Negotiation

Front 1

Projection occurs when

Back 1

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

Front 2

Which of the following factors most influences relative bargaining power?

Back 2

Management control

Front 3

In which type of frame would parties be more likely to engage primarily in distributive (win-lose or lose-lose) negotiations than in other types?

Back 3

Outcome

Front 4

One of the most fundamental consequences of increasing the number of parties in a negotiation is that

Back 4

Correct All of the above are fundamental consequences of increasing the number of parties in a negotiation

Front 5

Which is a Category of Marginally Ethical Negotiating Tactics?

Back 5

All of the above

Front 6

Considering the many attributes of an effective group, under which one of the following would you find a need to fully explain or define key words or language that may be part of the agreement

Back 6

Agree on the meaning of important words

Front 7

The "culture-as-shared-value" approach

Back 7

concentrates on understanding the central values and norms of a culture and then building a model for how these norms and values influence negotiations within that culture.

Front 8

McCornack and Levine found that victims had stronger emotional reactions to deception when

Back 8

lying was seen as an unacceptable type of behavior for that relationship.

Front 9

Reputation is

Back 9

a perceptual identity. reflective of the combination of personal characteristics. demonstrated behavior. intended images preserved over time. Correct all of the above statements define reputation.

Front 10

0 out of 1 points Which type of justice is about the process of determining outcomes?

Back 10

Procedural

Front 11

Getting the other party to reveal why he or she is sticking so strongly to a given point is an example of which of the following practices?

Back 11

Remember the intangibles

Front 12

"Coordinate adjustment" involves

Back 12

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

Front 13

We use the term "culture" to refer to the

Back 13

Shared value abd beliefs of a group of people

Front 14

What are the three key stages and phases that characterize multilateral negotiations?

Back 14

The prenegotiation stage, managing the actual negotiations, and managing the agreement stage

Front 15

Which of the following arguments refutes Carr's claim that business strategy is analogous to poker strategy?

Back 15

Correct Most games do not legitimize deception, and therefore business should not be analogous to a game that does legitimize deception.

Front 16

Because relationship negotiations are never over,

Back 16

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

Front 17

The irrational escalation of commitment bias refers

Back 17

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

Front 18

Which of the following is an immediate context factor in cross-cultural negotiations?

Back 18

Relationship between negotiators

Front 19

According to Weiss, when choosing a strategy, negotiators should

Back 19

understand the specific factors in the current relationship.

Front 20

According to Salacuse, which of the following is not a factor in the environmental context of negotiations?

Back 20

Relative bargaining power

Front 21

Which of the statements is supported by research in communal-sharing relationships?

Back 21

Parties in a communal-sharing relationship are more cooperative and empathetic. Parties in a communal-sharing relationship craft better quality agreements. Parties in a communal-sharing relationship focus more attention on the norms that develop about their working together. Parties in a communal-sharing relationship are more likely to share information with the other and less likely to use coercive tactics. Correct All of the above statements are supported by research in communal sharing relationships.

Front 22

An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following?

Back 22

Specific frames may be likely to be used with certain types of issues.

Front 23

Which of the following cognitive biases can lead negotiators to discount the worth or validity of the judgment of others?

Back 23

overconfidence

Front 24

Which question that should be asked about working on the improvement of a relationship is false?

Back 24

Must we surface the deeply felt emotions that have produced anger, frustration, rejection and disappointment? Should we effectively vent these emotions, or understand their causes, so that we can move beyond them?

Front 25

Political and legal pluralism can make cross cultural negotiations more complex because

Back 25

Political and legal pluralism can make cross cultural negotiations more complex because of all of the above.

Front 26

Excellent negotiators understand that negotiation embodies a set of

Back 26

paradoxes

Front 27

What are the three key stages and phases that characterize multilateral negotiations?

Back 27

The prenegotiation stage, managing the actual negotiations, and managing the agreement stage.

Front 28

When using the "altered information" tactic to detect deception, one should

Back 28

exaggerate what you believe is the deception and state it, hoping that the other will jump in to "correct" the statement.

Front 29

Which of the following is not one of Janosik's four ways that culture is used in international negotiation?

Back 29

Culture as economic indicator

Front 30

Those attempting to negotiate in China recognize the value the Chinese place in saving "face." Which of the following cultural elements should also be examined in approaching discussions with the Chinese?

Back 30

Social linkage

Harmony

Roles

Reciprocal obligations

Correct All of the above should be considered

Front 31

Which of the following factors most influences relative bargaining power?

Back 31

Negotiators will probably have to devote discussion time to how they will manage the process to arrive at the type of solution or agreement they want.

Front 32

Which is a Category of Marginally Ethical Negotiating Tactics?

Back 32

Traditional Competitive Bargaining Emotional Manipulation Misrepresentation to Opponent's Networks Bluffing Correct All of the above

Front 33

McCornack and Levine found that victims had stronger emotional reactions to deception when

Back 33

lying was seen as an unacceptable type of behavior for that relationship.

Front 34

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

Back 34

Misrepresentation by omission and misrepresentation by commission

Front 35

The Endowment Effect

Back 35

is the tendency to overvalue something you own or believe you possess

Front 36

When a group wants to achieve a consensus or unanimous decision, the responsibility of the chair is to be constantly attentive to the group process. Identify which of the pointers below for how to chair a multiparty negotiation effectively is not correct.

Back 36

Introduce unnecessary ground rules or let the parties suggest them to distract. Introduce internal information that will help illuminate the issues and interests.

Front 37

The "embrace the other party's approach" strategy involves

Back 37

adopting completely the approach of the other party.

Front 38

One of the most important aspects of framing as issue development is the process of reframing, or the manner in which the thrust, tone, and focus of a conversation change as the parties engage in it. Reframing is or occurs:

Back 38

the way parties challenge each other, as they present their own case or refute the other's. a dynamic process that may occur many times in a conversation. when using metaphors, analogies, or specific cases to illustrate a point. and may be used intentionally by one side or the other. Correct

***all of the above apply to reframing as parties often propose new ways to approach a problem

Front 39

In the Connect Model and the Requirements for Building a Relationship, what does the "t" stand for?

Back 39

Track it

Front 40

Negative emotions may lead parties to

Back 40

escalate the conflict

Front 41

In a transactional negotiation, the most important issue is usually the

Back 41

better deal.

Front 42

Jeswald Salacuse suggests which rule for negotiating a relationship?

Back 42

Recognize a long-term business deal as a continuing negotiation

Front 43

The concept of "duty ethics" states that

Back 43

the rightness of an action is determined by existing laws and contemporary social standards that define what is right and wrong and where the line is.

Front 44

The individualism/collectivism dimension describes

Back 44

the extent to which the society is organized around individuals or the group.

Front 45

Many complex international negotiations devote a great deal of time to the question of just who will be recognized and who can speak for others. The issue about participants can be decided by asking which of the following questions?

Back 45

All of the above questions can help decide who to recognize.

Front 46

Which tactic is seen as inappropriate and unethical in negotiation?

Back 46

Misrepresentation Bluffing Misrepresentation to opponent's network Inappropriate information collection Correct All of the above are seen as inappropriate and unethical tactics.

Front 47

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

Back 47

Interactional

Front 48

According to Weiss, when choosing a strategy, negotiators should

Back 48

understand the specific factors in the current relationship.

Front 49

Halo effects occur when

Back 49

people generalize about a variety of attributes based on the knowledge of one attribute of an individual.

Front 50

The availability of information bias operates with which of the following statements?

Back 50

When information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options.

Front 51

Ethical criteria for judging appropriate conduct define

Back 51

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

Front 52

Multiparty negotiations differ from two-party deliberations in which of the following ways?

Back 52

Multiparty negotiations have more negotiators at the table. More issues and more information are introduced than when two parties negotiate. The environment changes from a one-on-one dialogue to small group discussion. The process for multiparty negotiators is more complex than two-party ones. Correct All of the above statements about multiparty negotiations are true.

Front 53

Negotiators should make a conscious decision about whether they are facing a fundamentally distributive negotiation, an integrative negotiation, or a

Back 53

a blend of both distributive and integrative negotiation.

Front 54

What is the implication of the dilemma of trust?

Back 54

We believe everything the other says and can be manipulated by their dishonesty.

Front 55

Only one of the approaches to ethical reasoning has as its central tenet that actions are more right if they promote more happiness, more wrong as they produce unhappiness. Which approach applies?

Back 55

End-result ethics.

Front 56

In multiparty negotiations, research shows that parties who approached multiple issues simultaneously:

Back 56

increased the likelihood of achieving agreement.

Front 57

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?

Back 57

Negotiators can simply choose to ignore the complexity of the three or more parties and proceed strategically as a two-party negotiation.

Front 58

Which of the following tactics is the least preferable method of responding to another party's distributive tactics or "dirty tricks"?

Back 58

responding in kind

Front 59

Which of the following is not a cognitive bias?

Back 59

All of the above are cognitive biases.

Front 60

When working to create a new approach that may include aspects of either home culture or adopt practices from a third culture, negotiators are using what approach?

Back 60

Effect symphony

Front 61

The distinction between mood and emotion is based on which of the following characteristics?

Back 61

Specificity Intensity Duration Correct All of the above

Front 62

Perception is

Back 62

the process by which individuals connect to their environment. the perceiver's current state of mind, role, and comprehension of earlier communications. a "sense-making" process. selective, tuning in on some stimuli while tuning out others. Correct All of the above describe perception

Front 63

Frames are shaped by conversations that the parties have with each other about the issues in the bargaining mix. Which of the following factors can affect how the conversation is shaped?

Back 63

Negotiators tend to argue for stock issues, or concerns that are raised every time the parties negotiate. Each party attempts to make the best possible case for his or her preferred position or perspective. Frames may define major shifts and transitions in a complex overall negotiation. Multiple agenda items operate to shape issue development. Correct All of the above contribute to the shaping of the conversation.

Front 64

What key elements become more critical and pronounced when they occur within a negotiation?

Back 64

The roles of reputation, trust and justice

Front 65

Risk-avoiding cultures will

Back 65

seek further information.