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.