional property. schmoozing increasing group awareness of the economic impact of overuse tradable environmental allowances rewards and recognitions
the tragedy of the commons
Pat decides to go fishing in a state park. There is a two-fish-per-person limit. Pat decides to catch more than two fish. If all visitors to the park's lake take more than two fish, the lake will soon be depleted of fish. This situation is an example of: the tragedy of the commons logrolling relational accommodation equilibrium outcome
influenced others; adjusted to others
People from individualistic cultures are more likely to remember situations in which they ________, whereas people from a collectivistic cultures are more likely to remember situations in which they ________. influenced others; adjusted to others felt related to the other party; felt effective lost; won sacrificed personal interests; found affiliation with another party
mediation
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
that everything is negotiable
The U.S. generation born approximately at the end of the 2nd World War up to 1964 is 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
temporal synchrony bias
The ________ is the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not. 11th hour negotiation effect framing effect temporal synchrony bias fundamental attribution error
negotiators' beliefs that negotiations are worth continuing, even if they are heading towards an obvious lose-lose outcome
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, even if they are heading towards an obvious lose-lose outcome 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
the responder can reject the proposer's offer; the responder cannot reject the proposer's offer
The main difference between the ultimatum game and the dictator game is that in an ultimatum game, ________; in the dictator game, ________. the responder can reject the proposer's offer; the responder cannot reject the proposer's offer the responder cannot reject the proposer's offer; the responder can reject the proposer's offer the proposal can be changed; the proposal can't be changed the deadline imposed upon the responder is 1 hour; the deadline imposed upon the responder is an immediate response
attribute malevolent motives to people
The sinister attribution bias in negotiation refers to the tendency of people to: attribute malevolent 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
it is a fearless strategy that makes decisions independent of what the other player might do
Tit-for-tat was the most effective strategy in terms of maximizing gains in the Prisoner's Dilemma Tournament held by Robert Axelrod, published in Science magazine. All of the following factors were cited as reasons for tit-for-tat's overall effectiveness except: it is a "nice" strategy and makes a positive first impression it is a "tough" strategy that cannot be taken advantage of it is a forgiving strategy that allows players to put the past behind them it is a fearless strategy that makes decisions independent of what the other player might do
Guanxi network
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 network
Nonverbal signals
What information do people primarily rely upon in face-to-face negotiation that makes it such a preferred method of communication? The pace of the conversation Shared interests The vocabulary used Nonverbal signals
social loafing
When a group member contributes less effort and works less hard when working in a group as compared to working alone, this is known as: social striving affiliation bias marginalization social loafing
the belief that others are rational, like ourselves, and that other people also believe that everyone else is rational
When analyzing the behaviors affecting negotiators' decisions in social dilemmas, the pervasive belief of superrationality is best described as: the belief that we are emotionally detached enough from our decision outcome to only make logical decisions, even if it leads to an outcome completely different from our original goal the belief that others are rational, like ourselves, and that other people also believe that everyone else is rational the tendency to attribute irrational behaviors to negative personal dispositions in others the belief that others hold the same ethical values as we do
the affiliation bias
When football fans watch a game, they believe the other side commits more infractions on the field than does their own team. This favoritism can best be termed: the affiliation bias ethnocentrism marginalization fundamental attribution error
to defer to a higher-status person
When it comes to resolving conflict, managers from hierarchical cultures prefer: to regulate behavior via public shaming an interests model that relies on resolving underlying conflicts to attribute a disagreeable person's behavior to an underlying disposition and desire formal dispute resolution procedures to defer to a higher-status person
People are less risk averse when making decisions electronically than face-to-face.
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 more risk averse when making decisions electronically than face-to-face. People are less risk averse when making decisions electronically than face-to-face. 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.
for player 1 no matter what player 2 does
When trying to determine the best course of action to take in a social dilemma, the principle of dominance detection indicates that a given strategy results in a better outcome: for player 1 most of the time for player 2 most of the time for player 1 no matter what player 2 does for player 1 contingent upon what player 2 does
Direct communicators express their intent in words; indirect communicators convey meaning and intention through story and inference.
Which of the following best describes the differences between direct and indirect communication with regard to culture and how it affects negotiation? Direct communicators express their intent in words; indirect communicators convey meaning and intention through story and inference. Direct communicators address others by their first name; indirect communicators address others by their formal title. Direct communicators always speak the truth; indirect communicators never say what they really mean. Direct communicators are honest; indirect communicators often lie or misrepresent information.
Egalitarian cultures believe that status is permeable through effort and achievement; hierarchical cultures believe that superiors should take care of the needs of subordinates.
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.
The belief that the members of one's own group are better or more deserving than members of another group
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
Initial face-to-face experience
Which of the following methods is recommended for enhancing technology-mediated negotiations? Immediately getting down to business by starting to negotiate Technology-mediated schmoozing Initial face-to-face experience A phone call with the counterparty after an agreement is negotiated
The tit-for-tat strategy seeks to maximize its own gains in the long run.
Which of the following reasons is true regarding why the strategy of tit-for-tat is effective at inducing cooperation in repeated social dilemma interactions? The tit-for-tat strategy aims to beat its opponent. The tit-for-tat strategy always begins the interaction with competitive behavior. The tit-for-tat strategy seeks to maximize its own gains in the long run. The tit-for-tat strategy can earn much more than the strategy it plays against.
Intra-cultural negotiation often yields higher joint gains than inter-cultural negotiation.
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.
a belief that members of a given culture are largely all the same; the recognition that members of a given culture might have a central tendency, but there is variation within the culture
With regard to cultural differences in negotiation, a stereotype is ________; a prototype is ________. a belief that members of a given culture are largely all the same; the recognition that members of a given culture might have a central tendency, but there is variation within the culture the recognition that members of a given culture might have a central tendency, but there is variation within the culture; a belief that members of a given culture are largely all the same an act of discrimination; a scientific or technical invention that is in its initial form (i.e., before refinement) a form of racial prejudice; a form of belief prejudice
traditional
With regard to inter-generational negotiation, people hold different values. The ________ generation holds values such as personal sacrifice, persistence, and setting aside self-interests 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 traditional
millennial
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 traditional millennial
Disputants see large distances between those in the upper part of the social structure and those in the lower part of that structure and prefer high-status people to resolve disputes for low-status people.
With regard to resolving conflict in collectivistic cultures, what statement is most true? Disputants see large distances between those in the upper part of the social structure and those in the lower part of that structure and prefer high-status people to resolve disputes for low-status people. Disputants prefer to use a random device, such as a coin toss, to resolve disputes. 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.
schmoozing done before negotiations take place is risky and increases the likelihood of an impasse
With regard to schmoozing and social interaction in e-negotiations, all of the following are true except: the volume of conversational turn-taking (the back and forth interaction) facilitates trust and rapport schmoozing involves social interactions that are non-task-related schmoozing is relatively cost-effective (i.e., does not involve significant amounts of time and money investment) schmoozing done before negotiations take place is risky and increases the likelihood of an impasse
does what the opponent did on the previous trial
With regard to the prisoner's dilemma, the tit-for-tat strategy cooperates on the first trial, and subsequently: defects if the opponent invites cooperation does what the opponent did on the previous trial reciprocates defection but not cooperation reciprocates cooperation but not defection
Because he or she is irresponsible
You are waiting for a phone call from the counterparty to continue your discussion from yesterday's meeting and he or she is 30 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 has had an automobile trouble Because he or she is irresponsible Because he or she never saw your text message
