MAR every chapter

Click and drag on elements in order In a multiparty negotiation, the parties share information and then deliberate possible solutions. Arrange the events that follow this process in the correct order of occurrence. (Place the event that occurs first at the top.)

1) a few people emerge with common viewpoint and agree to support each others perspectives 2)people who have individual viewpoints negotiate with the ones with a common perspective to incorporate their viewpoints 3)people who might not be ready to negotiate or revise their views are eventually rejected and left out of the collective decision

Arrange the key steps of the integrative negotiation process in sequential order.

1) identify and define the problem 2)surface interest and needs 3)generate alternative solutions to the problem 4)evaluate alternatives and select among them

Click and drag on elements in order In the context of the effects of culture on negotiation, arrange the steps the Chinese negotiators will take when negotiating with an international negotiator as suggested by Solomon in the correct order of occurrence. (Place the first step at the top.) Instructions

1) looking for broad principles and building a relationship with the negotiator 2) exploring the boundaries of a relationship with the negotiator though a long period of assessment 3) deciding whether or not to strike a deal with the negotiator

Which of the following factors is most likely to lead to negative emotions during a negotiation?

A competitive frame of mind

Which of the following is an implication of introducing a large bargaining mix in a negotiation?

A large bargaining mix is likely to increase the length of the negotiation.

Which of the following is most likely a result of the expression of anger during negotiations?

A party refuses to speak further to the other party.

Which of the following statements concerning reputation is true?

A person can have many, even conflicting, reputations.

Identify an accurate statement about stereotyping.

A person is usually stereotyped on the basis of one bit of perceptual information.

Match the positions in negotiations (in the left column) with the appropriate elements of negotiations (in the right column).

A position of firmness-An exaggerated opening offer, a determined opening stance, and a very small initial concession A position of flexibility A moderate opening offer, a reasonable, cooperative opening stance, and a reasonable initial concession

Select all that apply Which of the following factors are more likely to result in positive emotions during a negotiation? (Select all that apply.

A positive social comparison A just process

Select all that apply Identify the elements of a good apology that is used to repair trust in negotiation. (Select all that apply.)

A request for forgiveness An offer to repair the consequences of the violation An expression of regret for the offense

Identify the chicken tactic of negotiation from the following scenarios.

A retailer threatens to terminate the contract if the supplier refuses to give in to the retailer's demands.

Which statement below summarizes the research on the effects of culture on negotiation outcomes?

All of these statements are true when summarizing the research of the effects of culture on negotiation outcomes. > Research suggests that culture does have an effect on negotiation outcomes, although it may not be direct. There is some evidence that cross-cultural negotiations yield poorer outcomes than intracultural negotiations. Culture likely has an influence through differences in the negotiation process in different cultures.

How do Americans differ from the Chinese in their ideologies?

Americans emphasize individual rights.

In the context of culturally responsive negotiation strategies, Francis found that _____.

Americans perceived negotiators from a familiar culture who made moderate adaptations to American ways more positively than negotiators who did not make any changes

Select all that apply Identify the skills that negotiators with cooperative dispositions are likely to possess. (Select all that apply.)

An ability to consider the views of the other party A high degree of sensitivity to others

Select all that apply In the context of preparing to implement a negotiation strategy, which of the following points should a negotiator consider for effective planning? (Select all that apply.)

Analyzing and comprehending the other party's goals, issues, and resistance points Defining the interests Assembling the issues, ranking their significance, and defining the bargaining mix Defining the goal of negotiation and the crucial issues related to achieving the goal Presenting the issues to the other party: substance and process

Which of the following is a tactic that negotiators can use to deal with the other party's use of deceptive tactics?

Asking a question that compels the other party to tell a direct lie

Identify an ideal approach that negotiators should adopt to improve their negotiation skills.

Be willing to discontinue a negotiation when the deal is not worth the effort

Identify a factor that facilitates successful integrative negotiation.

Belief in the validity of one's perspective

Identify an accurate statement about how negotiators should use the two major strategic approaches to negotiation.

Both approaches to negotiation must be employed with equal versatility.

Identify the relation between the wishes and the goals of a party involved in conflict resolution.

Both are related to the interests and needs of the party.

Which of the following statements is true about parties involved in a negotiation?

Both parties can influence the outcomes and decisions of the other party.

Match the techniques (in the left column) with their descriptions (in the right column.)

Brainstorming-Parties define a problem and then generate multiple solutions without criticizing any of them Nominal group technique-Parties evaluate alternative solutions in terms of the degree to which each alternative solves a problem

In the context of a negotiation, how can a trust violator and his or her victim minimize the circumstances by which trust violations could occur in the future?

By appointing referees to control undesirable behaviors

How can negotiators tactfully transition from creating value to claiming value during a negotiation?

By branding it publicly

How can negotiators facilitate a negotiation?

By considering a diverse range of viewpoints and information about a task

How can a negotiator obtain information indirectly about the other party's target and resistance points?

By consulting publications widely available on the Internet

How do parties shape frames in a negotiation? (Check all that apply.)

By countering the other party's case By altering their own arguments on the basis of the other party's argument

Select all that apply Identify the ways in which negotiators can enhance their motivation and commitment to problem solving. (Select all that apply.)

By engaging in presettlement commitments By opting for umbrella agreements that give a framework for future discussions By recognizing that working together is more beneficial than working separately

Amir and Ivy are negotiating a deal with each other. How can Amir alter Ivy's perceptions of her position?

By explaining that the actual outcomes would be undesirable for Ivy if her demands are met

Select all that apply How should reputations of negotiators be changed from negative to positive? (Select all that apply.)

By negotiators accounting for their past behavior By negotiators apologizing for their behavior

Select all that apply Identify the ways in which a negotiator can convey that an offer is the final one to the other party. (Select all that apply.)

By personalizing a concession to the other party By allowing the absence of offers to convey that there is no further concession

Select all that apply Identify the ways in which negotiators can effectively manage the "stay-with-the-current-strategy versus opportunism" paradox. (Select all that apply.)

By preparing for a negotiation in advance By paying close attention to their intuition

Select all that apply Identify the ways in which negotiators can close a deal. (Select all that apply.)

By using an assume-the-close technique By offering to split the difference By using an exploding offer to compel the other party to agree quickly By saving a special concession for the close

Match the unmanageable questions that are used in negotiations (in the left column) with their examples (in the right column).

Close-out questions-You would not try to take us for granted here, would you? Loaded questions-Do you mean to tell me that you will only accept these terms? Impulse questions-As long as we're discussing this, how should we respond to demands made by other groups?

Which of the following approaches to deal with negotiators who use hardball tactics is built on the theory that it is much more difficult to attack a friend than an enemy?

Co-opting the other party

Which of the following statements about coalitions is not correct?

Coalitions occur only in formal negotiations.

In the Connect Model and the requirements for building a relationship, what does the letter "C" stand for in CONNECT?

Commit to the relationship

Identify the accurate statements about conflict. (Select all that apply.)

Conflict can be effectively resolved through negotiation. The strongly divergent needs of two parties can lead to conflict.

Select all that apply In the context of repairing trust in negotiations, which of the following are forms of structural solutions? (Select all that apply.)

Creating procedures that decrease the possibility of trust violations in the future Negotiating parties posting a resource that is forfeited to the other party if trust is violated

Match the aspects of a network structure that determine power (in the left column) with their corresponding descriptions (in the right column).

Criticality of a node-The information that flows through a node that may be essential to an organization's mission, major task, or key product Flexibility of a node's position-The degree to which a key individual can exercise discretion in how certain decisions are made or who gains access

Which of the following statements is true according to the cultural complexity theory proposed by Tinsley, Brett, Shapiro, and Okumura?

Cultural values that have a moderated effect on negotiations have various contextual instigators in the culture.

The _____ technique involves a moderator structuring an initial questionnaire and sending it out to all parties, asking for their inputs.

Delphi

Select all that apply Identify the ways in which low-power negotiators can efficiently deal with high-power negotiators. (Select all that apply.)

Developing partnerships with other low-power negotiators Utilizing the power of competition to leverage power Limiting the ways of doing business

In the context of multiparty negotiations, match the methods through which groups can make decisions (in the left column) with their descriptions (in the right column).

Dictatorship-Decisions are made by one person. Oligarchy-Decisions are made by a dominant minority coalition. Simple majority-Decisions are made by one more person than half. True unanimity-Everyone agrees to the decisions made. Quasi-consensus-Most of the parties agree to the decisions made, and those who dissent agree not to raise objections or protest.

In the context of using direct action to manage the other party's impressions of one's position in a negotiation, match the emotional reactions displayed by negotiators (in the left column) with the information they provide (in the right column).

Disappointment-It suggests that an issue is important to the negotiators. An angry outburst-It suggests that a topic is very important and may give it a prominence that will shape the topic of discussion. Indifference-It suggests that an issue is trivial.

Select all that apply Identify the things a group facilitator can typically do to keep a group of parties to a multiparty negotiation moving toward a successful completion. (Select that apply.)

Discuss the implementation of the developed action plan and whatever follow-up or next steps that will follow the agreement creation Listen for the emergence of the "snowballing coalition" among the key members when selecting the solution(s) to the issue at hand

Select all that apply Identify the effective ways in which a negotiator can deal with intimidation tactics used by the other party in a negotiation. (Select all that apply.)

Discussing the negotiation process with the other party Ignoring the other party's intimidation attempts Using a team to negotiate with the other party

_____ strategies tend to create "superiority-inferiority" or "we-they" patterns in negotiations.

Distributive

_____ is the approach to negotiation in which negotiators employ win-lose strategies and tactics to beat the competition.

Distributive bargaining

Match the negotiation styles (in the left column) with their characteristics (in the right column).

Distributive bargaining matches-In this process, negotiators make no effort to understand the other side's needs and objectives. Integrative negotiation matches-In this process, negotiators make an effort to understand what the other side wants to attain.

Match the negotiation strategies (in the left column) with their predictable drawbacks (in the right column).

Distributive strategies-They may lead to distortions in judgment about the contributions and efforts of the other side. Integrative strategies-They may lead negotiators to stop being accountable to their constituencies in favor of pursuing the negotiation process for its own sake. Accommodative strategies-They may lead to negotiators repeatedly giving in to avoid a fight or to keep the other party happy.

Match the different approaches to ethical reasoning in business and negotiation (in the left column) with the actions most likely taken by a negotiator (in the right column).

End-result ethics-The negotiator does what is necessary to get the most ideal outcome. Duty ethics-Choice-The negotiator perceives a commitment to principles and does not involve in deceptive tactics.

Match the following terms (in the left column) with their appropriate descriptions in the context of a negotiation (in the right column.)

Ethical-What is deemed appropriate by a standard of moral conduct Practical-What a negotiation can actually make happen in a given Legal-What the law defines as acceptable practice Prudent-What is deemed to be wise on the basis of the efficacy of a tactic

Match the types of power (in the left column) with their descriptions (in the right column).

Expert power-It is derived from having thorough information about a subject. Referent power-It is derived from the respect a person commands because of his or her personal attributes. Reward power-Choice, It is derived from the ability to appreciate others for achieving their goals through accolades and gifts. Coercive power-It is derived from the ability to punish others for not achieving their goals. Legitimate power-It is derived from holding a formal title in an organization.

True or false: Negotiators who are excluded from part of a multiparty negotiation get more share of the outcome than those who are present for the duration.

False

True or false: According to Gelfand and Christakopoulou, negotiators from a more collectivist culture make more extreme offers during the negotiation than do negotiators from a more individualistic culture.

False Reason: This is false. Gelfand and Christakopoulou found that negotiators from a more individualistic culture (the United States) made more extreme offers during the negotiation than did negotiators from a more collectivist culture (Greece).

the_____, ______effect is a tendency to overestimate the degree of support and consensus that exists for one's own position, opinions, or behaviors.

False, consensus

True or false: Parties involved in a negotiation should adopt apparent expediency of voting on final agreements.

False: Reason: This is false. It is suggested that negotiators should avoid the apparent expediency of voting on final agreements, and encourage negotiations to continue until a consensus is reached. While voting closes the discussion, it can also create disenfranchisement of the losing party and make it more likely that "losers" will be less committed than "winners" to the implementation of the negotiated outcome.

Match the types of deliberations (in the left column) with the places in which they are held (in the right column).

Formal deliberations-Board or conference rooms or hotel meeting rooms Informal deliberations-Restaurants, cocktail lounges, or private airline clubs

Select all that apply According to Pendergast, identify some of the major concerns that a negotiator should consider in developing a negotiation agenda. (Select all that apply.)

Formula for the negotiation Sequence of the issues to be addressed Packaging of the issues Framing of the issues Scope of the negotiation

In the context of nonverbal communication, which of the following can a negotiator use to indicate strong rejection or disapproval of a communicated message?

Furrow the brow, squeeze eyebrows together, and cross arms

Identify the creative phase of integrative negotiation.

Generating alternative solutions

Identify an accurate statement about the direct effects of goals on the choice of strategy.

Goals must be realistic and should be attainable.

Identify an accurate statement about anchors in a negotiation.

Goals that are set realistically can serve as anchors.

Select all that apply Greg is a low-power negotiator from Hong Kong. Grace is Greg's high-power counterpart from Israel, and Farah is Greg's high-power counterpart from Germany. Based on the studies conducted by Kopelman, Hardin, Myers, and Tost, which of the following statements are likely to be true? (Select all that apply.)

Greg is likely to be more cooperative when negotiating with Farah than with Grace. Greg is likely to be less cooperative when negotiating with Grace than with Farah.

Select all that apply Identify the questions that a negotiator should ask himself or herself about presenting and framing negotiation issues. (Select all that apply.)

Has anyone else negotiated on these issues earlier? What are the facts that support my perspectives? How can I make the facts most convincing?

What tactic should a negotiator use to elicit information from the other party if the other party is mistrustful of the negotiator?

He or she should consider multiple issues simultaneously.

Select all that apply Identify the guidelines that should be followed by every member of a group to make it effective in multiparty negotiations. (Select all that apply.)

He or she should encourage the other members to make clear their own understanding of his or her needs and interests. He or she should jointly devise methods with the other members to test disagreements and solutions.

Select all that apply What are the principles that a negotiator should keep in mind when setting a target point in a negotiation? (Select all that apply.)

He or she should have an understanding of trade-offs and throwaways. He or she should consider how to package many issues and objectives.

What should strong negotiators do to ensure that negotiations are successful?

Identify and leverage the strength of coalitions for their benefit

Select all that apply According the Neale and Bazerman, what are the different ways to logroll? (Select all that apply.)

Identifying differences in expectations about the likelihood of future events Exploring differences in time preferences Recognizing the differences in risk preferences

Which of the following practices should negotiators adopt to make a negotiation more effective?

Identifying the structure of the negotiation and choosing a suitable plan of action

When a conflict arises, one of the three parties involved in the conflict retreats and does nothing. It shows no interest in whether it can attain its own outcomes or whether the other parties can attain theirs. In the context of the dual concerns model, what strategy for conflict management has this party adopted?

Inaction

Match the forms of societies (in the left column) with their accurate use of apologies (in the right column).

Individualistic societies-Use apologies to assign blame Collectivist societies-Use apologies to express remorse

Identify a true statement about legitimate power.

Individuals acknowledge it because they feel that it is proper power.

Which of the following is the life force of a negotiation?

Information

Which of the following types of justice deals with the way parties handle each other on one-to-one basis?

Interactional justice

Match the frames in negotiations (in the left column) with their concerns (in the right column.)

Interests-The needs, desires, or wants of a party Rights-The legitimacy of a party's standards Power-Choice, The capability of a party to strong-arm the other party

Match the types of relationship interests (in the left column) with their characteristics (in the right column).

Intrinsic relationship interests-Choice, They exist when the parties value the relationship both for its existence and for the pleasure that sustaining it creates. They exist when the parties value the relationship both for its existence and for the pleasure that sustaining it creates. Instrumental relationship interests matches-They exist when the parties gain substantive benefits from the relationship and do not wish to jeopardize future benefits by souring it.

Select all that apply Identify the ways in which individuals can acquire legitimate power. (Select all that apply.)

It can be acquired at birth. It can be acquired by election to a designated office. It can be acquired by promotion to an organizational position.

Identify a true statement about integrative negotiation.

It can be conceptualized as the process of identifying Pareto efficient negotiation solutions.

Which of the following is true of the strategy of logrolling?

It can be used to merge options into negotiated packages.

Which of the following is true about a negotiator's reputation during a negotiation?

It can shape the emotional states of the parties involved.

Which of the following is true of legitimate power?

It cannot operate without the assent of the individuals being ruled.

Identify a characteristic of an individual's reputation.

It differs based on the individual's actions in different situations.

Identify a true statement about an agenda in a multiparty negotiation.

It enables a discussion to be highly structured and organized.

Select all that apply Which of the following are true of face-to-face communication in negotiation? (Check all that apply.)

It enhances toughness in negotiation. It helps hard bargainers communicate their tough messages precisely.

Identify an accurate statement about framing in negotiation.

It focuses, constructs, and arranges the world around individuals.

Identify an advantage of an exaggerated opening offer in a negotiation.

It gives a negotiator some room for bargaining.

Which of the following is true of information in relation to negotiations?

It has a tremendous amount of bargaining power in negotiations.

How does gathering information about the other party influence a negotiation?

It helps in finding commonality between the two parties.

Identify an implication of introducing large bargaining mixes into negotiations.

It increases the probability of a particular "package" of component elements meeting the needs of both parties.

Identify a true statement about the prenegotiation stage in managing a multiparty negotiation.

It involves a great amount of informal contact among the parties.

In the context of generating alternative solutions by redefining problems, which of the following is true of finding a bridge solution?

It is a technique in which negotiating parties meet all their respective needs by inventing new options.

Which of the following is true of the tactic of responding in kind used by negotiators to deal with the other party's use of deceptive tactics?

It is best considered as a last-resort strategy.

Identify a true statement about power based on location.

It is gained through some vital resource that flows through a particular location in an organizational structure.

Which of the following is true of the use of deceptive tactics in a negotiation process?

It is hard for a negotiator to mend his or her image after having been caught using such tactics.

Identify a rationalization that is used by negotiators to justify the use of a deceptive tactic in a negotiation.

It is just or suitable to the scenario at hand.

Identify a true statement about the best alternative to a negotiated agreement (BATNA).

It is negotiators' best alternative to reaching an agreement.

Select all that apply Identify the true statements about negotiating within relationships. (Select all that apply.)

It is not always possible to negotiate everything up front. Issues on which parties truly disagree may never be resolved.

Which of the following is true of the best alternative to a negotiated agreement (BATNA)

It is often less attractive than the preferred agreement.

Which of the following is true of the best alternative to a negotiated agreement (BATNA)?

It is often less attractive than the preferred agreement.

Which of the following is true of the flexibility of a node's position in a network structure?

It is often related to criticality.

Identify an accurate statement about information power.

It is used to dispute the other party's stand.

Select all that apply In the context of a negotiation, which of the following statements are true of an egocentric bias? (Select all that apply.)

It is weaker in collectivist cultures compared with cultures that are more individualistic. It can be reduced by strong interactional justice.

Identify a true statement about email communication in negotiations.

It leads to decreased power disparities between negotiators.

Select all that apply Identify the true statements about the pragmatic, nuts-and-bolts approach to understanding the effects of culture on negotiation. (Select all that apply.)

It mainly focuses on making a catalogue of behaviors that foreign negotiators should expect when entering a host culture. It documents people's systematic negotiation behavior in various cultures.

Identify an attribute of reframing in negotiation

It may be done deliberately by a party.

Select all that apply In the context of approaches to generating alternative solutions to a problem as given, which of the following are true of electronic brainstorming? (Select all that apply.)

It may be especially useful for integrative negotiations that involve more than two parties. It is most likely to be useful when there are disparate views within one's team while preparing for an integrative negotiation.

What is a disadvantage of an exaggerated opening offer in a negotiation?

It may be harmful to long-term relationships as it exhibits a tough attitude.

Identify a feature of active listening in negotiations.

It should be used to accurately understand the other party's stand in a negotiation.

Identify a disadvantage of studying negotiation processes in research laboratories.

It usually draws conclusions using the same limited set of classroom simulations and simple bargaining games.

Which of the following rationalizations is commonly used by negotiators to justify lying in a negotiation?

It was done for humanitarian purposes.

What should a negotiator keep in mind when anticipating the other party's goals?

It will be easier to define one's own goals if one gathers data about the other party's goals prior to negotiation.

Select all that apply In the context of multiparty negotiations, which of the following are the characteristics of an effective group? (Select all that apply.)

Its members describe the reasons behind their viewpoints. Its members focus on individual members' interests instead of their positions.

Select all that apply Identify the steps suggested by Roger Fisher and Dennis Ertel that one can take when seeking to improve the relationship in a negotiation. (Select all that apply.)

Look for the causes of a lack of trust between the parties. Know how to demonstrate acceptance and respect. Know why one or both parties feel coerced.

Identify an accurate characteristic of Chinese and Latin Americans that differentiates them from Americans.

Low-power negotiators from a vertical-collectivistic culture were less cooperative.-There was a high-power counterpart from a vertical-individualistic culture. Low-power negotiators from a vertical-collectivistic culture were more cooperative.-There was a high-power counterpart from a horizontal-collectivist culture.

Match the negotiation situations that were part of the studies conducted by Kopelman, Hardin, Myers, and Tost on the effects of culture on negotiations (in the left column) with the corresponding observations (in the right column).

Low-power negotiators from a vertical-collectivistic culture were less cooperative.-There was a high-power counterpart from a vertical-individualistic culture. Low-power negotiators from a vertical-collectivistic culture were more cooperative.-There was a high-power counterpart from a horizontal-collectivist culture.

How do multiparty negotiations differ from two-party deliberations?

Multiparty negotiations introduce a greater amount of issues and information.

Select all that apply Identify the beliefs of the advocates of the culture-in-context approach to using culture to understand international negotiations. (Select all that apply.)

Multiple factors determine negotiation behavior. The use of culture as the only explanation of behavior is oversimplifying a complex social process.

Select all that apply Identify the true statements about the consequences of negative emotions on negotiations. (Check all that apply.)

Negative emotions can lead parties to view a negotiation as being cutthroat. Negative emotions can impair a negotiator's ability to evaluate a negotiation effectively. Negative emotions may lead negotiators to intensify the negotiation process.

Which of the following is a factor that affects how frames are shaped during negotiations?

Negotiating parties using secondary concerns to influence the conversation about primary issues

Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?

Negotiating within relationships may never end.

Match the dominant negotiation metaphors (in the left column) with their characteristics (in the right column).

Negotiation as sport-Negotiations are episodic, and negotiators focus on winning. Negotiation as ie-Negotiations are continuous, and negotiators focus on relationships.

Negotiations would not exist without _____.

Negotiations would not exist without _____.

How do negotiators perceive concessions in a negotiation?

Negotiators are less satisfied when negotiations conclude with the acceptance of their first offer.

Select all that apply Identify the accurate statements about frames used in a negotiation. (Select all that apply.)

Negotiators are likely to assume specific frames depending on various factors. Specific types of frames may lead to specific types of agreements.

Which of the following is true of the aspects of the negotiation process that lead to negative emotions?

Negotiators are more likely to experience negative emotions when the negotiation ends in impasse.

Which of the following is true of framing in negotiation?

Negotiators can use more than one frame in a negotiation.

Match the types of negotiators based on the individualism/collectivism dimension (in the left column) with their characteristics (in the right column).

Negotiators from a collectivist culture- Spend more time planning for long-term goals Negotiators from an individualistic culture-Spend more time planning for short-term goals

Identify a finding of the studies conducted by Gelfand and Christakopoulou on the effects of culture on negotiator cognition.

Negotiators from an individualistic culture were more prone to make fixed-pie errors than were negotiators from a more collectivist culture.

Match the types of negotiators (in the left column) with their interpretations of an apology (in the right column).

Negotiators from an individualistic culture-Tend to associate apologies with accepting blame Negotiators from a collectivist culture-Tend to apologize when they have no blame

In the context of Hofstede's uncertainty avoidance dimension, match the types of negotiators (in the left column) with their descriptions (in the right column).

Negotiators from high uncertainty avoidance cultures-Tend to seek stable rules and procedures when they negotiate and are less comfortable with ambiguous situations Negotiators from low uncertainty avoidance cultures-Tend to adapt to quickly changing situations and are less uncomfortable with ambiguous rules

Match the types of negotiators based on their risk propensity (in the left column) with their characteristics (in the right column).

Negotiators in risk-oriented cultures-Prefer to take more chances and move early on a deal Negotiators in risk-avoiding cultures-Take a wait-and-see stance and seek further information before making a decision

Select all that apply Identify the accurate statements about prioritizing issues in a negotiation. (Select all that apply.)

Negotiators must decide whether issues are truly connected. Negotiators can set priorities by grouping issues into categories of low, medium, or high importance.

Identify an accurate statement about integrative negotiations.

Negotiators must listen to each other carefully.

How can negotiators overcome a snow job tactic used by the other party?

Negotiators should ask questions to the other party until they receive a clear, satisfactory answer.

Select all that apply According to Deepak Malhotra and Max Bazerman, which of the following are the principles of the investigative negotiation process? (Select all that apply.)

Negotiators should continue their investigation even if the deal seems to be lost. Negotiators should create common ground with the other negotiating party.

In the context of preparing to implement a negotiation strategy, which of the following is essential for effective planning?

Negotiators should know their alternatives.

Select all that apply Which of the following are true of negotiation strategies that affect resistance points of the parties in a negotiation? (Select all that apply.)

Negotiators tend to set a more demanding resistance point if they see that the other party cannot defer an agreement. Negotiators try to convince the other party that they value a particular issue so that the other party will set a modest resistance point.

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

Negotiators use only one frame during a negotiation.

Match the trust levels of negotiators (in the left column) with their corresponding consequences in a negotiation (in the right column.)

Negotiators who are more trusting-Are more likely to be taken advantage of by the other party Negotiators who are extremely distrusting-Are more likely to have a very difficult time reaching an agreement

Which of the following is true of the differences between negotiators who are risk-averse and negotiators who are risk-seeking?

Negotiators who are risk-seeking are more likely to bide their time for a more desirable offer.

Which of the following statements is true of alternatives, or a BATNA, in a negotiating situation?

Negotiators whose counterparts have attractive BATNAs set lower reservation points for themselves.

In the context of the preparation for a negotiation, match the types of negotiators (in the left column) with the corresponding statements (in the right column). Negotia

Negotiators whose sights are too low-They are virtually guaranteed to reach a suboptimal agreement. Negotiators whose sights are too high-They are more likely to stalemate and frustratingly finish the negotiation.

In the context of the preparation for a negotiation, match the types of negotiators (in the left column) with the corresponding statements (in the right column).

Negotiators whose sights are too low-They are virtually guaranteed to reach a suboptimal agreement. Negotiators whose sights are too high-They are more likely to stalemate and frustratingly finish the negotiation.

In the context of the best alternative to a negotiated agreement (BATNA), match the situations (in the left column) with their likely outcomes (in the right column).

Negotiators' potential terms of agreement are remarkably better than what the other party can gain with his or her BATNA.-The negotiators have more power There is only a small difference between one negotiator's terms and the other's BATNA.-There is less room to maneuver for the negotiators.

Which of the following is most likely to be problematic in cross-cultural negotiations?

Negotiators' use of idioms or jargons

Match the techniques for generating alternative solutions by redefining problems (in the left column) with their descriptions (in the right column).

Nonspecific compensation-This technique permits one party to obtain his or her goals while compensating the other party for accommodating his or her interests. Cost cutting-In this technique, one party achieves his or her objectives and the other party's costs are minimized if he or she agrees to go along. Superordination-It occurs when the differences in interest that gave rise to conflict between the negotiating parties are replaced by other interests. Compromise-It is preferred when a more comprehensive agreement between the negotiating parties is not possible.

Match the manageable questions that are commonly used in negotiations (in the left column) with their descriptions (in the right column).

Open-ended questions-Questions that cannot have simple yes or no answers Open questions-Questions that encourage the other party to think Cool questions-Questions that have low emotionality Planned questions-Questions that are part of a series of questions prepared prior to the state of a negotiation Window questions-Questions that help a negotiator to delve into the other party's mind

Select all that apply In the context of generating alternative solutions to a problem as given, identify the rules that should be observed while brainstorming. (Select all that apply.)

People should be separated from the problem. Parties should be persistent in the brainstorming process.

Match the following approaches that are used for evaluating strategies and tactics in business and negotiation (in the left column) with their descriptions (in the right column).

Personalistic ethics-According to this approach, the rightness of an action is based on one's own conscience and moral standards. Social contract ethics-According to this approach, the rightness of an action is based on the customs and norms of a particular community. Duty ethics-It involves choosing a course of action on the basis of one's responsibility to uphold appropriate rules and principles. End-result ethics-It involves choosing a course of action on the basis of results a negotiator expects to achieve.

Which of the following increases the logistical complexity of multiparty negotiations?

Physical distance between parties

Match the emotional states of negotiators (in the left column) with their effects on negotiations (in the right column).

Positive emotional state-Negotiators may be less likely to pay close attention to the other party's case and are more vulnerable to deceit. Negative emotional state-Choice, Negotiators are alerted to the difficult or uncertain nature of the situation and may be inspired to solve the issue. Negotiators are alerted to the difficult or uncertain nature of the situation and may be inspired to solve the issue.

Which of the following statements is true of the effects of positive emotions and negative emotions in negotiations?

Positive emotions can generate negative outcomes, and negative emotions can elicit profitable outcomes.

Select all that apply Identify the true statements about the consequences of positive emotions on negotiations when compared with negative emotions. (Check all that apply.)

Positive emotions set the stage for favorable negotiations in the future. Positive emotions are more likely to lead negotiators toward more integrative methods. Positive emotions result in negotiators displaying a positive demeanor toward the other party.

Match the unmanageable questions that are utilized in negotiations (in the left column) with their descriptions (in the right column).

Reflective trick questions-Questions that make the other party agree with a negotiator's point of view in return Trick questions-Questions that appear to require a frank answer, but are actually "loaded" in their meaning Heated questions-Questions that have a high degree of emotionality and trigger emotional responses

Match the kinds of conflict (in the left column) with their descriptions (in the right column.)

Relationship conflict-Group members dislike each other and are incompatible Task conflict-Group members are aware of the difference in viewpoints about the group's task Process conflict-Group members are aware of the tensions regarding how task accomplishment will proceed

_____ allows negotiators to comprehend an opposing party's positions more completely by actively arguing these positions until the other party is convinced that he or she is understood.

Role reversal

Which of the following statements is not true of selective perception?

Selective perception is efficient and accurate.

Match the types of concerns a party to a conflict has according to the dual concerns model (in the left column) with the corresponding strategies (in the right column).

Strong concern for the other party's outcomes-Problem solving and yielding Weak concern for the other party's outcomes-Contending and inaction

Match the types of concerns people in conflict have according to the dual concerns model (in the left column) with the corresponding strategies (in the right column).

Strong concern for their own outcomes-Problem solving and contending Weak concern for their own outcomes-Yielding and inaction

Match the types of frames that negotiating parties use in disputes (in the left column) with their characteristics (in the right column)

Substantive-What the dispute is about Outcome-A party's predisposition to achieving a specific result from the negotiation Aspiration-A party's predisposition toward satisfying a broader set of needs in negotiation Process-How the parties will go about resolving their conflict

Select all that apply Identify the characteristics of successful integrative negotiators. (Select all that apply.)

Superior listening skills Systems orientation Honesty and integrity Abundance mentality Maturity

Select all that apply According to negotiation adviser Jeswald Salacuse, what steps should negotiators take before a deal breaks down? (Select all that apply.)

Take the time to build a relationship with the other party. Make provisions for mechanisms to renegotiate in case the deal falters.

According to Roger Fisher, William Ury, and Bruce Patton, identify a key to achieving an integrative negotiation agreement.

The ability of the negotiators to understand and satisfy each other's interests

Identify a characteristic of an effective negotiator.

The ability to differentiate between phantom and legitimate opportunities during a negotiation

In the context of good cop/bad cop hardball negotiation tactic, match the role of cops (in the left column) with the roles they play in a negotiation (in the right column).

The bad cop-Speaks when the negotiations are headed in an undesirable direction The good cop-Speaks as long as things are in favor of his or her party

Which strategy for conflict management is located right in the middle of the dual concerns model?

The compromising strategy

Select all that apply Identify the characteristics of a conflict that make it easy to resolve.

The conflict has consequences that are little and insignificant. A powerful, trusted, prestigious third party is available.

Match the social norms (in the left column) with their beliefs (in the right column.)

The legitimate power of equity-Negotiators have a right to request compensation from the other party if they endure suffering for the person concerned. The legitimate power of responsibility-Negotiators are obligated to help those who cannot help themselves and are dependent on them. The legitimate power of reciprocity-Negotiators who do something for a person expect that person to do something for them in return.

Aaron, a negotiator, does something positive for the other party and expects the favor to be returned. Which social norm does this case exemplify?

The legitimate power of reciprocity

Select all that apply Which of the following statements are true about a multiparty negotiation? (Select all that apply.)

The negotiator is required to consider the strategies of all the other parties and decide if each of them needs to be dealt with separately or collectively. It typically becomes a series of one-on-one negotiations.

Select all that apply How do role-reversal techniques benefit negotiators in a negotiation? (Select all that apply.)

The negotiators understand the other party's stand. The negotiators discover how to make both parties' positions compatible.

Which of the following is more likely to happen in a multiparty negotiation that has a high number of participants?

The negotiators will take a long time to arrive at a suitable agreement.

Select all that apply In the context of generating alternative solutions by redefining problems, which of the following are true of offering nonspecific compensation? (Select all that apply.)

The party doing the compensating need not offer a compensation that is related to the substantive negotiation. The party doing the compensating should be aware of how seriously the other party is inconvenienced.

A negotiator believes that there is a continuous conflict of social, political, and class interests in society and that power is inherently and structurally unequally distributed. Identify the frame of reference that characterizes the negotiator's beliefs.

The radical frame

According to the study conducted by researcher Leigh Thompson and her colleagues on the effects of sharing information on negotiators' evaluations of their own success, how did negotiators tend to react when they were unaware of the other party's negotiation outcome?

They analyzed their outcome in the same way as the other party.

Identify a characteristic of presettlement settlements.

They are later changed into a more clearly delineated long-term agreement.

Select all that apply Identify the characteristics of effective goals. (Select all that apply.)

They are measurable. They are concrete. They are specific.

According to a study on successful negotiators by Rackham, which of the following is true of skilled negotiators?

They are more likely to set boundaries of acceptable settlements than average negotiators.

Identify a true statement about multiparty negotiations.

They are more strategically complex than one-on-one negotiations.

Identify an accurate characteristic of negotiators who are in a communal sharing relationship.

They are most likely to be empathetic and cooperative.

Select all that apply Which of the following are true of negotiators' interests? (Select all that apply.)

They are why negotiators want what they want. Learning about the interests of the other party helps negotiators understand the other party's position.

Which of the following is true of questions in negotiations?

They can be divided into manageable and unmanageable questions.

What do parties involved a multiparty negotiation do in the agreement stage?

They choose the best solution from the options on the table.

Identify an accurate statement about parties in a transactional negotiation.

They collect information about each other so they can get a better deal.

Identify a conflict resolution strategy used by groups to maintain their top performance over time.

They concentrate on the essence of the discussions with the other party.

Select all that apply In the context of planning a negotiation, identify the true statements about BATNAs (best alternatives to a negotiated agreement). (Select all that apply.)

They define if the current outcome is better than another possibility. They are other agreements that negotiators could attain and still meet their needs.

Identify a true statement about nodes in a network structure.

They differ in their degree of visibility.

Identify an accurate characteristic of Chinese and Latin Americans that differentiates them from Americans.

They focus on the task regardless of the time spent negotiating.

Identify an accurate statement about best alternatives to a negotiated agreement (BATNAs).

They give negotiators the opportunity to get a better outcome for themselves.

Identify an accurate statement about the effect of intangible factors on a negotiation.

They motivate negotiators psychologically.

In the context of risk propensity, identify an accurate statement about American negotiators.

They prefer to take risks.

Which of the following is true of negotiators who are encouraged to think about fairness?

They punish the competitive behavior of parties who do not reciprocate cooperative behavior.

How can negotiators deal with the use of deceptive tactics by the other party?

They should ask incisive and probing questions.

Identify a characteristic that strong negotiators should possess.

They should be able to identify and manage the tensions that arise from paradoxical elements.

Which of the following characteristics should negotiators possess to increase their chances of success in a negotiation?

They should be considerate about the differences between issues of personal values and principle.

What should the members of a group do to be effective in multiparty negotiations?

They should communicate pertinent information to parties not at the table.

According to Stephen Weiss, what should negotiators ideally do when they have low familiarity with the other party's culture?

They should convince the other party to use their approach.

Select all that apply What should negotiators do while working toward a collective goal? (Select all that apply.)

They should emphasize commonalities. They should minimize differences.

Which of the following should negotiators do when using a concession to convey to the other party in a negotiation that the present offer is the final one?

They should ensure that the concession is more substantial than the previous ones.

Select all that apply Which of the following steps should negotiators take to deal with the other party who is using hardball tactics to enhance the appearance of his or her bargaining position? (Select all that apply.)

They should ignore the tactics used by the other party. They should use a similar tactic in response. They should let the other party know that they are aware of what he or she is doing.

In the context of evaluating alternatives and reaching a consensus, identify a best practice negotiators should follow until all aspects of the final proposal are complete.

They should keep decisions conditional.

According to Stephen Weiss, what should negotiators ideally do when they have moderate familiarity with the other party's culture?

They should mutually adjust to find a common process for negotiation.

Which of the following guidelines should be followed by the members of a group to make it effective in multiparty negotiations?

They should not withhold their disagreement with another's viewpoints.

According to the study conducted by researcher Leigh Thompson and her colleagues on the effects of sharing information on negotiators' evaluations of their own success, how did negotiators tend to react when they learned that the other party in a negotiation was pleased with his or her negotiated outcome when compared with when they were unaware of how well the other party had done?

They tended to be less pleased with their end result.

Identify a characteristic of effective negotiators.

They think flexibly and know that an evaluation of a situation may need to be adjusted as new information comes to light.

What are negotiators more likely to do when dealing with a tough but fair other party?

They will prepare in advance for a potentially difficult negotiation.

Select all that apply According to a study on successful negotiators by Rackham, what do skilled negotiators do while planning their negotiation process? (Select all that apply.)

They work harder than average negotiators to find common ground with the other negotiating party. They explore a wider range of options for action than average negotiators do.

In the context of the analytical process for the resolution of moral problems, what are the modes of analysis on the path to a convincing solution to a problem after the problem is fully defined? (Select all that apply.)

Thinking about the legal requisites of the problem Assessing the ethical responsibilities of the concerned parties Analyzing the economic consequences of possible courses of action

Which of the following is true of expanding the pie as an approach to generating alternative solutions by redefining a problem?

This approach assumes that the problem will be solved by simply enlarging the resources.

Select all that apply In the context of using direct action to manage the other party's impressions of one's position in a negotiation, which of the following are true of selective presentation? (Select all that apply.)

This method can be used by negotiators to lead the other party to create the desired impression of their resistance point. This method helps create new possibilities for agreement that are more favorable than those that exist at present.

Match the following aspects of networks that shape power (in the left column) with the descriptions (in the right column).

Tie strength-The indication of the quality of ties with others Tie content-The resources that pass along a tie to the other person involved in the tie Network structure-The overall set of relationships within a social system

Match the categories of marginally ethical negotiating tactics used by negotiators (in the left column) with their examples (in the right column).

Traditional competitive bargaining-Making an exaggerated opening offer Emotional manipulation-Faking happiness and contentment Misrepresentation-Choice, Manipulating information when describing it to others

True or false: Negative emotions experienced during a negotiation are typically based in dejection or agitation

True

True or false: Negotiators commonly justify lying about their true intentions or deceiving the other party in a negotiation by stating that they feel cheated by the "system."

True

True or false: Negotiators should be able to use both approaches to negotiation in the same deliberation when most negotiation issues or problems have components of both claiming and creating values.

True

True or false: Negotiators who are coached to implement a positive emotional tone are more likely to reach agreements that incorporate a future business relationship between the parties in a negotiation compared to those implementing a negative or neutral emotional strategy.

True

True or false: The amount of information that negotiators reveal or conceal during negotiations varies depending on the other party.

True

True or false: According to Hofstede, the cultural dimension of masculinity or femininity has an effect on negotiation.

True Reason: This is true. According to Hofstede, the cultural dimension of masculinity or femininity influences negotiation by increasing competitiveness when negotiators from career success cultures meet negotiators from quality-of-life cultures that are more likely to have empathy for the other party and to seek compromise.

True or false: Parties tend to be more successful at negotiating integratively if they are trained in the dynamics of integrative negotiation.

True Reason: This is true. Several studies indicate that training in integrative negotiation enhances the ability of the parties to negotiate integratively.

True or false: Negotiating parties become increasingly dependent on each other as they learn more about each other.

True Reason: This is true. The more negotiating parties learn about each other, the more they may become vulnerable or dependent on each other.

True or false: If the values of negotiating parties are completely different and cannot be aligned, negotiators should dissolve the relationship.

True Reason: This is true. The very fact that one party's existence, preferences, lifestyle, or behavior irritates the other can create an intractable negotiation problem for which permanent separation or relationship dissolution may be the only solution.

True or false: Negotiators must either change their goals or end the negotiation if what they want exceeds what the other party is capable of providing.

True Reason: This is true. There are boundaries or limits to what "realistic" goals can be. If what a negotiator wants exceeds these limits (i.e., what the other party is capable of or willing to give), the negotiator must either change his or her goals or end the negotiation.

True or false: To keep a group of parties to a multiparty negotiation moving toward a successful completion, the group facilitator can ideally test to ensure that all parties understand the agreement and its implications and effects.

True Reason: This is true. To keep a group of parties to a multiparty negotiation moving toward a successful completion, the group facilitator can ideally test to make sure all parties understand the agreement and its implications and consequences. The facilitator should remember that the person who does the writing often has more power than others because he or she gets to write the agreement in his or her own language and may bias or selectively remember some points and omit others.

True or false: In the context of the integrative negotiation process, the Pareto efficient frontier contains a point where no change can be made to a solution or an agreement to make a negotiating party better off without decreasing the outcomes to the other party in a negotiation.

True (Reason: This is true. The goal of creating value in a negotiation is to push the potential negotiation solutions toward the Pareto efficient frontier. It contains a point where "there is no agreement that would make any party better off without decreasing the outcomes to any other party.")

Select all that apply According to Salacuse, which of the following factors increase the complexity of international negotiations in the environmental context? (Select all that apply.)

Uncertainty and instability in different countries Cultural differences The different legal and political systems of countries Fluctuations in the exchange value of international currencies The degree of government intervention in joint ventures Differences in ideologies

Identify an accurate statement about the integrative negotiation process.

Understanding the needs of the other party should be a negotiator's top priority.

Which of the following statements concerning the relationships among reputation, trust, and justice is false?

While the various forms of justice are interrelated, the concepts of reputations, trust, and justice all stand alone in shaping expectations of the other's behavior.

Advocates of the culture-in-context approach to using culture to understand international negotiations believe that _____.

a single cause does not determine human behavior

Perceptual biases are often exacerbated by the _____, in which people tend to attribute their own behavior to situational factors, but attribute others' behaviors to personal factors.

actor-observer effect

According to negotiators, the other party violates fairness standards when he or she _____.

acts rudely

Unlike integrative negotiators, negotiators engaging in a distributive bargaining process _____.

adopt a competitive, combative orientation toward the other side

Tactics that include various ways of being hostile or forceful to push your position or attack the other person's position in a negotiation are known as _____.

aggressive tactics

The _____ stage is the final stage in managing multiparty negotiations.

agreement

A conflict resolution strategy used by groups to improve their performance over time includes _____.

allocating work to members who have experience pertinent to the task

A characteristic of email communication in negotiations that is not shared by face-to-face communication is that emails _____.

allow negotiators to take time to seriously think about the other party's offer

Of the examples of alternatives to face-to-face communication provided, which of them has the greatest social bandwidth?

an audio-only phone conversation

in a negotiation, the "targets" of a deceptive negotiation tactic _____.

are likely to seek retribution against the deceitful negotiator

Which of the following options is a viable piece of advice for negotiators who find themselves the lower-power party in the negotiation process?

ask lots of diagnostic questions

To ensure having an effective, amicable disagreement among the parties to a multiparty negotiation, the chairperson should ideally _____.

avoid trying to "shoot from the hip" with emotion instead of reasoned arguments

Fisher, Ury, and Patton suggest that when dealing with hardball tactics used by the other party, negotiators should _____.

be hard on the problem and soft on the people

During the problem definition process, negotiators should _____.

be practical and comprehensive when stating their problems

To overcome the negative effects of misperception and cognitive biases in negotiation, a negotiation should be aware of the existence of these biases, understand their negative effects, and

be prepared to discuss them when appropriate.

Successful integrative negotiation requires negotiators to _____.

be responsible for mutual understanding

When a deceptive negotiation tactic has been utilized in a negotiation, the victim is more likely to _____.

be the one to discontinue or end the relationship

North American negotiators are inclined to view negotiation as _____.

being fundamentally distributive

Unlike China, America strongly advocates the _____.

benefits of capitalism

In the context of culturally responsive negotiation strategies, Adair, Okumura, and Brett state that _____.

both parties in a cross-cultural negotiation should be prepared to communicate in the other party's culturally preferred communication method

"Coordinating adjustment" involves

both parties making mutual adjustments to find a common process for negotiation.

The process of working together in small groups to generate as many solutions to a problem as possible is known as _____.

brainstorming

One strategy used to manage potentially destructive discussion norms is the nominal group technique which typically follows

brainstorming.

During the prenegotiation stage in managing a multiparty negotiation, the parties tend to _____.

decide whether coalitions can be formed

The first step in the analytical process for the resolution of moral problems is to _____.

develop a thorough comprehension of the moral dilemma at hand

One of the four key problem-solving steps occurring during the agreement stage is

develop an action plan.

In the prenegotiation stage of a multiparty negotiation, parties spend a considerable amount of time _____.

developing a plan or schedule

According to Janosik, the dimensions or tensions that are present in all cultures are called

dialectics

Negative referent power is used by negotiators when they want to _____.

dissociate themselves from the other party

During a negotiation, _____ justice deals primarily with the allocation of outcomes.

distributive

The purpose of _____ is to claim value

distributive bargaining

Identify an accurate statement about distributive bargaining.

distributive bargaining, the goals of negotiating parties are usually in direct conflict with each other.

If a negotiator treats the other party unfairly, it results in _____.

distrust between the two parties

Negotiators can justify lying in a negotiation if it _____.

does not have adverse effects

When a victim of a deceptive negotiation tactic _____, he or she is likely to show no reaction other than disappointment at having lost the negotiation.

does not realize or know that a deceptive tactic has been used

In negotiations, the law of small numbers applies to the manner in which negotiators _____.

draw inappropriate conclusions based on their personal experience that is limited in time or scope

Interacting parties are more likely to develop a personal rapport in _____ communication compared with other channels.

face-to-face

Which of the following options is not one of the key paradoxes a negotiator routinely faces?

having a BATNA versus not having a BATNA

The process of a multiparty negotiation is made easier by _____.

having an impartial chairperson

In a negotiation, a party is more likely to trust the other party if _____.

he or she has a chronic disposition toward trust

For the benefit of a negotiating party, its resistance point, certain targets, confidential information about a weak strategic position, or an emotional vulnerability should be _____.

hidden from the other party

Multiparty negotiations are characterized by their _____.

high degree of complexity and tendency to go haywire

Shared cognition and shared identity among negotiators before the negotiation begins lead to a(n) _____ outcome.

integrative

Creating value is the purpose of _____.

integrative negotiation

In order to maximize the information available to the parties to find solutions that meet the interest of all, effective groups require the type of information sharing that occurs in

integrative negotiation.

As one of the best practices in a negotiation, negotiators should _____.

intentionally work to improve the best alternative to a negotiated agreement (BATNA) to enhance their power and the deal

How parties treat each other in one-to-one relationships is the process of which of the following justices?

interactional

Because relationship negotiations are never over,

it is often impossible to anticipate the future and negotiate everything "up front."

Ryan and Helen, employees of an automobile manufacturer, engage in a dispute over the design of the company's latest product. The conflict between Ryan and Helen is easy to resolve if _____.

it is possible to divide the issue at hand into small parts

An accurate statement about the yielding strategy for conflict management in the dual concerns model is that _____.

it is pursued by negotiators who are not very concerned about their own outcomes

When engaging in an integrative negotiation process, a party must ensure that _____.

it searches for solutions that can satisfy the goals of both sides

A negotiator who finds that the other party is the focal problem but wishes to preserve their relationship will most likely _____.

make concessions on substantive issues

Kevin, a freelance writer, is negotiating his terms of service with Reena, his client. Reena can change Kevin's impressions of his own proposal by _____.

making the outcomes of Kevin's proposal appear less attractive to him

Howard and Trisha are involved in a negotiation. Trisha realizes that Howard is consistently falsifying facts. In this case, if Trisha decides to use the tactic of responding in kind to deal with Howard's deceptive tactic, she will most likely _____.

misrepresent facts to Howard

"Adapting to the other negotiator's approach" is best used by parties with

moderate familiarity.

If the parties to a multiparty negotiation are physically distant from each other, they are _____.

more likely to respond less positively to each other

The more the centrality of a node within a network of exchanges and transactions, the _____.

more the power of that node's occupant

Individuals with this psychological orientation to social situations focuses on differences rooted in needs of the personality rather than in ideology.

motivation orientation

A negotiation in which more than two interested parties work together in order to achieve a collective goal is known as a(n) ____ negotiation.

multiparty

In a classic study of legal disputes and grievances, it was suggested that these disputes tend to be transformed through a process of

naming, blaming, and claiming.

A negotiator is likely to justify or rationalize an ethically ambiguous tactic by saying that it was _____.

necessary

Negotiators with a motivational orientation tend to focus on individual differences in _____.

needs and "energizing elements" of the personality

Negotiations are likely to stalemate if they begin with a _____ range.

negative bargaining

To reduce the advantage of home turf, parties in negotiation should _____.

negotiate in a neutral territory

According to Gelfand and McCusker, the coherent, holistic meaning systems, which have been developed and cultivated in particular socio-cultural environments, and function to interpret, structure, and organize social action in negotiation are known as _____.

negotiation metaphors

Lying in negotiations is unavoidable if the _____.

negotiator is pressured to lie by his or her constituency

The cognitive bias that leads negotiators to believe that their ability to be accurate is greater than is actually the case is known as _____

negotiator overconfidence

The cognitive bias that leads negotiators to believe that their ability to be accurate is greater than is actually the case is known as _____.

negotiator overconfidence

In the context of negotiation processes, the norms of procedural justice are most likely violated if _____.

negotiators are not allowed to offer their points of view

During a negotiation, the choice of whether to pursue a creating value or a claiming value strategy can be best described as the

negotiators dilemma

During a negotiation, the choice of whether to pursue a creating value or a claiming value strategy can be best described as the _______ ________

negotiators dilemma

Communication during negotiation sometimes consists of explanations made to the other party. One type of explanation is an explanation of mitigating circumstances, where

negotiators suggest that they had no choice in taking the positions they did.

A difference between negotiators who are risk-averse and negotiators who are risk-seeking is that _____.

negotiators who are risk-averse are more likely to welcome any reasonable offer since they are scared of losing

_____ ______ depict key individuals in an organization as nodes or circles and relationships between these individuals as lines of transaction.

network schemas

In the context of trust repair in negotiations, trust violators can manage the consequences of their actions by _____

paying reparations

In the context of trust repair in negotiations, trust violators can manage the consequences of their actions by _____.

paying reparations

Projection occurs when

people ascribe to others the characteristics or feelings that they possess themselves.

While it may be important, which of the following is not listed in the text as one of the ten best practices for negotiators?

practice active listening

The integrative negotiation process begins with _____.

recognizing and defining the problem

Negotiators are motivated to behave unethically to _____.

reduce the chances of being cheated by fellow negotiators

A negotiator is said to have _____ power over the other party if the other party identifies with or wants to be closely associated with the negotiator.

referent

____ _______ theory is a broad-based approach developed by Daniel Shapiro to understand negotiations within and across communities.

relational identity

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

Which of the following answer options is not a stage in the three-stage process called formula/detail? Often used in diplomatic negotiations, this process starts by developing broad objectives upon which they agree, then working toward detailed points of agreement.

resolution

Daniel, the chief financial officer of a technology company, has sole discretion over the allocation of funds to various departments. He is known to approve funds for departments that follow his directives and to withhold funds from departments that don't. In the context of structural power, Daniel can be said to have _____.

resource power

In the context of time sensitivity, an accurate statement about American negotiators is that they _____.

respect time and guard it as a valuable resource

In the context of listening, acknowledgment is a form of listening that involves _____.

responding to indicate the reception of a message

When two negotiating parties have a dispute about _____, formal or informal arbitrators are called to determine whose standards are more appropriate

rights

Unlike a company with no cash flow problems, a company with cash flow problems is less open to expanding its operations. In the context of differences among negotiators, this scenario is most likely an example of differences in _____.

risk tolerance

Three main techniques are available for improving communication in negotiation: the use of questions, listening, and

role reversal.

Taking personal credit for favorable outcomes and blaming the conditions of a situation for unfavorable outcomes are examples of the cognitive prejudice known as _____.

self-serving bias

In order to be effective during negotiations, negotiators must _____.

separate the individual from the problem

To screen information on one's position, the constituents of a group negotiation should avoid _____.

sharing all the necessary information with the negotiating agent

Trevor and Kara engage in a negotiation for the first time. Trevor has a reputation for practicing deception in negotiations. As a result, Kara lies to Trevor right from the beginning of the negotiation. This results in a loss of millions of dollars for Trevor. In this scenario, Kara is likely to justify her unethical conduct by saying that _____.

she did it first because Trevor would have done it anyway

Fred and Hanna are negotiating a business deal. Hanna will have a weaker resistance point if _____.

she has a higher estimate of her own cost of delay than Fred

Which form of justice is concerned with how organizations appear to treat groups of individuals and the norms that develop for how they should be treated?

systemic

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.

When examining culture as shared values, the power distance dimension describes

the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally.

One of the excuses that negotiators use to justify the use of an unethical tactic such as lying is that _____.

the other party had deceived them in the past

One of the excuses that negotiators use to justify the use of unethical tactics is that _____.

the other party has already been deceitful

A feature of multiparty negotiations is that _____.

their social environment is typically that of a small-group discourse

Generally, distributive bargaining between two parties is most appropriate when _____.

there is a limitation on time and resources

Negotiators can justify lying when _____.

they anticipate that the other party intends to lie

Negotiators believe that systemic justice has not been served if _____.

they are disfranchised or face discrimination

For reaching an agreement and for ensuring support for the agreement after the negotiation concludes, both parties must believe that _____.

they have got the best possible settlement

Which of the following communication channels is most likely to have the highest social bandwidth?

A face-to-face interaction

Identify a tactic that negotiators can use to deal with the other party's use of deceptive tactics.

Abandoning the assertion made by the other party

_____ involves paraphrasing a sender's message in one's own language.

Active listening

Which of the following cognitive biases leads negotiators to more readily believe information that can be easily recalled and used to inform or evaluate a decision?

Availability bias

In the context of the dual concerns model of conflict management, identify a strategy in which a party prefers to do nothing, be silent, or retreat.

Avoiding

Select all that apply In the context of generating alternative solutions by redefining problems, identify the true statements about bridging solutions. (Select all that apply.)

Bridging solutions do not always remedy all concerns of the negotiating parties. Bridging solutions are likely to be highly satisfactory to both parties if negotiators are committed to a win-win negotiation.

What is one way for a negotiator obtain information directly about the other party's target and resistance points?

By provoking the other party into an angry outburst

Select all that apply Jeremy and Katie are engaged in a negotiation with each other. Identify the ways in which Jeremy can increase the costs to Katie for not reaching an agreement. (Select all that apply.)

By publicly protesting against Katie's position By involving other parties who can influence the outcome of the negotiation By increasing the time pressure on Katie

How can negotiators cure the winner's curse?

By thoroughly preparing well ahead of time to refrain from making an offer that will be accepted easily

How can reactive devaluation be minimized?

By upholding a fair or impartial outlook of the process

_____ dispositions tend to emphasize the "power over" approach in negotiation

Competitive

True or false: When two negotiating parties work toward a shared goal, they always divide the profits equally.

False Reason: This is false. A shared goal is one that both parties work toward but that benefits each party differently. For example, partners can work together in a business but not divide the profits equally. One may receive a larger share of the profit because he or she contributed more experience or capital investment.

True or false: An individual's reputation is independent of his or her personal characteristics and accomplishments

False Reason: This is false. An individual's personal characteristics and accomplishments work together over time to create a broad reputation.

Identify a finding of the studies conducted by Wade-Benzoni and colleagues on the effects of culture on negotiator cognition.

During negotiation, Americans gave less cooperative solutions and expected others to be less cooperative than Japanese.

In the context of a negotiation, which of the following cognitive biases most likely causes a negotiator to consider a bigger share for oneself as fair, even if the obvious fairness rule is an equal distribution?

Egocentric bias

Out of the four roles of trust in negotiation—individual antecedents, situational antecedents, trust and negotiation processes, and outcomes of trust—which answer options falls under the role of individual antecedents of trust in negotiation?

Emotions contribute to trust or distrust.

Identify the step in the integrative negotiation process that is important for claiming value.

Evaluate and select alternatives

True or false: Issues on which parties truly disagree are always resolved over an extended period of time.

False Reason: This is false. Issues on which parties truly disagree may never go away and therefore negotiations may never end.

In the context of the types of explanations that negotiators make to the other party when they need to justify bad news, which of the following types of explanations is most likely used when negotiators explain their viewpoints from a wider perspective?

Explanations of exonerating circumstances

True or false: Research shows us that negotiators prefer to improvise their modes of communication on a constant basis rather than stick with a familiar mode of communication.

False

True or false: The centrality of a node in a network structure is solely determined by the total number of transactions that pass through that node.

False

True or false: The pattern of concessions a negotiator makes contains valuable information, which is always easy to interpret.

False

True or false: When the Delphi technique is utilized, participants are instructed to define a problem and then to generate as many solutions as possible without criticizing any of them.

False

True or false: Negotiators cannot have conflicting reputations of being both integrative and distributive in their approach.

False Reason: This is false. Negotiators may have conflicting reputations if they act differently in different situations.

True or false: Typically, during negotiations, negotiators should place more emphasis on claiming value rather than creating value.

False Reason: This is false. Negotiators should balance the emphasis on the value-creation and value-claiming stages and tactfully manage the transition from creating to claiming value.

What should international negotiators do to avoid offending the other party in negotiations?

Follow and respect the cultural norms of communication

Identify an accurate statement about how negotiators should use the two major strategic approaches to negotiation.

Identify an accurate statement about how negotiators should use the two major strategic approaches to negotiation.

Match the types of frames that negotiating parties use in disputes (in the left column) with their descriptions (in the right column).

Identity-How the parties describe who they are Characterization-How the parties describe other parties Loss or gain-How the parties define the reward or risk associated with particular outcomes

Identify a true statement about expanding the pie as an approach to generating alternative solutions by redefining a problem.

In this approach, the only information negotiators need about the other party is his or her interests

Match the different levels of conflict (in the left column) with their descriptions (in the right column).

Intragroup conflict- Occurs within a group Intergroup conflict-Occurs between groups Interpersonal conflict-Occurs between individuals Intrapersonal conflict- Occurs within an individual

Identify an accurate statement about a firm position in negotiations.

It allows parties to capture most of the bargaining range for themselves.

What happens when negotiators fail to consider things from the other party's viewpoint?

It allows them to make their thinking about convoluted procedures simpler.

Which of the following is true about asking probing questions that deal with the other party's use of deceptive tactics in a negotiation?

It can disclose information that the other party might otherwise have intentionally concealed.

According to Janosik, identify an accurate statement about the culture-as-dialectic approach.

It can explain the differences in beliefs, values, and behaviors within cultures.

Identify an accurate statement about the effect of overconfidence on negotiations.

It can lead to negotiators disregarding the validity of the views of others.

In the context of a negotiation process, how does the expression of anger most likely affect the negotiating parties?

It causes them to terminate further discussions.

Which aspect of the decision-making process involves keeping track of what one expected would occur, guarding against self-serving expectations, and ensuring that one reviews the lessons of a decision for a similar decision in the future?

Learning from feedback

Match the categories of marginally ethical negotiating tactics utilized by negotiators (in the left column) with their examples (in the right column).

Misrepresentation to opponent's networks-Damaging the other party's reputation with his or her peers Inappropriate information gathering-Intrusion and spying Bluffing-False threats or promises

Which of the following points should negotiators keep in mind before entering a negotiation?

Most negotiations will have a mixture of integrative and distributive elements.

Which of the following statements is not true about how power is related to ethical choices in negotiation?

Negotiators with power are more likely to be tempted to engage in deception.

Match the types of bargaining ranges (in the left column) with accurate their descriptions (in the right column).

Positive bargaining range-A buyer is minimally willing to pay more than a seller is minimally willing to sell for. Negative bargaining range-A buyer is not willing to pay more than a seller is minimally willing to accept.

Which of the following statements about how emotion plays a part in negotiation is accurate?

Positive emotion may result from impasse.

Max, a college student, has immense respect for his biology professor Mr. Grant. He admires Mr. Grant's teaching methods and interpersonal style and looks up to him as a role model. Which power will Mr. Grant have over Max to the extent that Max identifies with or wants to be closely associated with Mr. Grant?

Referent power

Identify a true statement about negotiators with cooperative goals.

They have high expectations of support from the other party.

Which of the following is true of Tony Simons's findings on linguistic patterns of communication early in negotiations?

They help exemplify problems in ways that can help the parties find integrative solutions later on.

Select all that apply Research on group norms has demonstrated that there are many factors that can undermine an effective discussion. Identify these factors in the context of a multiparty negotiation. (Select all that apply.)

The parties not willing to tolerate conflicting viewpoints and perspectives The presence of side conversations between two or three parties

Select all that apply What tactics should a negotiating party use in the integrative negotiation process? (Select all that apply.)

The party should actively listen to understand the other party's interests. The party should describe his or her interests. The party should invent options for mutual gain.

Select all that apply Which of the following should negotiators do to facilitate high-quality integrative negotiation? (Select all that apply.)

They should engage in active listening. They should willingly share information about themselves.

According to Stephen Weiss, what should negotiators ideally do when they have high familiarity with the other party's culture?

They should fully adopt the approach of the other party.

True or false: A negotiator can increase the other party's costs of delay in negotiation through disruptive action.

True

True or false: A negotiator should try to gather as much information as possible about the other party through initial research.

True

True or false: Individuals tend to assume that their personal beliefs are based on credible information, while opposing beliefs are based on misinformation.

True

True or false: Jeanne Brett and her colleagues suggest that although culture has an effect on negotiation outcomes, there are complex patterns across cultures.

True

Unlike Americans, Japanese tend to see negotiation as _____.

a chance for information-sharing

Which statement about steps required for repairing a relationship is not true?

When attempting to improve a relationship avoid surfacing deep emotions that have produced anger, frustration, rejection and disappointment.

When should a negotiator adopt an accommodative strategy?

When he or she is concerned more about the relationship outcome

Jenna wants to use the obliging approach to handle an interpersonal dispute. In which of the following situations would it be most appropriate for her to use this style of handling interpersonal conflict?

When preserving her relationship with the other party is of utmost importance

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.

An obliging style of handling interpersonal conflict is appropriate when _____.

a party is dealing from a position of weakness

Identify a true statement about tactics used in negotiation.

Tactics are directed, structured, and driven by strategic considerations.

Match the roles that members play in a multiparty negotiation (in the left column) with their characteristics (in the right column).

Task roles-Direct a group toward a decision or conclusion Self-oriented roles-Focus on an individual group member, often at the expense of group effectiveness Relationship roles-Maintain strong affiliations between group members

Select all that apply Identify the key process steps that the chairperson of a multiparty negotiation can implement to ensure having an effective, amicable disagreement among the parties. (Select all that apply.)

The chairperson should gather his or her thoughts and composure before speaking. The chairperson should not use tactics that will make him or her regret the conversation tomorrow.

Select all that apply Identify the kinds of information one party needs about the other party to prepare for a negotiation. (Select all that apply.)

The other party's issues and likely bargaining mix The other party's interests and needs

In the context of negotiation, what is a disadvantage of conducting surveys to generate alternative solutions to a problem?

The parties cannot benefit from seeing and hearing each other's ideas.

A negotiator believes that there is a continuous conflict of social, political, and class interests in society and that power is inherently and structurally unequally distributed. Identify the frame of reference that characterizes the negotiator's beliefs

The radical frame

Which of the following ideological frames of reference is characterized by convictions that society is a combined whole and that power can be either utilized or ignored by benevolent authorities for the benefit of all?

The unitary frame

Early in the relationship building process, a negotiator in a long-term relationship with the other party should consider _____ moves.

accommodative

In order to preserve a relationship with the other party, a negotiator should adopt a(n) _____ strategy.

accommodative

Legitimate power can be compromised if followers choose to no longer recognize the authority of the powerholder. Therefore, it is common for powerholders to _____.

accrue other sources of power to strengthen their power base

When compared with live field situations, researchers prefer laboratory settings for studying the negotiation process because the latter method _____.

allows the researchers to be more assured of the dependability and validity of the results

An attribute of selective perception is that _____.

an individual's preferences influence selective perception

An individual with a strong need to dominate others and also to identify with and submit to those in high authority is more likely to have a(n) _____ personality.

authoritarian

In order to deal with intimidation tactics used by the other party in a negotiation, negotiators should _____.

avoid making concessions for emotional rather than objective reasons

When evaluating alternative solutions and reaching a consensus, negotiators should _____.

be alert to the influence of intangibles in selecting alternatives

If the other party, in a negotiation, has weak alternatives, he or she will _____.

be more dependent on reaching a satisfactory agreement

Negotiating with a tough and devious other party means that negotiators need to

be more guarded about sharing information.

Risk-avoiding cultures will

be more likely to seek further information.

Negotiators can make commitments to each other, known as _____ ______ before they begin the negotiations.

blank 1 presettlement blank 2 settlement

In a negotiation, the _____ hardball tactic is suspected when the other party takes a position completely counter to what you expected.

bogey

Negotiators using the _____ hardball tactic pretend that an issue of little or no importance is quite important to them.

bogey

While dealing with high-power negotiators, low-power negotiators should _____.

build momentum by doing deals in sequence

An attribute of intangibles is that they _____.

can affect a negotiator's behavior without his or her knowledge

True or false: Mood states are less enduring and more intense than emotion states.

false

Which of the following options is not one of the three major forms of listening?

feedback

An accurate statement about negotiators with distributive reputations is that they _____.

find it difficult to convince the other party that they are trustworthy

Assume that there are nine parties in a multiparty negotiation. It is decided that a simple majority of the nine parties involved will make the decision. In this case, only _____ parties need to agree.

five

Negotiators with a(n) _____ have a tendency to assume that the negotiators' interests are completely in opposition with each other, with no possibility for integrative settlements and mutually beneficial trade-offs

fixed-pie belief

Negotiators with a(n) _____ have a tendency to assume that the negotiators' interests are completely in opposition with each other, with no possibility for integrative settlements and mutually beneficial trade-offs.

fixed-pie belief

When stating a problem during an integrative negotiation process, negotiators should _____.

focus most of their attention on solving the core problem

An accurate statement about a party's reputation is that it is _____.

formed by the party's past behavior

The subjective mechanism through which people analyze and make sense out of complex situations, leading them to pursue or avoid subsequent actions is known as a _____.

frame

Negotiators usually combine a reasonable bargaining position with a(n) _____.

friendly stance

In a multiparty negotiation, effective groups and their members should _____.

check their assumptions and inferences

In a negotiation, the _____ tactic involves using a large bluff plus a threat to force the other party to concede.

chicken

In the agreement stage in managing a multiparty negotiation, the parties must _____.

choose a single alternative solution or merge alternatives into a package that will satisfy as many parties as possible

An example of an unmanageable question during negotiation is a

close-out question.

Negotiators exhibiting positive emotionality are more likely to _____.

coax conformity with ultimatum offers

Which of the following is not listed in the text as a category of a marginally ethical negotiating tactic?

cognitive manipulation

When two parties, in solving a conflict, actively pursue approaches to maximize their joint outcome from the conflict, they are most likely pursuing the _____ strategy for conflict management identified in the dual concerns model.

collaborating

Both the parties involved in a negotiation are seeking the same outcome on an issue and therefore, misrepresent their interests on it. This is known as a _____ issue

common-value

Learning (or failing to learn) from feedback, is largely a

communication issue.

Unlike Japanese, Americans tend to see negotiation as a _____.

competitive procedure of offers and counteroffers

In the context of multiparty negotiations, the members of an effective group _____.

completely describe and define key words or language that are part of an agreement

In the context of the dual concerns model, actors who put moderate efforts to achieve their own outcomes and help the other party achieve his or her outcomes are pursuing the _____ strategy of conflict management.

compromising

In a negotiation, when successive concessions get smaller, it typically indicates that the _____.

concession maker's resistance point is being approached

"A sharp disagreement or opposition, as of interests and ideas amongst other things" best describes the term

conflict

According to negotiation adviser Jeswald Salacuse, before a deal breaks down, a negotiator should _____.

consider how to involve a third party in case the deal falters

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

The strategy of conflict management that is adopted by negotiators who show little concern for the other party's desired outcomes and want to concentrate on their own outcomes is called the _____ strategy.

contending

If a negotiator challenges the other party's views, he or she is likely to become _____.

defensive

During a multiparty negotiation, an agenda can be an effective decision aid because it _____.

defines how each issue is positioned and framed

A feature of strong negotiators is that they _____.

determine how they are perceived by others by regularly asking for feedback

The prenegotiation stage in a multiparty negotiation is characterized by parties _____.

determining the member roles that each party will occupy in the negotiation

According to Harold Kelley, the dilemma faced by a negotiator in deciding how much of the truth to tell the other party is called the _____.

dilemma of honesty

Negotiators who are completely open and tell the other party everything expose themselves to the risk that the other party will take advantage of them. This best describes the

dilemma of honesty.

According to Harold Kelley, the dilemma that all negotiators face which concerns how much negotiators should believe what the other side tells them is known as the _____.

dilemma of trust

When a negotiator obtains information directly from the other party about his or her target and resistance points, it is known as

direct assessment

During the agreement phase, which of the following options is not one of the things a group facilitator, or chair, should do to keep the group moving toward a successful completion?

discourage packaging and trade-offs of issues

Frames are important in negotiation because

disputes are often nebulous and open to different interpretations.

Irrational escalation of commitment impedes the performance of negotiators by increasing their tendency to _____.

disregard any data or information that undermines their position

During a negotiation, negative emotions result when negotiators are _____.

dissatisfied with the progress of the negotiation process

Which of the following strategies should negotiators with a low familiarity with the other culture choose?

employ agents or advisers

Power that is commonly seen in integrative negotiations is experienced by a receiver as _____.

empowering

Research has found that negotiations conducted through written channels are more likely to _____ than negotiations that occur face-to-face or by phone.

end in a stalemate

When a negotiator believes in _____ ethics, he or she determines the rightness of an action by evaluating the pros and cons of the action's consequences.

end-result

This approach to ethical reasoning holds that the rightness of an action is determined by evaluating the pros and cons of its consequences.

end-result ethics

Which approach to ethical reasoning has as one of its central tenets that happiness is defined as presence of pleasure and absence of pain?

end-result ethics

The simple act of possessing something seems to induce negotiators to elevate its perceived value, even when its actual value is known. This tendency is known as the _____.

endowment effect

The tendency of negotiators to overvalue something they own or believe they possess is known as the _____.

endowment effect

In a multiparty negotiation, negotiators should always _____.

ensure that all the parties express their viewpoints

Negotiators typically utilize tactics designed to create power equalization as a way to _____.

ensure that negotiations are fair

In a negotiation, manageable questions are characterized by their ability to _____.

equip the other party for more inquiries

The tendency of a negotiator to make decisions that are associated with a failing course of action is known as _____.

escalation of commitment

From a power holder's perspective, power that is used to dominate and control the other party in a negotiation is _____.

essentially domineering and coercive in nature

In the context of planning a negotiation, good preparation requires a negotiating party to _____.

establish alternatives if the current deal cannot be completed successfully

The social standards that are broadly applied to situations to determine what is right or wrong are known as

ethics

The more concrete, specific, and measurable a goal is _____.

the easier it is to understand what the other party wants

One way that culture can influence negotiation is the degree of protocol considered important in a negotiation. Protocol is

the formality of the relations between the two negotiating parties.

In the context of a tactic's effectiveness having an impact on whether the tactic will be used in the future, if a deceptive tactic used by a negotiator goes unpunished by others, _____.

the frequency of its usage is likely to increase

Lee decides to use the dominating style of conflict management to handle a certain interpersonal dispute. He is making the right choice if _____.

the parties have to make a quick decision

Halo effects in the perception of a person are most likely to occur when _____.

the person is well known

Negotiators are most likely to trust another party's reputation if _____.

their previous experience with that party was good

In the context of research on negotiator perception and cognition, negotiators should understand that _____.

they and the other party define the rational thing to do in a self-serving manner

The use of silence by a negotiator creates a "verbal vacuum" that makes the other uncomfortable and helps determine whether the other party is acting deceptively.

true

True or false: Negotiators should remember that no two negotiations are identical.

true

During a negotiation, negotiators should maintain eye contact with the other party _____.

when communicating the most significant aspect of a message

Once an ethically ambiguous tactic is employed, the negotiator will assess consequences on three standards. Which of the following is not one of those standards?

whether the tactic worked in the past

If a negotiator has used a deceptive negotiation tactic that has paid dividends, the negotiator _____.

will attempt to use the tactic in a more productive manner

Distributive bargaining is also known as _____.

win-lose bargaining

One of the best practices that negotiators must adopt to achieve successful negotiation outcomes includes _____.

working to build a positive, stable reputation by displaying consistent behavior

Which of the following is true of calculated incompetence as a screening activity used in a group negotiation?

yhe negotiating agent is tasked with collecting facts and bringing them back to the group.

A(n) _____ is a definite, fixed target that a negotiator can realistically develop a plan to achieve.

goal

The first and most significant step in developing a strategy and executing a negotiation is knowing one's _____.

goal

In a negotiation, when a party is on the receiving end of power that is domineering and coercive in nature, the party is likely to believe that the use of this power implies a(n) _____.

greater degree of impotence

Brian and Lucy are engaged in a negotiation. Lucy never employs deceptive tactics in negotiations. However, Brian lies about his financial state of affairs to avoid paying a heavy fine to Lucy. Lucy suffers a huge loss of money due to Brian's deceit. In this scenario, Brian can justify the use of an unethical tactic because it _____.

has helped him avoid negative consequences

In order to utilize resources as a basis for power, negotiators need to _____.

have a stranglehold over some worthwhile reward that the other party desires

When a negotiation goes on for a long period, negotiators tend to _____.

have fewer variety in their forms of communication

Samantha is the editor of a fashion magazine. She exercises power over her copywriters because of her duties and responsibilities as the editor. In this case, Samantha's power is derived from _____.

her appointment to the organizational position

The reputation of negotiators is _____.

highly subjective in nature

According to Stephen Weiss, when negotiators have low familiarity with the other party's culture, they should ideally _____.

hire an adviser or agent who is familiar with both parties' cultures

During negotiations, the mythical fixed-pie belief can be minimized by _____.

holding negotiators responsible for the way they negotiate

During a negotiation, negotiators who disclose all of their exact requirements and boundaries of limitation to the other party cannot gain more than their walkaway point. This is known as the dilemma of _____.

honesty

Most of the ethical issues that arise in negotiation are concerned with standards of

honesty, or how honest, candid, and disclosing the other party is.

A negotiator focusing on ________ strives to learn about the other's priorities as a way to work toward a mutually satisfying agreement that creates value.

interests

For an organization, employee salary is a permanent expense, while a signing bonus occurs only in the first year. Therefore, the organization may be more willing to concede on the amount of the bonus than on the salary. In the context of differences among negotiators, this scenario is most likely an example of differences in _____.

interests

The underlying concerns, needs, desires, or fears that encourage a negotiator to take a particular position are called_____

interests

Karen and Lee, both employees of a US-based company, have been assigned the task of preparing a presentation for the company's latest product. While executing their responsibilities, Karen and Lee get into a dispute over which format to use for the PowerPoint presentation. This situation is an example of _____ conflict.

interpersonal

In a negotiation process, perception enables negotiators to _____.

interpret accurately the meaning of what the other party is saying

Multiparty negotiations differ from two-party deliberations in that multiparty negotiations _____.

involve a greater amount of negotiators

In the context of negotiation, American culture _____, whereas Chinese culture _____.

is least formal; follows a strict protocol

In a negotiation, making eye contact is a way to show others that one _____.

is listening closely

An accurate statement about the good cop/bad cop tactic is that it _____.

is relatively transparent when used repeatedly

An aspect of face-to-face communication in negotiation is that _____.

it develops understanding and truthful information sharing between the parties

A disadvantage of an exaggerated opening offer in a negotiation is that _____.

it is more likely to be immediately rejected by the other party

According to Stephen Weiss, when negotiators have moderate familiarity with the other party's culture, they should ideally _____.

keep a firm grasp on their own approach but modify the approach to help relations with the other party

Developing an agenda and having a chair manage the process indicates the group is attempting to

keep the discussion focused.

Special communication considerations arise at the close of negotiation, one being to avoid any fatal mistakes at this stage. Which of the following is not a technique used for avoiding fatal mistakes?

keeping the batna secret

A consequence of mismatches in frames between negotiating parties is that they _____.

lead to disputes and an air of uncertainty

A book or article on international negotiation providing lists of dos and don'ts to obey when negotiating with people from different cultures treats culture as

learned behavior.

The power that is derived from a particular job, office, or position in an organizational hierarchy is known as _____ power.

legitimate

A strong social norm that says we have an obligation to help others who cannot help themselves and are dependent on us, is the

legitimate power of responsibility.

A multiparty negotiation is likely to become _____ when the number of parties at the negotiating table increases.

less lucid

In order to enhance interpersonal ties in an online negotiation, parties tend to engage in _____ by imitating the other party's use of language, metaphors, jargon, and even emoticons.

linguistic mimicry

In an organizational network, power is determined by _____

location within the flows that occur across a node in the network

In an organizational network, power is determined by _____.

location within the flows that occur across a node in the network

language operates at the _______ level and the ________ level of communication

logical, pragmatic

Which of the following answer options is not one of the five categories of communication offered during negotiation?

logical/pragmatic

The strategy to generate alternative solutions to a problem that requires the parties concerned to find more than one issue in conflict and to have different priorities for those issues is called _____.

logrolling

When negotiators start with a ridiculously low (or high) opening offer that they know they will never achieve,

lowball

Negotiators who believe that they need more power than the other party seek power to _____.

maintain their own advantage

Early research studies on trust in negotiation suggest that higher levels of trust tend to _____.

make a negotiation easier

Parties on the outside of an influential coalition

may miss discussions occurring away from the main negotiating table.

Negotiators from high uncertainty avoidance cultures

may not be comfortable with ambiguous situations and may be more likely to seek stable rules and procedures when they negotiate.

Research has shown that negotiators use what two forms of deception in misrepresenting the common-value issue?

misrepresentation by omission and misrepresentation by commission

Herb wants to buy an apartment. He is negotiating with Maria who is looking to sell her apartment. He tells Maria that he will buy her apartment if the drapes are included for free. This is an example of the _____ tactic.

nibble

The _____ is a tactic in which negotiators ask for a proportionally small concession on an item, which has not been discussed previously, in order to close the deal.

nibble

Overplanning the tactics for each negotiation stage in advance of the negotiation is

not a good use of preparation time.

When preparing for a negotiation, a negotiator should _____.

not entirely plan the negotiation sequence

Gary Karrass believes that in sales negotiations, negotiators should _____.

not reply to any stupid statements made by the other party

If a multiparty negotiation is aimed at consensus, negotiators should _____.

not try to achieve it all at once

Having an attractive best alternative to a negotiated agreement (BATNA) ensures that negotiators _____.

obtain more favorable outcomes if the other party is aware of it

Negotiators can close a deal by _____.

offering alternate options to the other party

Typically, agreements in the United States are _____.

often formalized and based on logic

If negotiators do not disclose information about common-value issues that would benefit the other party, they are said to be misrepresenting by _____.

omission

The meaning conveyed by a proposition or a statement is a combination of _____.

one logical surface message and several pragmatic messages

It is most appropriate to use an integrating style of handling interpersonal conflict in a situation where _____.

one party cannot find the solution of the problem by its own

A negotiator with a talkative counterpart sits and listens while the other party eventually works into a position on his or her own. The negotiator does not provide any feedback to the other party during this process. This form of listening is known as _____.

passive listening

An individual receives a message but does not give any feedback to the sender about the accuracy or completeness of reception. This form of listening is known as _____.

passive listening

The process by which individuals connect to their environment is known as _____.

perception

Firms conducting business in different countries may face organizational tax implications, labor codes or standards that must be met, and different codes of contract law and standards of enforcement, all indicative of this factor adding to the complexity of internal negotiations.

political and legal pluralism

Which of the following answer options is not a form of money as a resource?

raw materials

It is difficult to achieve true consensus among the parties to a multiparty negotiation. Hence, it is often better to _____.

reach a preliminary agreement that can be systematically improved through continued discussion

The process by which a negotiator lowers the worth of the other party's concessions simply because the other party made them is known as _____.

reactive devaluation

Competitive goals lead negotiators to _____.

reaffirm or increase existing power differentials

According to Gary Karrass, it is advisable to _____ in a sales negotiation.

realize when to stop talking

The process of _____ refers to changes to the thrust, tone, and focus of a conversation as the parties engage in it.

reframing

theory is a broad-based approach developed by Daniel Shapiro to understand negotiations within and across communities.

relational identity

The type of conflict that is characterized by feelings of tension, friction, annoyance, and frustration is _____ conflict.

relationship

From a negotiator's perspective, the simplest way to screen one's position during a negotiation is to _____.

remain silent and do as little as possible

In a negotiation, a party's broken trust can be repaired effectively if the _____.

reparation is slightly larger than the amount lost through the trust violation

When a trust violator is trying to repair trust, they can use three major strategies. Which of the following is not one of those three strategies?

reputations

A party should not disclose the _____ point in a negotiation.

resistance

The difference between the _____ points of the buying and selling party in a negotiation is called the settlement range.

resistance

During distributive bargaining, both parties aim to reach an agreement as close to the other party's _____ as possible.

resistance point

An individual who is able to control critical services and amenities in an organization and has the capacity to give them to and withhold them from others based on his or her discretion is said to have _____.

resource power

Which of the following nonverbal acts is not an attending behavior?

role reversal

The perceptual error that occurs when a perceiver singles out certain information that supports or reinforces a prior belief and filters out information that does not conform to that belief is known as _____.

selective perception

When a negotiator singles out certain information that supports or reinforces a prior belief and filters out information that does not conform to that belief, the negotiator is engaging in which perceptual distortion?

selective perception

Of the roles played by members of the group, which role brings attention to an individual group member, often at the expense of group effectiveness?

self-oriented roles

In the context of cognitive biases in negotiations, the error of anchoring causes negotiators to _____.

set standards based on potentially misleading or incorrect data

When sharing information during a negotiation, effective parties should _____.

share any appropriate information with the other party

In the text, the term "culture" refers to the

shared values, beliefs, and behaviors of a group of people.

According Deepak Malhotra and Max Bazerman, one of the major principles of the investigative negotiation process is that negotiators _____.

should ask the other party why he or she wants a specific outcome

In the _____ hardball tactic used in negotiations, negotiators provide more than sufficient information to other parties and try to confuse them for determining which facts are real or important and which are included merely as distractions.

snow job

When group members avoid conflict and avoid expressing reservations, they provide the illusion of consensus which exemplifies the ________ complexity of multiparty negotiations.

social

The ability of a communication channel to carry and convey subtle social and relational cues from a sender to a receiver that go beyond the literal text of a message itself is called ___________

social bandwidth

This type of ethical reasoning believes that the rightness of an action is based on the customs and norms of a particular community.

social contract ethics

Negotiators are most willing to use deceptive tactics in a negotiation when the _____.

stakes of the issue under negotiation are high

In a multiparty negotiation, the pressure to conform socially is immense as members pressure other members to _____.

support a particular solution

Conducting a surveyBlank ____ , Correct Unavailable is an approach in which questionnaires are distributed to people, asking them to list all the possible solutions to a particular problem.

survey

Negotiators with competitive dispositions give priority to and maintain skills such as _____.

sustenance of energy and endurance

John is negotiating to sell his office space. In order to close the deal faster, he decides to include previously excluded equipment, furniture, and curtains in the offer. The special concession given by John is a _____.

sweetener

Providing the other party with extra incentives along with the final offer or saving a special concession for the close is known as a(n) _____.

sweetener

____ ________ is concerned with the way organizations treat groups of individuals and the standards according to which they should be treated.

systematic justice

While defining a problem in an integrative negotiation process, a negotiator should _____.

take care to state the problem in impartial terms

In a distributive bargaining situation, from a buyer's perspective, the _____ is referred to as a negotiator's aspiration.

target point

According to Hofstede's model of cultural dimensions, in international negotiations, cultures with high power distance _____.

tend to concentrate decision making at the top

According to research, typically, negotiators from collectivistic cultures _____ compared to negotiators from individualistic cultures.

tend to reach more integrative outcomes

A moderator who sends out a questionnaire to all parties asking for input is one strategy used to avoid destructive conflict and emotion. That strategy is known as

the Delphi Technique.

Information as a source of power is

the accumulation and presentation of data intended to change the other person's point of view or position on an issue.

According to Michael Prietula and Laurie Weingart, value characteristics refer to _____.

the actual worth of the issues and options of different issues to a negotiator

Which of the following is considered an immediate stakeholder in an international negotiation?

the board of directors of the company represented in the negotiations

A negotiator who justifies lying because it creates positive consequences for all parties involved in the negotiation is following the tenets of _____.

utilitarianism

Individual-oriented cultures are more likely to _____.

value independence and assertiveness

The story about the new faculty member who might decide to volunteer to head up the "speakers" program for faculty seminars because it would put him in the center of many communications about the weekly presentations is illustrative of network structure through

visibility.

Ethical criteria for judging appropriate conduct define

what is appropriate as determined by some standard of moral conduct.

Typically, reputations of people are _____.

what others actually think of them

Which of the following is an example of how sometimes the other person is the focal problem?

A neatnik's passion for cleanliness may lead them to see other's messiness not as a simple issue of a lifestyle difference, but as intentional behavior.

Which nonverbal gesture should a negotiator use to encourage the other party to continue to speaking?

A nod of the head

True or false: A negotiator's mood cannot create power for the negotiator.

False

True or false: According to Adair, negotiators from low-context cultures are more likely to use indirect communication compared to negotiators from high-context cultures.

False

True or false: An individual who has power based on location in a network will typically have a formal title or office.

False

True or false: If a negotiator justifies lying in a negotiation by saying that the tactic was innocuous, the victim always agrees with the negotiator.

False

True or false: In a network structure, nodes cannot be a part of multiple groups or coalitions.

False

True or false: Negotiations cannot be governed by a set of rules of proper conduct and behavior.

False

True or false: Negotiators realize that the use of ethically questionable tactics has severe consequences on a negotiator's credibility and they always take this into consideration in the short term.

False

True or false: Negotiators should always work toward individual goals and not toward collective goals.

False

Which of the following statements is true of the consequences of negative emotions on negotiations?

Not all negative emotions have the same consequence on negotiations.

Select all that apply Identify the broad tactics for dealing with problematic individual behavior of a party to a multiparty negotiation. (Select all that apply.)

Offer clear, specific examples about the party's problem behavior. Give professional feedback to the party.

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Arrange the steps involved in electronic brainstorming in the correct order. (Place the first step at the top.)

1) a facilitator guides input by participants by using a series of questions 2) participators enter their response anonymously into a networked device 3) the device aggregates and displays the entries made by participants to the group as a whole 4) the facilitator ask additional probing questions

Click and drag on elements in order Arrange the steps that should typically be followed by the parties to a multiparty negotiation in the agreement stage of the negotiation in the correct order of occurrence. (Place the first step at the top.)

1) they should choose the best solution to the issue at hand 2) they should prepare an action plan for implementation of the solution of the problem at hand 3) they should execute the developed action plan to implement the solution of the issue at hand 4) they should evaluate the negotiation process and its outcome

Rank the stages through which disputes tend to be transformed, starting from the first stage to the last stage.

1)naming 2)blaming 3)claiming

Match the types of goals that may facilitate the development of integrative agreements (in the left column) with their descriptions (in the right column).

A common goal-It is shared equally by all parties. A shared goal-It is a goal that both negotiating parties work toward but that benefits each party differently. joint goal-It involves people with different personal goals agreeing to combine them in a collective effort.

Which of the following statements is true of mastering the key paradoxes in negotiation?

A paradox is seemingly contradictory elements that occur together.

Select all that apply How does a strong best alternative to a negotiated agreement (BATNA) impact a negotiator's power in a negotiation? (Select all that apply.)

A strong BATNA increases the negotiator's chances of gaining a more suitable result. A strong BATNA increases the negotiator's self-belief. A strong BATNA increases the likelihood that the negotiator will make the first offer.

When the issue at hand is trivial and a cooling off period is needed, which of the following styles of handling interpersonal conflict should a negotiator use to handle the dispute?

An avoiding style

Which of the following is true of the factors that affect an individual's reputation?

An individual's reputation is affected by qualities such as age, race, and gender.

_____ are the most common verbal statements used for repairing trust in negotiation.

Apologies

Which of the following statements is not true of the differences between multiparty negotiations and two-party negotiations?

As the number of parties increase, the social environment changes from a small-group discussion to a one-on-one dialogue.

This element of the planning process, and a source of power in a negotiation, is especially important because this is the option that likely will be chosen should an agreement not be reached.

BATNA

Match the stages through which disputes are transformed (in the left column) with their descriptions (in the right column.)

Blaming-A party focuses on determining who or what caused a problem. Naming-A party identifies a problem and describes what it is about. Claiming-A party takes action against the other party that caused a problem.

When a negotiator obtains information indirectly about the other party's target and resistance points, it is known as

Blank 1: indirect Blank 2: assessment

Match the types of negotiation strategies (in the left column) with their strongest drivers (in the right column).

Claiming-value (distributive) strategies-Negotiations on a single issue and the absence of a long-term relationship with the other negotiating party Creating-value (integrative) strategies-Negotiations on multiple issues and the importance of a long-term relationship with the other negotiating party

Identify an accurate statement about culture in the context of power sources.

Culture determines what kinds of power are viewed as legitimate and illegitimate.

Which of the following statements is true about culture?

Cultures influence the communication styles of people.

Based on Hofstede's model of cultural dimensions, match the types of cultures (in the left column) with their characteristics (in the right column).

Cultures promoting femininity-Concerned with relationships and nurturing Cultures promoting masculinity-Concerned with acquiring money and things

Identify one of the best practices that negotiators should adopt to achieve good outcomes during a negotiation.

Determining what information needs to be shared and what needs to be kept hidden

Which of the following statements is true of frames used in a negotiation?

Dissimilarities in frames between negotiating parties are sources of conflict.

In the context of elements that contribute to conflict's destructive image, what happens when the other party challenges a party in a negotiation?

Each negotiator starts to look at things from his or her own perspective.

Identify an attribute of multiparty negotiations.

Each party has its own inclinations and priorities.

Fred and Sarah are engaged in a negotiation with each other. Which tactic should Fred employ to elicit information from Sarah if she mistrusts him?

Encourage reciprocity and share information

Match the contexts that influence international negotiations (in the left column) with their descriptions (in the right column).

Environmental context-Consists of factors that cannot be controlled by negotiators Immediate context-Consists of factors that can be controlled by negotiators

________ are broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards.

Ethics

Identify an accurate statement about ethics.

Ethics emerge from philosophies that claim to explain the characteristics of our world.

Match the types of explanations that negotiators make to the other party when they need to justify bad news (in the left column) with their descriptions (in the right column).

Explanations of mitigating circumstances matches-The negotiators convey that they did not have any choice in taking the positions they did. Explanations of exonerating circumstances-The negotiators explain their current position is derived from positive motives even though it appears negative. Reframing explanations-The negotiators explain the outcomes by changing the context.

Which of the following is the factor identified by Phatak and Habib that adds to the six factors identified by Salacuse in the environmental context that make international negotiations more challenging than domestic negotiations?

External stakeholders

James and Chang are engaged in a negotiation with each other. In order for James to be a successful integrative negotiator, identify the trait that he should possess.

He should have a systems orientation.

True or false: The more the parties to a multiparty negotiation care about a particular issue and are invested in it, the less likely it is that emotions will creep into their discussion.

False Reason: This is false. The more the parties to a multiparty negotiation care about a particular issue and are invested in it, the more likely it is that emotions will creep into their dialogue. Vehicles must exist to allow the parties to vent their emotions productively.

True or false: Time is only an important factor in negotiating across relationships.

False Reason: This is false. Time becomes an important variable in negotiating within relationships; understanding how parties package or trade off issues over time may be a critical tool for managing difficult one-off situations.

Select all that apply Identify the guidelines negotiators should follow when evaluating alternative solutions and reaching a consensus. (Select all that apply.)

Focus on alternatives that one or more negotiators strongly support Agree to the criteria for evaluation early in the process Assess solutions on the basis of acceptability, quality, and standards

Which of the following is a broad tactic for dealing with problematic individual behavior of a party to a multiparty negotiation?

Focus on behaviors that can be controlled by the party.

Select all that apply Identify the key contextual factors of integrative negotiation. (Select all that apply.)

Generating a free flow of information Searching for solutions that allow both parties to meet their goals Attempting to understand the other party's needs and objectives

What should a negotiator do to communicate effectively with the other party?

He or she should ensure that the opening offer and stance send a consistent message.

In the context of the distortion of the perceptual process, which of the following occurs when people generalize about a variety of traits based on the knowledge of one trait of an individual?

Halo effects

Match the body positions (in the left column) with the message they convey (in the right column).

Holding one's body erect and facing the other person directly-Attention to the message being communicated Slouching, turning away, or placing feet on the table-Disrespect toward the speaker

Select all that apply In the context of the model that helps explain how a negotiator decides whether to employ one or more deceptive tactics, identify the standards based on which the negotiator will assess consequences once a tactic is employed. (Select all that apply.)

How the negotiator feels about himself or herself once the tactic is employed Whether the tactic contributed to the desired outcome How the negotiator may be evaluated by neutral observers

Match the types of cultures (in the left column) with their descriptions (in the right column).

Individual-oriented cultures-Prefer to have one person who takes the final decision Group-oriented cultures-Prefer decision making that involves consensus

In the context of Geert Hofstede's research on cultural dimensions in international business, match the types of societies (in the left column) with their characteristics (in the right column).

Individualistic societies-Consider competency rather than relationship when choosing a negotiator Collectivistic societies-Focus on building and maintaining a long-term relationship

According to early research on trust in negotiation, match the types of negotiation processes (in the left column) with their effects on trust among parties in a negotiation (in the right column).

Integrative processes-Have a tendency to increase trust Distributive processes-Have a tendency to decrease trust

How does the resolution of simple distributive issues affect negotiating parties?

It creates unwanted precedents for future negotiations between them.

Identify a characteristic of an individual's reputation

It differs based on the individual's actions in different situations.

Which of the following is true of the offer-counteroffer process in negotiation?

It is interactive and constantly changing.

Select all that apply Identify the true statements about the offer-counteroffer process in negotiation. (Select all that apply.)

It regularly changes the criteria of the negotiation. It is subject to circumstantial and environmental constraints.

Identify a true statement about the value-claiming stage of negotiations.

It requires negotiators to use their distributive skills.

Select all that apply Identify the ways in which anger affects powerful negotiators. (Select all that apply.)

It results in them being more decisive and confident. It enables them to concentrate on their needs.

Identify an accurate statement about the problem definition process of an integrative negotiation.

It sets broad parameters regarding what the negotiation is about.

Identify an accurate characteristic of an opening bid in negotiation.

It should be formulated around a "best possible" settlement.

Select all that apply Which of the following are the steps suggested by Roger Fisher and Dennis Ertel to improve the relationship in a negotiation? (Select all that apply.)

Know the reasons for one or both parties getting upset. Begin to repair trust that might have been broken.

Match the manageable questions that are commonly utilized in negotiations (in the left column) with their examples (in the right column).

Leading questions-Don't you think our offer is a fair and reasonable one? Treat questions-Can you provide us with your excellent acumen on the problem? Gauging questions-How do you feel about our offer? Directive questions-How much is the rental rate per square foot with these enhancements?

Which of the following statements about legitimate power is false?

Legitimate power is acquired in only one way, appointment or promotion to a titled position.

What should a negotiator with an attractive best alternative to a negotiated agreement (BATNA) do in order to receive its full benefits?

Let the other party know in a friendly manner

Identify an accurate statement about logrolling.

Logrolling is generally performed by trial and error, that is, by experimenting with various packages of offers.

Which nonverbal gesture should a negotiator use to indicate attention and interest in what the other party is saying?

Making brief eye contact or smiling

Which of the following statements about the preparation process is incorrect?

No preparation is needed for the broader context of the negotiation, such as the presence of an audience.

What should one do to deal with another party's aggressive behavior tactics in a negotiation?

One should discuss the negotiation process before moving forward with the negotiations.

Identify the accurate statement about setting opening bids.

Opening bids tend to be an ideal solution, the best possible outcome.

Which of the following statements about communal-sharing relationships is true?

Parties in a communal sharing relationship perform better on both decision-making and performance-coordination tasks.

According to the research study conducted by Tony Simons on the linguistic patterns of communication in negotiation, which of the following parties is most likely to achieve integrative solutions in negotiations?

Parties whose statements convey interests in the essence of the negotiation and the relationship with the other party

Identify a characteristic of a good negotiator.

Possessing a clear walkaway point

Select all that apply Identify the steps involved in prioritizing issues in a negotiation. (Select all that apply.)

Ranking issues according to their importance Understanding if the issues are separate or interrelated

_____ refer to the payment of compensation to a victim of trust violation for its consequences.

Reparations

Identify the perceptual identity that reflects an individual's prominent personal characteristics and accomplishments, exhibited by his or her behavior, and may be observed directly or reported from secondary sources.

Reputation

_____ is the legacy that negotiators leave behind after a negotiation encounter with another party.

Reputation

Identify a true statement about resource power.

Resources controlled by a powerholder can be either intangible or tangible.

refers to off-task or relationship-focused conversations that are often present in face-to-face negotiations.

Schmoozing

Match the concerns to be considered in developing a negotiation agenda (in the left column) with their descriptions (in the right column).

Scope-The issues that need to be considered Sequence-The order in which the issues should be addressed Framing-The way the issues should be presented

Match the approaches to ethical reasoning in business and negotiation (in the left column) with the reasoning that a negotiator is most likely to apply (in the right column).

Social contract ethics-The negotiator bases strategies on his or her interpretation of proper conduct for behavior in the community. Personalistic ethics-The negotiator consults his or her own conscience to rationalize the strategies implemented.

Which of the following statements is true of substantive interests?

Substantive interests can be intrinsic or instrumental or both.

The primary purpose of explanations and justifications is to rationalize, explain, or excuse a behavior—to verbalize some good, legitimate reason this tactic was necessary.

T

True or false: Negotiators will avoid deception when there are other ways to achieve their goals.

T Reason: This is true. Negotiators are more likely to use deceptive tactics to achieve their goals but will avoid being deceptive when there are other ways to get there.

In the context of the dual concerns model, what strategy for conflict management is associated with threats, punishment, intimidation, and unilateral action?

The contending strategy

Identify an accurate statement about how goals affect negotiation.

The goals of one party are not always linked to those of the other party.

In the context of the Phatak and Habib model of international negotiation, identify a true statement about international negotiations.

The history of relations among principal negotiating parties has an important effect on the negotiation process and outcome.

There are several ways that an existing relationship changes negotiation dynamics. Which one of the following is not one of those ways?

The more the parties learn about each other, the more invulnerable and independent they become.

Which of the following is the first step in the model that helps explain how a negotiator decides whether to employ one or more deceptive tactics?

The negotiator determines possible influence tactics that could work best in a given scenario.

What happens as a conflict escalates during a negotiation?

The negotiators tend to interpret people and events as being either with them or against them.

One-on-one negotiations in full view of all group members would have all but one of the following consequences on negotiators. Which one would not be a consequence?

The short-term result is that negotiators avoid competitive escalation.

Match the prices involved in a distributive bargaining situation (in the left column) with their descriptions (in the right column).

The target point-The price at which a buyer would prefer to settle the negotiation The resistance point-The most a buyer is willing to pay The asking price-The initial price quoted by a seller

Which of the following cognitive biases most likely causes negotiators to fail to consider the other party's thoughts and perceptions and thus inhibits an accurate understanding of the other party's interest and goals?

The tendency to ignore others' cognitions

Select all that apply Which of the following should negotiators consider when planning the presenting and framing of issues to the other party? (Select all that apply.)

The ways in which they can offer ample facts and arguments to support their case How they will propose their case to the other party

Identify an accurate statement about culture.

There can be more than one culture in a country.

Select all that apply How do best alternatives to a negotiated agreement (BATNAs) affect a negotiator? (Select all that apply.)

They give the negotiator a chance to leave the negotiation. They give the negotiator some leverage to get a better deal.

Select all that apply Which of the following are typical characteristics of negotiators who have prepared properly for their negotiations? (Select all that apply.)

They achieve their goals of negotiation. They know the nuances of the concession-making process.

Identify an accurate statement about the best negotiators.

They analyze each negotiation after it has ended.

Which of the following is a way the availability bias operates in negotiation?

Through presenting information in colorful and striking ways

Which of the following statements on the impact of apologies on trust repair is false?

Timing of the apology is irrelevant to effectiveness.

Match the reputations of negotiators (in the left column) with their corresponding characteristics (in the right column.)

Tough but fair negotiators-They will push hard for their perspective and interests, but they will behave in a rational manner. Tough and underhanded negotiators-They will play dirty tricks and share unreliable information with the other party.

Select all that apply Identify the steps that are generally involved in achieving closure in negotiations. (Select all that apply.)

Trading off across issues with the other party Compromising priorities

True or false: A negotiator should monitor another negotiator's best alternative to a negotiated agreement (BATNA) carefully to understand and retain his or her competitive advantage over the other's alternatives.

True Reason: This is true. Negotiators need to be aware of other party's best alternative to a negotiated agreement (BATNA) and to identify how it compares to what they are offering. A negotiator should monitor another negotiator's BATNA carefully to understand and retain his or her competitive advantage over the other's alternatives.

Based on the study by Adair and colleagues, match the negotiators (in the left column) with their preferred approach in sharing information (in the right column).

U.S. negotiators-Direct information exchange Japanese negotiators-Indirect information exchange

Identify an ideal approach that strong negotiators should adopt to win over a coalition that is aligned against them.

Use a divide-and-conquer strategy

Match the stages of a negotiation (in the left column) with the corresponding descriptions (in the right column.)

Value-claiming stage-Stage in which negotiators focus on the distribution of the expected outcomes between the parties Value-creation stage-Stage in which negotiators collaborate to expand the resources under negotiation

When is the compromising style of handling interpersonal conflict appropriate? (Select all that apply.)

When the integrating or dominating style of handling interpersonal conflict is unsuccessful When the parties' goals are mutually exclusive

Identify the instance in which negotiators are most willing to use deceptive tactics in a negotiation.

When the other party is interpreted to be uninformed

When can negotiators justify lying in a negotiation?

When the tactic is harmless

When is distributive bargaining between two parties generally most appropriate?

When there is no possibility of future interaction with the other party

When can a multiparty negotiation proceed smoothly and effectively?

When there is some party or individual facilitating the process

During a negotiation, the ideal approach in dealing with a lowball/highball tactic is to _____.

ask the other party to make a more reasonable opening offer

While pursuing a particular strategy for conflict management, a negotiator shows little interest or concern in whether he attains his own outcomes but is quite interested in whether the other party attains his or her outcomes. In the context of the dual concerns model, identify the strategy the negotiator has adopted.

Yielding

Parties in a negotiation define a problem that _____.

accurately reflects needs and priorities of both parties

A negotiation will be more productive if negotiators _____.

achieve a balance between the common paradoxes that they face

Strong negotiators are aware that the goal of most negotiations is to _____.

achieve a valued outcome

Negotiators can become so focused on reaching an agreement they lose sight of the real goal, which is to

achieve a valued outcome.

Patricia and Chris are involved in a negotiation. Chris occasionally nods his head to indicate that he has heard what Patricia is saying. In this case, Chris is _____.

acknowledging Patricia's message

Individuals with a strong moral identity are less likely to _____.

act on their own selfish desires

A type of learning that directly compares different negotiation examples to identify and understand the underlying principles and structure of a negotiation is called _____ learning.

analogical

Which of the following tactics is not offered as advice on how to deal with an opponent who brings negative emotion to the negotiating table?

anchor and adjust the reference point

Agitation-related emotions result from feeling

anxious, fearful, or threatened.

A common element of culture is that cultural beliefs, values, and behavioral expectations of a group _____.

are acquired and passed on to new members of the group

A characteristic of effective or strong negotiators is that they _____.

are aware that negotiators will have differences in trust levels

A key difference between multiparty negotiations and two-party negotiations is that multiparty negotiations

are bigger and more testing

Matthew has a reputation of being cold and dishonest. He will have a difficult time convincing people that he is fair and reliable because reputations _____.

are hard to modify once they have been developed

In the context of negotiations, an accurate statement about trust, justice, and reputation is that they _____.

are important for relationship negotiations

As per cultural protocol, an accurate statement about European countries is that they _____.

are very formal

Negotiators who believe that they have less power than the other party seek power to _____.

counteract the other party's advantage

Once negotiators have surfaced the interests and needs of a negotiation, they must _____.

create alternative solutions to the problem

According to Stephen Weiss, when negotiators have high familiarity with the other party's culture, they should ideally _____.

create an approach that is specifically adjusted to the negotiation situation, other party, and circumstances

A critical way to control the flow and direction of a multiparty negotiation is by _____.

creating an agenda for the discussion

In the cultural complexity theory, Tinsley, Brett, Shapiro, and Okumura suggest that _____.

cultural values have a direct impact on negotiations in some situations and a moderated impact in others

A system of basic norms that individuals in an organization share about how to interact with one another is known as _____.

culture

The shared values, beliefs, and behaviors of a group of people are referred to as

culture

Which of the following options is not one of the four ways that culture has been conceptualized in international negotiation?

culture as economic indicator

A true statement about culture is that _____.

culture is a group-level phenomenon

When using the "altered information" tactic to detect deception, one should

exaggerate what you believe is the deception and state it, hoping that the other will jump in to "correct" the statement.

In integrative negotiations, negotiators must _____.

exchange their true objectives

When a negotiator offers this type of explanation they are suggesting that while their current position may appear negative, it derives from positive motives, such as an honest mistake.

exonerating circumstances

Negotiators who perceive a negotiation process to be fair tend to _____.

experience a greater amount of positive emotions

The power that is accorded to those who are seen as having achieved some level of command and mastery of a body of information is _____ power.

expert

In international negotiations, cultures that have low power distance tend to _____.

extend the decision making across an organization

When a labor union opposes negotiations with foreign companies because of fears that domestic jobs will be lost, this exemplifies the influence of

external stakeholders.

In the context of the law of small numbers in negotiation, if negotiators' own experiences are limited in time or scope, the tendency is to _____.

extrapolate previous experiences onto subsequent negotiations

True or false: According to Phatak and Habib, international negotiations are only affected by the environmental context.

false Reason: This is false. According to Phatak and Habib, two overall contexts have an influence on international negotiations: the environmental context and the immediate context.

True or false: Cross-cultural negotiations are independent of agreement or disagreement among negotiators in different cultures.

false Reason: This is false. Cross-cultural negotiations are influenced by the extent that negotiators in different cultures have fundamental agreement or disagreement about whether or not the situation is distributive or integrative.

True or false: The choice of strategy in a negotiation is independent of goals.

false Reason: This is false. Goals can have both direct and indirect effects on the choice of strategy.

True or false: A negotiator is motivated by relationship-oriented goals toward a strategy choice in which the relationship with the other party is valued less than the substantive outcome.

false Reason: This is false. Relationship-oriented goals should motivate the negotiator toward a strategy choice in which the relationship with the other party is valued as much as (or even more than) the substantive outcome.

True or false: In the context of international negotiations, conflicts based on ethnicity, identity, or geography are easier to resolve than other types of conflicts.

false Reason: This is false. The level of conflict and type of interdependence between the parties to a cross-cultural negotiation will influence the negotiation process and outcome. High-conflict situations—those based on ethnicity, identity, or geography—are more difficult to resolve. Ongoing conflicts in Pakistan, the Middle East, and Mali are but a few examples.

True or false: Umbrella agreements should be avoided in integrative negotiations when all issues and contingencies have not been identified but the parties wish to work together.

false Reason: This is false. Umbrella agreements provide a framework for future discussions. These can be used when all the issues and contingencies have yet to be identified but the parties know they wish to work together.

Negotiators usually utilize tactics that are designed to create power differences as a way to _____.

impede the other party's power tactics

The main purpose of using immoral and deceitful strategies in a negotiation process is to _____.

increase a negotiator's power in the negotiation

In a negotiation, when compared with negative emotions, positive emotions are more likely to _____.

increase the negotiator's confidence and perseverance

If a negotiator has a strong best alternative to a negotiated agreement (BATNA), it is likely to _____.

increase the negotiator's sense of entitlement

In multiparty negotiations, research shows that parties who approached multiple issues simultaneously

increased the likelihood of achieving agreement.

Unlike the United States, the use of memorandums of agreement in China _____.

indicates the start of negotiations

The degree to which a society is organized around the group or the individuals is determined by the _____ dimension of a culture.

individualism/collectivism

According to research on negotiator perception and cognition, _____.

individuals tend to see the world in a self-serving manner

Power derived from expertise is a special form of _____ power.

information

The power derived from a negotiator's ability to gather and organize data to support his or her position or desired outcomes is known as _____ power.

information

Of the following environmental context factors, which one best exemplifies a political coup or a major currency revaluation?

instability

Winning, avoiding loss, looking tough or strong to others, not looking weak, being fair, and standing by principles are all examples of

intangibles.

In a situation where other parties are committed to the successful implementation of an outcome, it is appropriate to use the _____ style of handling interpersonal conflict.

integrating

Attempting to find solutions so that both sides can do well and accomplish their goals is typical of the _____ approach to negotiation.

integrative

During a negotiation, procedural justice tends to attain _____ outcomes.

integrative

In _____ negotiations, parties take turns over time in reaping benefits

integrative

Incorporating the other party's viewpoint into the definition of the problem and attending to it as the parties search for mutually acceptable alternatives is the purpose of a(n) _____ negotiation.

integrative

Nebula Inc., a management consulting firm, wants to open two new offices to increase its revenue. But due to low demand for its current service, expansion is not a feasible option. To overcome this problem, Nebula decides to offer new services to increase customer demand, which in turn will support its two new offices. This strategy of generating alternative solutions to a problem is known as _____.

modifying the resource pie

The directors of Agraria Inc., a U.S.-based cookie manufacturer, decide to export its products. Problems arise when half of the directors insist on exporting the products to Brazil and the other half to Europe. Ultimately, the directors decide to set up local retail outlets to sell the cookies and use the revenue generated to support the export of cookies to both countries. This strategy of generating alternative solutions to a problem is known as _____.

modifying the resource pie

During team negotiations, it is important to have a team member who _____.

monitors the team's walkaway point

A negotiator's _____ refers to his or her commitment to act on behalf of the broader common good

moral identity

The notion that "power corrupts" and leads the power holder to abuse their power in a negotiation is not always true; a strong ________ can moderate this tendency.

moral identity

Mood states are _____ than emotion states

more diffuse

A negotiator who has faith in his or her own ability to negotiate integratively is _____.

more likely to approach the problem at hand with an open mind

In a negotiation process, if the other parties have strong and viable alternatives, they are _____.

more likely to be confident when negotiating

Only one of the approaches to ethical reasoning has as its central tenet that conscience within each person calls them to fulfill their humanness and to decide between right and wrong. Which approach applies?

personalistic ethics

Another approach to framing disputes suggests that parties in conflict use one of three frames: interests, rights, and ________.

power

The capabilities negotiators can assemble to give themselves an advantage or increase the probability of achieving their objectives, defines

power

When a negotiator uses threats or other means to try to coerce the other party into making concessions, the negotiator is focusing on this strategic approach.

power

Many of the tactics of distributive bargaining and integrative negotiation are used to exert influence over the other party in the service of achieving the best deal, most commonly only for the self. These tactics are called

power over tactics

From the perspective of a power holder, _____ strategy of negotiation implies that the power holder jointly develops and shares power with the other.

power with

When a negotiator focuses on making something realistic happen in a negotiation, the negotiator is being _____.

practical

At the very top of the "best practices" list for every negotiator, and every negotiation, is

preparation.

One of the best practices that should be adopted by negotiators is to _____.

prepare properly before a negotiation begins

In a negotiation, it is important for a negotiator to call attention to the other party's contentious actions because it _____.

prevents a conflict from turning into an uproar and restores a constructive approach

In the context of the dual concerns model of conflict management, a party pursuing the _____ strategy shows high concern for whether the other party attains his or her outcomes and high concern for attaining his or her own outcomes.

problem-solving

According to the _____ justice effect, negotiators are more committed to a decision if they participated in the process of shaping that decision.

procedural

In the context of negotiation processes, _____ deals primarily with the method of determining negotiation outcomes.

procedural justice

During integrative negotiation, in order to gain the commitment and cooperation of all parties, people must manage both the context and the ____of the negotiation.

process

A study of high-performance task groups found one type of conflict included disagreements about who will do what and how much each should get from the result, which exemplifies this type of conflict.

process conflict

Because of perception and decision biases, most negotiators tend to overestimate the probability that a negotiation will be

productive.

In a negotiation, the opening statements of both parties often contain _____ points.

starting

The assignment of attributes to people solely on the basis of their membership in a particular social or demographic category is known as _____.

stereotyping

Which of the following lists the stages of the perceptual process in the correct order?

stimulus, attention, recognition, translation, behavior

In a negotiation, the frequency of interaction between two parties, the closeness of their personal relationship, and the reciprocity in their relationship determines the tie _____ of that particular relationship.

strength

What is the most likely outcome when both parties have a high priority for the same thing?

strong conflict

In the context of repairing trust in negotiations, the effort to create rules and regulations in order to minimize the likelihood of trust violations in the future is called _____.

structural solution

Which approach to trust repair is an effort to create rules, regulations, and procedures to minimize the likelihood of trust violations in the future?

structural solutions

When a negotiator uses strategies and tactics that are mismatched in a negotiation, _____ negotiation outcomes are observed.

substandard

Interests that are directly related to the focal issues under negotiation are called _____ interests.

substantive

Negotiators' use of colloquialisms is often problematic in cross-cultural negotiations because _____.

the intended meaning could be difficult for the listener to understand

Sarah decides to use the compromising style to handle an interpersonal conflict. She is making the right choice if _____.

the issue at hand is complex and a temporary solution is required

The dominating style of handling interpersonal conflict is used when _____.

the issue is important to a party

It is appropriate to use the avoiding style of handling interpersonal conflict when _____.

the issue is trivial

When using the justification that "the tactic was unavoidable," the negotiator is saying that

the negotiator was not in full control of his or her actions and hence should not be held responsible.

False

the nominal group technique precedes the brainstorming

Negotiators who follow only the principle of distributive justice are more likely to be of the opinion that _____.

the other party deserves lesser than what it is receiving

In passive listening

the receiver provides no feedback to the sender about the accuracy or completeness of reception.

Fred and Karen are negotiating a business deal with each other. Fred finds out that Karen has lied to him about her organization's profit margins. He therefore withholds crucial information in their next interaction. In this case, Fred can justify his actions because _____.

the rules had already been violated by Karen

During a negotiation, negotiators should ensure that _____.

the transition between distributive and integrative phases occurs smoothly

A characteristic of an exaggerated opening offer in a negotiation is that it _____.

the way a negotiation is constructed

Michael Prietula and Laurie Weingart suggest that negotiators need to be sensitive to content characteristics when creating offers. They concern _____.

the way a negotiation is constructed

Which of the following is not a cognitive bias?

the winner's circle

The tendency of negotiators to settle quickly on an outcome and then feel discomfort about a negotiation success that comes too easily is known as _____.

the winner's curse

Cooperative goals tend to shape the "power with" orientation, even between superiors and subordinates. These goals induce higher expectations of all but one of the following. Which one?

to reinforce or enhance existing power differences

Negotiators who are encouraged to think about fairness tend to _____.

treat the other party positively

True or false: The option that likely will be chosen should an agreement not be reached during a negotiation is the best alternative to a negotiated agreement (BATNA).

true Reason: This is true. Some of the most important elements of planning and sources of power in a negotiation are the alternatives available for that negotiation if an agreement is not reached. One alternative, the best alternative to a negotiated agreement (BATNA), is especially important because this is the option that likely will be chosen should an agreement not be reached.

True or false: Conflict between two parties in a negotiation is often an outcome of linkage between their goals.

true Reason: This is true. Linkage between two parties' goals defines an issue to be settled and is often the source of conflict.

A negotiator who believes everything the other party says can be manipulated by dishonesty. This is known as the dilemma of _____.

trust

An individual's belief in and willingness to act on the words, actions, and decisions of another person is known as _____.

trust

The degree to which a culture programs its members to feel either uncomfortable or comfortable in unstructured situations is known as _____.

uncertainty avoidance

When setting targets, negotiators should _____.

understand the issues in order to package them effectively

When effective groups address issues such as group members who are not performing up to expectations, or who are behaving badly, or challenges to a boss in the room, they would be discussing

undiscussable issues.

Goals that require a substantial change in the other party's attitude require a negotiator to _____.

use a collaborative or integrative strategy

Which of the following actions is not a rule for maximizing effectiveness when negotiations occur in virtual environments?

use flaming when you must express emotion

.To be effective in multiparty negotiations, the members of a group should avoid _____.

using sarcasm, irrelevant stories, and humor during discussions

To be effective in multiparty negotiations, the members of a group should avoid _____.

using sarcasm, irrelevant stories, and humor during discussions