Negotiations Exam 2

In which of the following five aspects of network structure would you find the role of a gatekeeper?

Flexibility

The irrational escalation of commitment is a cognitive bias that refers to...

A negotiator's commitment to a course of action, even when that commitment constitutes irrational behavior on his/her part.

While there may be no simple answer to the question of how gender influences negotiation, recent studies are shedding light on differences that do exist and why it can be hard to find those differences when comparing male and female negotiators. Which of the options sum up the findings in just a few words?

The situation matters.

Types of Frames: Aspiration

predisposition to satisfy broad set of interests and needs, common in negotiation

resource power

those who control resources have capacity to give or withhold them, giving them power

Status gives people visibility, which allows them to get attention and be heard. Where do people get their status from among the following criteria?

Age, educational level, and manner of dress. All of these are where people get their status from.

When considering the five major conflict management styles, which two styles are low (as opposed to high or moderate) on the cooperation trait?

Compete and Yield styles

Which of the following is not one of the four biases that threaten online negotiations?

E-mail impasse bias

T/F negotiators can only use one frame

false

T/F parties negotiate the same no matter the frame

false

a ________ is a subjective mechanism people use to evaluate and make sense out of situations

frame

Types of frames: loss or gain

how risk or reward are defined, loss=cost, value=gain

T/F mismatches in frames between parties is a source of conflict

true

Types of frames: substantive

what conflict is about

calculation-based trust

where benefits outweigh any costs

When managing misperceptions and cognitive biases during negotiation, negotiators can fall into one of several decision traps. Which of the following is not one of those decision traps?

The endowment effect

This theory argues that communities are often drawn together by a strong common identity, creating rigid boundaries and deterring traditional negotiation techniques.

Relational identity theory

One of the most important aspects of framing as issue development is the process of reframing, or the manner in which the thrust, tone, and focus of a conversation change as the parties engage in it. Issues are shaped and reframed by...

arguments attacking the significance or stability of problems or the feasibility of solutions. the ways parties "make a case" to others concerning the logic of needs or positions. the management and interaction of multiple issues on the negotiation agenda. All of these choices are correct.

Some nonverbal acts let the other know that you are listening and prepare the other party to receive your message, these are called...

attending behavior

One way that lower power parties can deal with the big players in business deals and partnerships is by limiting the ways you can do business or limiting whom you can do business with. This is an example of which piece of advice?

constrain yourself

three major issues to consider when constructing a message

content, structure, delivery

five identified types of power

expert, reward, coercive, legitimate, and referent

Types of frames: process

how dispute is resolved

Types of frames: identity

how parties define who they are

Types of frames: characterization

how person defines others

Questions can be used to...

manage difficult or stalled negotiations. pry or lever a negotiation out of a breakdown or an apparent dead end. assist or force the other party to face up to the effects or consequences of their behaviors.

Biases that threaten online negotiations: sinister attribution bias

occurs when behavior attributed to personality flaws

________ is the process by which individuals connect to their environment.

perception

legitimate power

power that comes from a job, office, or position

Types of frames: outcome

predisposition to achieving specific result or outcome, common in bargaining

__________ clarify communication by eliminate noise and distortion.

questions

________ and _______ involve anticipating certain attributes and qualities in another person.

selective perception and projection

________ and________ are distortion by generalization- small bits of information used to draw conclusion.

stereotyping and halo effects

Biases that threaten online negotiations: burned bridge bias

tendency to be more risk-seeking

Biases that threaten online negotiations: Temporal synchrony bias

tendency to behave if in synchronic situation

Biases that threaten online negotiations: squeaky wheel bias

tendency to use negative emotional style to achieve goals

informational power

the ability to assemble and/or organize data to support their position and desired outcome

The concept of criticality in a communication network involves...

the essentiality of the information that flows through the node to the organization's mission, major task, or key product.

Across a variety of work relationships—leadership, mentoring, network connections, friendships, and so on—this was the most common and most important dimension.

trust

______ is an individual's belief and willingness to act on words, actions, and decisions of another

trust

identification-based trust

where there is perceived compatibility and positive emotional attachment

Individuals differ in their level of interpersonal trust. Which of the following statements about interpersonal trust is not true?

Individuals who are high trusters are more prone to gullibility than the low-trust individual.

During negotiations, disputants interpret conflicts using different dimensions. Which of the following options is not one of those dimensions?

Male versus female

All but one of the following actions contributes to increase identification-based trust. Which one does not contribute?

Monitor the other party's actions.

Which of the following statements concerning face threat sensitivity is true?

Negotiations with at least one negotiator scoring high on sensitivity to face threats were less likely to create value and less likely to reach cooperative settlements.

Which of the following statements about the use of frames in a negotiation is not true?

Negotiators use only one frame during a negotiation.

An individual can enhance their personal attractiveness to a target of influence or a negotiating opponent in all of the following ways but one. Which of the following options is not a way to enhance personal attractiveness?

Persistence.