Chapter 8

1. Negotiators' faulty judgments of people can often be traced to the representativeness heuristic, a cognitive bias in which people: A. assume commonality between objects of similar appearance B. rely on others' opinions when making decisions C. create meaning from what they experience about the world around them D. assume that a small sample is representative of a large population

A

10. A businessperson calculates the odds of every purchase decision in order to maximize returns on an investment. Which of the following mental models is this businessperson using? A. Cost-benefit analysis model B. Problem solving model C. Haggling model D. Game playing model

A

10. A negotiator's personal, cause and effect theory about what behaviors will lead to certain outcomes in a negotiation is best termed: A. a mental model B. haggling model C. availability heuristic D. exchange norms

A

10. What bias accounts for the tendency of negotiators to think that integrative agreements are obvious after the fact, but fail to see them when encountering a novel negotiation? A. The hindsight bias B. Functional fixedness C. The set effect D. Negative transfer

A

10. What technique decreases the inert knowledge problem in negotiation and increases people's ability to transfer knowledge they possess when faced with a situation that could potentially benefit from that knowledge? A. Compare multiple examples that all illustrate a similar idea or strategy B. Use trial and error to gradually find elements that work C. Persevere through failure to eventually come to the right solution D. Increase group size

A

1. A major obstacle to reaching integrative negotiation agreements is negotiators' beliefs about the outcome of some future event. A _______ is a type of agreement in which parties leverage differences of opinion to form an integrative agreement. A. speculative agreement B. contingency contract C. compromise contract D. fixed contract

B

1. Considering the variety of creative techniques for reaching an integrative negotiation agreement, which of the following refers to a cost-cutting solution? A. Adding a string of benefits to a small initial offer B. One party getting preferred terms on one issue in exchange for reducing the costs incurred by the counterparty C. Reducing the size of concessions D. Each party lowering their aspirations on issues that are of less interest to them

B

1. Negotiators who desire to have a successful brainstorming session should follow several rules, including the _____ ___ rule, which specifies that members of the group should try to modify and extend the ideas suggested by other members of the group. A. quantity B. building C. expressiveness D. non-evaluation

B

1. The availability heuristic is a cognitive bias that can affect the accuracy of negotiators' judgments. Which of the following best describes the availability heuristic? A. Doing something for the counterparty and the counterparty immediately reciprocates B. Overestimating the type or number of people in a certain category because it is easier to bring instances of this group or category of people to mind. C. Describing some occurrence in vivid detail, even if it is an exceptional occurrence D. Examining other procedures or alternatives without regard to whether they are available

B

1. With regard to improving one's negotiation performance via training and experience, which of the following statements is most true? A. Lecture or didactic feedback results in the best performance B. Observational learning and analogical learning both lead to improved performance C. Delaying feedback for a short period of time results in improved performance D. Qualitative feedback is superior to quantitative feedback for improving performance

B

10. Of the different threats to effective problem solving and creativity in negotiation, what is the perseverance effect? A. The tendency to infer an unwarranted relationship between events based upon the information given B. The tendency of people to continue to believe that something is true even when it is revealed to be false or disproved C. The tendency to see invalid correlations between events D. The frequency with which some event or pattern occurs in a general population

B

10. Of the different ways that a negotiation agreement can be reached using a creative approach, the _______ approach awards one of the negotiating parties by some method that was initially outside the bounds of the negotiation. A. the agreement bias B. nonspecific compensation C. circular logrolling D. information pooling

B

10. Often, it is not possible for negotiators to find a compromise solution; expanding the pie does not work, and neither party can get what he or she wants in a tradeoff. A _____ solution creates new alternatives that can meet both parties' underlying interests. A. cost cutting B. bridging C. offer pattern D. even-split

B

10. One psychological bias that can lead to faulty judgments in negotiation is the ______ , which refers to the fact that most people think others agree with them more than is actually the case. A. even-split ploy B. false consensus effect C. hindsight bias D. illusory correlation

B

1. Considering the variety of creative techniques for reaching an integrative negotiation agreement, which of the following strategies describes non-specific compensation? A. Compensating the parties on a variety of low-priority issues B. Neither party gets its initial specific demands but an alternative option is developed C. One party getting what it wants and the other is compensated by some method on a new issue D. Trading low priority issues for higher priority issues

C

1. The fixed-pie perception is a cognitive bias in which negotiators believe that: A. one's BATNA can never improve B. the counterparty's BATNA is more attractive than it actually is C. the counterparty's interests are directly opposed to one's own D. creativity will not yield a better outcome in a negotiation

C

10. Different cognitive biases can threaten a negotiator's effective problem solving and creativity. Of those threats, which of the following scenarios best illustrates the illusory correlation bias? A. A person hears that women living in San Francisco have a higher rate of breast cancer and concludes that living in San Francisco causes breast cancer. B. A student takes an aptitude test and scores poorly. Later that student learns that the test was mis-scored, but the student still feels like they failed. C. A person learns that 60% of a country's population is uneducated and that 70% of the crimes in that country are violent, and concludes that uneducated people are responsible for the violent crime rates. D. A person believes that morally "good" people are likely to win lotteries, and bad people are the victims of crimes

C

10. In order for contingency contracts to be viable and useful in negotiation, they must: A. accurately predict the future B. apply to the present interaction, not related to a future interaction C. have a high degree of clarity and measurability D. involve three or more parties in the contract

C

10. Of the different types of mental models that guide behavior in negotiation, the most common type of model is the _____, and is based on the cognitive bias called the ________. A. partnership model ; hindsight bias B. problem solving model ; surface level transfer C. haggling model ; fixed-pie perception D. game-playing model ; representativeness heuristic

C

10. When it comes to learning, negotiators often fail to apply knowledge from past situations to the present problem. Which of the following scenarios best illustrates the inert knowledge problem? A. A manager is confronted with a new business challenge and consults her knowledge base from previous problems in an attempt to see which past problem solving strategy might be useful in solving the current challenge. B. A businessman cannot make up his mind about which machine to purchase for his factory C. A salesperson, when confronted by a problem with a customer order, cannot remember a similar, previous situation that was in a different context D. A manager cannot remember the terms of an agreement made with their client and calls a co-worker to find out that information

C

10. Which mental model of negotiation focuses on the collaborative or cooperative aspects of the negotiation task and involves a great deal of creativity, reframing, and out-of-the-box thinking? A. Cost-benefit analysis model B. Haggling model C. Problem solving model D. Game playing model

C

1. People's ability to solve problems in new contexts depends on the accessibility of their relevant knowledge. In negotiation, this "knowledge transfer" refers to: A. applying irrelevant knowledge to novel situations B. instructions outside of the context of real problems C. subconsciously evaluating the issue and its inferences D. the ability to apply a strategy or idea learned in one situation to solve a problem in a new situation

D

10. Negotiators who ascribe to the ________ believe it is important to build rapport to nurture a long-term relationship and in many cases, to make sacrifices for the purpose of creating long-term goodwill. A. problem solving model B. cost-benefit analysis model C. game playing model D. partnership model

D

10. Of the different techniques that can remedy threats to problem solving and enhance creativity in negotiation, what is the most effective means of improving a negotiator's ability to reach win-win agreements? A. Threats of disciplinary actions unless improvements in negotiated outcomes are seen B. Overconfidence C. Hindsight D. Training programs

D

10. There is a lot of information to process in a negotiation, but negotiators can only process some of this information. Selective attention can threaten effective problem solving and creativity, as it is estimated that we perceive about ___% of all information in our visual field. A. 99% B. 60% C. 20.5% D. 1%

D