exam 2
75. 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? A. $99.99 (self); $.01 (other) B. $50 (self) ; $50 (other) C. $51 (self) ; $49 (other) D. $100 (self) : $0 (other)
A. $99.99 (self); $.01 (other)
19. 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. Compare multiple examples that all illustrate a similar idea or strategy
13. 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. Cost-benefit analysis model
50. Which of the following best describes the differences between direct and indirect communication with regard to culture and how it affects negotiation? A. Direct communicators express their intent in words; indirect communicators convey meaning and intention through story and inference B. Direct communicators address others by their first name; indirect communicators address others by their formal title C. Direct communicators always speak the truth; indirect communicators never say what they really mean D. Direct communicators are honest; indirect communicators often lie or misrepresent information
A. Direct communicators express their intent in words; indirect communicators convey meaning and intention through story and inference
64. With regard to resolving conflict in collectivistic cultures, what statement is most true? A. 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 B. Disputants prefer to use a random-device, such as a coin-toss, to resolve disputes C. The disputants prefer to involve attorneys to make legal arguments on their behalf D. Disputants see each other as equals and openly and directly address each other in order to resolve a dispute
A. 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
108. 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? A. E-mail B. Telephone C. Instant messaging D. Face-to-face
A. E-mail
37. Which of the following statements is true about unanimity rule in negotiations? A. It is time consuming and it encourages group members to consider creative alternatives to expand the size of the pie B. It allows individuals to express their preferences to the group C. It fosters the development of mutually beneficial trade-offs D. Voting by the unanimity rule eliminates all conflicts of interest
A. It is time consuming and it encourages group members to consider creative alternatives to expand the size of the pie
76. 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? A. Regulations B. Tit-for-tat C. Escalation of commitment D. Equilibrium outcome
A. Regulations
53. Which of the following is an example of in-group favoritism in negotiation? A. The belief that the members of one's own group are better or more deserving than members of another group B. The belief that people should only be members of a single group and avoid joint membership C. A person works less hard when part of a group effort than they would individually D. A person interprets their interactions with their adversaries in an altruistic way
A. The belief that the members of one's own group are better or more deserving than members of another group
23. 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. The hindsight bias
91. 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: A. the affiliation bias B. ethnocentrism C. marginalization D. fundamental attribution error
A. the affiliation bias
56. With regard to cultural differences in negotiation, a stereotype is___________; a prototype is ___________ A. 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 B. 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 C. an act of discrimination ; a scientific or technical invention that is in its initial form (i.e., before refinement) D. a form of racial prejudice ; a form of belief prejudice
A. 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
97. 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. a brief, personal disclosure over e-mail increases the likelihood of an impasse B. a brief, personal disclosure over e-mail reduces the likelihood of impasse C. a brief telephone call prior to e-negotiation improves joint outcomes D. a brief telephone call prior to e-negotiation increases trust
A. a brief, personal disclosure over e-mail increases the likelihood of an impasse
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. a mental model
78. Negotiators who have repeated interactions with others over a finite amount of time can use the mechanism of backward induction to: A. analyze and improve their negotiation strategy by looking backward from the last stage of a negotiation to the first B. decide that nothing can be done differently during the next interaction to increase their slice of the pie C. escalate conflict over each subsequent interaction D. analyze and improve their negotiation strategy by looking sequentially forward from the first interaction to the last
A. analyze and improve their negotiation strategy by looking backward from the last stage of a negotiation to the first
7. 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. assume commonality between objects of similar appearance
99. The sinister attribution bias in negotiation refers to the tendency of people to: A. attribute malevolent motives to people B. assume that a negative situation influences a person's behavior much more than their personality C. believe that someone's personality influences their behavior much more than the situation D. be more likely to engage in risky behavior through e-mail than when face-to-face
A. attribute malevolent motives to people
68. 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. A. defect; defect; play tit-for-tat B. defect; play tit-for-tat; cooperate C. cooperate; cooperate; defect D. defect; play tit-for-tat; defect
A. defect; defect; play tit-for-tat
60. 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 _______. A. influenced others ; adjusted to others B. felt related to the other party ; felt effective C. lost ; won D. sacrificed personal interests ; found affiliation with another party
A. influenced others ; adjusted to others
112. 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 ________. A. integrative outcomes B. risk taking C. task conflict D. gain framing
A. integrative outcomes
89. In negotiation, communication among group members in social dilemmas increases group cooperation for all of the following reasons except: A. it leads to more pro-self choices B. it enhances group identity and solidarity C. it provides a mechanism for public commitment D. it reduces uncertainty about the behavior of others
A. it leads to more pro-self choices
45. Negotiators who are accountable to constituents are likely to _______ as compared to negotiators who are not accountable to a constituent. A. maintain a tough bargaining stance B. worry about making their actions appear more favorable to the counterparty C. make more concessions D. process offers in an automatic, heuristic way
A. maintain a tough bargaining stance
31. 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: A. making concessions or agreements B. joining professional affiliations C. providing a buffer zone D. targeting key strategies
A. making concessions or agreements
114. 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: A. nonverbal communication B. kinetic behavior C. emblems D. paraverbal behavior
A. nonverbal communication
94. In terms of information technology and social interaction, the "weak get strong" effect refers to the fact that: A. people who might not have much influence or status in a face-to-face setting have more status in an electronic forum B. people who make an extreme first offer hardly ever receive that offer and must back down four times as often C. making a strong initial offer, regardless of one's actual BATNA, is more strategic than making a moderate first offer D. people behave in a more aggressive fashion when interacting via information technology
A. people who might not have much influence or status in a face-to-face setting have more status in an electronic forum
46. In group negotiation, prototypical members feel more secure about their position in the group. However, when choosing who should represent the group in a negotiation, _______ group members are more attentive and responsive to information relevant to the negotiation, more motivated to process information, more perceptive about the emotional expressions of the counterparties, and are more likely to attain win-win agreements. A. peripheral B. adversarial C. common-bond D. second table
A. peripheral
82. The main difference between the ultimatum game and the dictator game, is that in an ultimatum game ______ ; in the dictator game ______. A. the responder can reject the proposer's offer ; the responder cannot reject the proposer's offer B. the responder cannot reject the proposer's offer ; the responder can reject the proposer's offer C. the proposal can be changed ; the proposal can't be changed D. the deadline imposed upon the responder is 1 hour ; the deadline imposed upon the responder is an immediate response
A. the responder can reject the proposer's offer ; the responder cannot reject the proposer's offer
86. 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 2 fish, the lake will soon be depleted of fish. This situation is an example of: A. the tragedy of the commons B. logrolling C. relational accommodation D. equilibrium outcome
A. the tragedy of the commons
With regard to combining members' preferences to reach a consensus, the impossibility theorem states that: A. there is not a best way to derive a group's preference from combining individual preferences B. there is not a best way to derive individual preferences from analyzing a group's overall preference C. groups take much longer to reach agreement than two-party negotiations D. groups often fail to see a positive bargaining zone when it actually exists
A. there is not a best way to derive a group's preference from combining individual preferences
36. Consider a multiparty negotiating situation. How does the tradeoff strategy of circular logrolling work? A. Negotiators each give and exchange resources with each other B. Each group member offers a counterparty member a concession on one issue while receiving a concession from a different group member on a different issue C. One party gives a concession and receives a cash bond from another party D. Tradeoffs are all presented at once and each member gets to select which ones work best for them
B. Each group member offers a counterparty member a concession on one issue while receiving a concession from a different group member on a different issue
110. If a manager wants to assemble a working group for a long, complex negotiation, what is the best communication structure for the team? A. Written communication B. Face-to-face, then virtual C. Virtual, then face-to-face D. Virtual and e-communications exclusively
B. Face-to-face, then virtual
85. 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? A. Feelings of obligation to one's group B. Increased group size C. Expectation of extrinsic rewards D. Identifying with one's organization
B. Increased group size
48. Which of the following best describes the differences between individualism and collectivism as cultural values in negotiation? A. Individualists focus on relationships; collectivists focus on money B. Individualists see themselves as autonomous entities; collectivists see themselves in relation to other C. Individualists prefer to work in groups; collectivists prefer to work alone D. Individualists are cooperative; collectivists are competitive
B. Individualists see themselves as autonomous entities; collectivists see themselves in relation to other
27. Which of the following is generally true with regard to coalitions in negotiation? A. All parties' interests are perfectly aligned B. Members of the coalition cooperate to gain an advantage in the larger group, but compete with one another over the division of resources C. Members of the coalition compete with one another to gain advantage in the larger group, but cooperate with one another when dividing resources D. Members use circular tradeoffs with the larger group and reciprocal tradeoffs among coalition members
B. Members of the coalition cooperate to gain an advantage in the larger group, but compete with one another over the division of resources
6. 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. Observational learning and analogical learning both lead to improved performance
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. One party getting preferred terms on one issue in exchange for reducing the costs incurred by the counterparty
5. 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. 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.
58. Collectivistic cultures are rooted in social groups. Why is accountability pressure effective in collectivistic cultures? A. People want to save face and are concerned with their personal outcomes B. People are answerable to others within their group for conducting themselves in a certain manner C. People want to seem ethical to out-group members D. The desire for influence and control pushes the individual to take actions that demonstrate their knowledge of their native cultural values
B. People are answerable to others within their group for conducting themselves in a certain manner
95. 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? A. People are more risk averse when making decisions electronically than face-to-face B. People are less risk averse when making decisions electronically than face-to-face C. There is no discernable difference in risk-taking behavior between face-to-face interactions versus electronically-mediated groups D. People are initially more risk averse when interacting electronically, and then over time, grow to be risk-seeking
B. People are less risk averse when making decisions electronically than face-to-face
21. 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. The tendency of people to continue to believe that something is true even when it is revealed to be false or disproved
84. 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? A. Multiparty dilemma B. Volunteer dilemma C. Prisoner's dilemma D. Ultimatum dilemma
B. Volunteer dilemma
41. 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. A. sequential bargaining B. brain writing C. reciprocal trade-offs D. information pooling
B. brain writing
16. 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. bridging
8. 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. building
66. Dispute resolution preferences vary from culture to culture. One way negotiators from indirect cultures communicate their disapproval is: A. by fining the offender B. by shaming the offender C. by telling the offender what he did wrong D. yelling at the offender
B. by shaming the offender
4. 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. contingency contract
71. With regard to the prisoner's dilemma, the tit-for-tat strategy cooperates on the first trial, and subsequently: A. defects if the opponent invites cooperation B. does what the opponent did on the previous trial C. reciprocates defection but not cooperation D. reciprocates cooperation but not defection
B. does what the opponent did on the previous trial
20. 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. false consensus effect
43. Often there are power differences in group negotiation. Unbalanced power relationships can produce: A. less coalitions defecting from the larger group B. fewer integrative agreements C. a reduced likelihood of a bargaining impasse D. less competitive behavior
B. fewer integrative agreements
92. 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. A. bargaining B. mediation C. adversarial adjudication D. inquisitorial adjudication
B. mediation
35. 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 his or her group in a way that the counterparty does not understand or make the group aware that a surreptitious communication is taking place. This communication situation is called the: A. hidden table B. multiple audience problem C. questionable ethics problem D. passive misrepresentation
B. multiple audience problem
105. The continuation norm in e-negotiations is best described as: A. the act of thinking about how things might have turned out differently B. negotiators' beliefs that negotiations are worth continuing, even if they are heading towards an obvious lose-lose outcome C. the tendency for e-communicators to ascribe diabolical intentions to the other party D. the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not
B. negotiators' beliefs that negotiations are worth continuing, even if they are heading towards an obvious lose-lose outcome
15. 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. nonspecific compensation
29. 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: A. make unilateral concessions amongst group members B. obtain verbal commitments, as people often feel obligated to follow through with promises they make with others C. increase the functional distance between coalition members D. allocate resources by a needs-based equity distribution system amongst coalition members
B. obtain verbal commitments, as people often feel obligated to follow through with promises they make with others
98. Flaming or acting rudely toward others in negotiation occurs more frequently through e-mail than in face-to-face interactions because: A. people feel more status competition when interacting face-to-face B. people lack social cues and norms when they are on e-mail C. people are more likely to seek revenge face-to-face than they are electronically D. people are under the influence of superrationality when interacting electronically
B. people lack social cues and norms when they are on e-mail
80. When analyzing the behaviors affecting negotiators' decisions in social dilemmas, the pervasive belief of superrationality is best described as: A. 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 B. the belief that others are rational, like ourselves , and that other people also believe that everyone else is rational C. the tendency to attribute irrational behaviors to negative personal dispositions in others D. the belief that others hold the same ethical values as we do
B. the belief that others are rational, like ourselves , and that other people also believe that everyone else is rational
30. Sometimes, negotiators hire agents to act on their behalf in negotiations. In a study of home buyers and sellers, home selling prices were highest when the agent knew only: A. the seller's reservation price B. the buyer's reservation price C. the seller's time constraints D. the buyer's time constraints
B. the buyer's reservation price
67. A prisoner's dilemma is best defined as a situation in which: A. a person has done something wrong and needs to face the consequences B. the rational pursuit of self-interest leads to collective disaster C. people try to outsmart an opponent without knowing what their opponent is doing D. a person must put aside self-interest in order to contribute to help another
B. the rational pursuit of self-interest leads to collective disaster
51. One of the key challenges in intercultural negotiation is ethnocentrism which refers to: A. genocide (i.e., the killing of people from different cultures) B. the unwarranted positive beliefs about one's own group relative to other groups C. separatism (i.e., the tendency for a culture to withdraw from other cultures and act independently) D. the blending of different cultures in a way that creates a "melting pot," or mix of different cultures
B. the unwarranted positive beliefs about one's own group relative to other groups
22. 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. 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.
18. 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. A salesperson, when confronted by a problem with a customer order, cannot remember a similar, previous situation that was in a different context
62. 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? A. Because in another meeting B. Because he or she has had an automobile trouble C. Because he or she is irresponsible D. Because he or she never saw your text message
C. Because he or she is irresponsible
57. 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? A. Individualism B. Egalitarianism C. Collectivism D. Dispositionalism
C. Collectivism
49. Which of the following best describes the differences between egalitarianism and hierarchy as cultural values in negotiation? A. Egalitarian cultures divide things equally; hierarchical cultures divide things according to merit and status B. Egalitarian cultures treat people equally; hierarchical cultures discriminate among people C. Egalitarian cultures believe that status is permeable through effort and achievement; hierarchical cultures believe that superiors should take care of the needs of subordinates D. Egalitarian cultures communicate directly; hierarchical cultures communicate indirectly
C. Egalitarian cultures believe that status is permeable through effort and achievement; hierarchical cultures believe that superiors should take care of the needs of subordinates
47. 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? A. Information pooling B. Downward social comparison C. Horizon thinking D. Brainwriting
C. Horizon thinking
101. Which of the following methods is recommended for enhancing technology-mediated negotiations? A. Immediately getting down to business by starting to negotiate B. Technology-mediated schmoozing C. Initial face-to-face experience D. A phone call with the counterparty after an agreement is negotiated
C. Initial face-to-face experience
2. 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. One party getting what it wants and the other is compensated by some method on a new issue
14. 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. Problem solving model
39. 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? A. Horizon thinking B. Information pooling C. Strategically misrepresenting preferences D. They are under the influence of the agreement bias
C. Strategically misrepresenting preferences
79. 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? A. The tit-for-tat strategy aims to beat its opponent B. The tit-for-tat strategy always begins the interaction with competitive behavior C. The tit-for-tat strategy seeks to maximize its own gains in the long run D. The tit-for-tat strategy can earn much more than the strategy it plays against
C. The tit-for-tat strategy seeks to maximize its own gains in the long run
40. Groups tend not to make many proposals and explore options or alternatives in a systematic fashion in negotiations. What problem does this exemplify? A. Information pooling B. Condorcet paradox C. Tunnel vision D. Naïve realism
C. Tunnel vision
42. Regarding trust and temptation in coalitions, what is meant by the term, coalitional integrity? A. Group members shouldn't form coalitions too early in the negotiation process, before they can find out which group members behave without integrity B. Coalition members should always be truthful with one another regarding their individual opinions C. When a new coalition structure forms that offers greater gain to members, coalition members often stay with their current coalition D. Agreements made amongst coalition members are full of integrity
C. When a new coalition structure forms that offers greater gain to members, coalition members often stay with their current coalition
72. In negotiation, a psychological contract is best described as: A. a form of nonverbal communication in which people understand the body language of their opponent B. a process in which a person does a favor for somebody else and demands repayment at a later point in time C. a verbal or nonverbal commitment of one's intentions to cooperate but is not legally binding D. a mutual agreement among negotiators to not use attorneys until they can formalize a contract
C. a verbal or nonverbal commitment of one's intentions to cooperate but is not legally binding
34. Agents have an incentive to make transactions happen and are motivated to apply pressure to whomever is motivated to reach a deal. Therefore a key challenge of working with agents is that: A. the agent has limited authority to offer price reductions B. the emotional detachment and tactical flexibility provided by an agent may make it hard for the counterparty to infer the principal's interests C. an agent's incentives are not perfectly aligned with the principal's D. the agent doesn't act as a face-saving buffer for the principal
C. an agent's incentives are not perfectly aligned with the principal's
32. Negotiations often involve several parties. The people who do the actual negotiation are known as the primary table. The secondary table in negotiation refers to the: A. counterparty's bargaining team B. parties' hidden interests and unexpected coalitions C. constituents who have authority over the agreement but may not be physically present D. biases that affect the primary table
C. constituents who have authority over the agreement but may not be physically present
73. All of the following can increase trust and cooperation amongst group members in social dilemmas except: A. making non-binding promises B. communicating with others regularly C. creating different incentives for each group member D. personalizing others
C. creating different incentives for each group member
77. 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. A. tacit ; explicit B. transactional ; transitional C. explicit ; tacit D. transitional ; transactional
C. explicit ; tacit
69. 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: A. for player 1 most of the time B. for player 2 most of the time C. for player 1 no matter what player 2 does D. for player 1 contingent upon what player 2 does
C. for player 1 no matter what player 2 does
11. 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. haggling model ; fixed-pie perception
17. 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. have a high degree of clarity and measurability
81. 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: A. tacit negotiation strategy B. sunk costs C. how much information they have about the size of the pie D. how much information they have about deadlines involved
C. how much information they have about the size of the pie
90. 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. A. taboo trade-offs B. stifling values C. sacred values D. fixed knowledge
C. sacred values
104. The ______ is the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not. A. 11th hour negotiation effect B. framing effect C. temporal synchrony bias D. fundamental attribution error
C. temporal synchrony bias
113. The U.S. generation born approximately at the end of the 2nd World War up to 1964 are traditionally called the "Baby Boom" or "Boomer" generation. As negotiators, one of their main beliefs is: A. that personal sacrifice in negotiation is necessary B. to avoid direct confrontation - negotiate virtually whenever possible C. that everything is negotiable D. that a negotiator must set aside their personal interests when negotiating
C. that everything is negotiable
54. Cultures differ with respect to their values and beliefs. In negotiation, sacred values refer to: A. the values prevalent in individualistic cultures B. the customs and beliefs that change frequently C. the beliefs that people regard to be so fundamental that they are not discussable or debatable D. the values that can make your counterparty highly competitive
C. the beliefs that people regard to be so fundamental that they are not discussable or debatable
9. 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. the counterparty's interests are directly opposed to one's own
88. 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. A. schmoozing B. increasing group awareness of the economic impact of overuse C. tradable environmental allowances D. rewards and recognitions
C. tradable environmental allowances
24. 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. 1%
70. 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. 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 B. A person decides to work instead of take time off with family and friends C. A person does not contribute to charity because he or she feels that their money will be improperly used D. A manager does not contribute to the department party fund, yet attends the party
D. A manager does not contribute to the department party fund, yet attends the party
38. When negotiators arrange to have their preferred alternatives entered at later stages of a sequential voting process, what psychological principle are they taking advantage of? A. Majority rule - all individual votes count by the same weight B. In-Group bias - a pattern of favoring members of one's in-group over out-group members C. Impossibility theorem - the derivation of group preference from individual's preferences is indeterminate D. Condorcet paradox - the winners of majority rule elections will change as function of the order in which the alternatives are proposed
D. Condorcet paradox - the winners of majority rule elections will change as function of the order in which the alternatives are proposed
106. In which of the following communication mediums are negotiators most likely to misrepresent themselves and deceive others? A. Face-to-face B. Video-conference C. Handwritten letter D. E-mail
D. E-mail
59. 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? A. Social networks B. Dispositionalism C. Egalitarianism D. Guanxi network
D. Guanxi network
55. Which of the following statements is most true with regard to integrative negotiation as it pertains to culture? A. Members of western cultures are more adept and skilled at expanding the pie compared to members of eastern cultures B. Members of eastern cultures are more adept and skilled at claiming resources than members of western cultures C. Inter-cultural negotiation often yields higher joint gains than intra-cultural negotiation D. Intra-cultural negotiation often yields higher joint gains than inter-cultural negotiation
D. Intra-cultural negotiation often yields higher joint gains than inter-cultural negotiation
96. 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? A. Linguistic B. Paralinguistic, linguistic C. Visual, paralinguistic, linguistic D. Linguistic, paralinguistic, visual, and kinetic
D. Linguistic, paralinguistic, visual, and kinetic
103. What information do people primarily rely upon in face-to-face negotiation that makes it such a preferred method of communication? A. The pace of the conversation B. Shared interests C. The vocabulary used D. Nonverbal signals
D. Nonverbal signals
25. 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. Training programs
115. Conversational turn-taking makes the process of negotiation seem smoother and more natural, but it also serves an important informational function which is: A. allowing one party to establish control over the negotiation B. reducing the risk of the flaming bias C. allowing side-deals to be made D. allowing negotiators to immediately correct misunderstandings
D. allowing negotiators to immediately correct misunderstandings
83. Gender differences in trust exist in negotiation. Men tend to trust people based on ______ ; women trust people ______. A. exhibited behavior ; who temper their emotions B. what favors the other person has done for them ; who have a direct personality C. other negotiators' reviews of that person's behavior ; more rapidly than men D. common group membership ; with whom they have a relationship
D. common group membership ; with whom they have a relationship
44. When a negotiating party is embedded within an organization, several peripheral players may have an indirect stake in the outcome. A _______ is on the same side of the negotiation table as the principal but exerts an independent influence on the outcome through the principal. A. common-identity group B. coalition C. common-bond group D. constituent
D. constituent
65. In cultures where communications are direct, information exchange in negotiation is generally: A. nuanced B. inferred C. biased D. context-free
D. context-free
52. 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: A. evaluate the other party's actions on the basis of their affiliations rather than on the merits or faults of the behavior itself. B. 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 C. relegate the other party to an unimportant or powerless position within their group D. explain the causes of the other party's behavior in terms of their underlying disposition and discount situational factors
D. explain the causes of the other party's behavior in terms of their underlying disposition and discount situational factors
33. In a group negotiation, people often need to vote to make decisions. Strategic voting misrepresentation refers to: A. members of coalitions pressuring individuals to vote for a particular choice B. group members taking votes when the timing is right for them to prevail C. group members not counting certain votes that have been legitimately submitted D. group members not always voting based upon their actual preferences
D. group members not always voting based upon their actual preferences
74. 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: A. it is a "nice" strategy and makes a positive first impression B. it is a "tough" strategy that cannot be taken advantage of C. it is a forgiving strategy that allows players to put the past behind them D. it is a fearless strategy that makes decisions independent of what the other player might do
D. it is a fearless strategy that makes decisions independent of what the other player might do
109. 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. A. boomer B. generation X C. traditional D. millennial
D. millennial
12. 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. partnership model
87. Donating to National Public Radio, paying taxes, voting, and joining a union are all examples of: A. government control B. resource conservation dilemmas C. the norm of commitment D. public goods dilemmas
D. public goods dilemmas
102. According to the place-time model of social interaction, ______ is the potential information-carrying capacity of social interaction medium. A. framing effect B. reciprocity C. emotional intelligence D. richness
D. richness
93. 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 __________. A. an attribution error B. the quality of communication experience C. naïve realism D. schematic overcompensation
D. schematic overcompensation
100. With regard to schmoozing and social interaction in e-negotiations, all of the following are true, except: A. the volume of conversational turn-taking (the back and forth interaction) facilitates trust and rapport B. schmoozing involves social interactions that are non task-related C. schmoozing is relatively cost-effective (i.e., does not involve significant amounts of time and money investment) D. schmoozing done before negotiations take place is risky and increases the likelihood of an impasse
D. schmoozing done before negotiations take place is risky and increases the likelihood of an impasse
61. 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: A. social striving B. affiliation bias C. marginalization D. social loafing
D. social loafing
3. 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. the ability to apply a strategy or idea learned in one situation to solve a problem in a new situation
116. In a negotiation situation that has missing or weak social context cues, all of the following are likely to occur except: A. negotiators are less concerned about making a good impression B. humorous remarks can be misinterpreted C. people feel distant from others and somewhat anonymous D. the expression of negative emotions are minimized
D. the expression of negative emotions are minimized
26. A multi-party negotiation is formed when three or more individuals attempt to resolve perceived differences of interest. A key difference between two-party and multi-party negotiations is: A. faster information sharing in multiparty negotiations B. equalization of outcomes in multiparty negotiations C. more accurate judgments in multiparty negotiations D. the potential for a subset of members to form a coalition in multiparty negotiation
D. the potential for a subset of members to form a coalition in multiparty negotiation
107. 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: A. their age B. their gender C. their network of social connections D. their status within the group
D. their status within the group
63. When it comes to resolving conflict, managers from hierarchical cultures prefer: A. to regulate behavior via public shaming B. an interests model that relies on resolving underlying conflicts C. to attribute a disagreeable person's behavior to an underlying disposition and desire formal dispute resolution procedures D. to defer to a higher-status person
D. to defer to a higher-status person
111. 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. A. boomer B. millennial C. generation X D. traditional
D. traditional
