Negotiations

Front 1

Locus control is the tendency to adjust our behavior relative to the changing demands of social situations

Back 1

False

Front 2

Would the personality traits of one person be stable over time?

Back 2

True

Front 3

Research shows that women tend to use communication to connect with other expressing feelings, empathizing, and indirect vague and apologetic

Back 3

True

Front 4

Which of the following influences is one approach to negotiations: (communication, gender, personality)

Back 4

All of the above

Front 5

Behavioral transparency and consistency are advantages of being or negotiating with a _____ self monitor: (high, low, rationale, cooperative)

Back 5

Low

Front 6

Noise can occur when a person is negotiating a work schedule with a coworker who is considering their child's soccer schedule

Back 6

True

Front 7

Virtual negotiation is a negotiation where parties are not talking to eachother

Back 7

False

Front 8

Barriers to communication may be related to: (environment, receiver, sender)

Back 8

All of the above

Front 9

Which of the following is NOT a tangible barrier in the physical negotiation environment?

Back 9

Preconceived ideas

Front 10

Which of the following is NOT a dimension of effective listening?

Back 10

Encoding

Front 11

Using force, manipulation, or coercion to persuade is appropriate if you are successful in gaining agreement

Back 11

False

Front 12

When you trust someone it is often reciprocated, enabling an open, honest dialogue that can facilitate creating a mutual benefitting solution

Back 12

True

Front 13

Frames are either positive or negative

Back 13

False (can be both)

Front 14

Which of the following is NOT a strategy for effective persuasion?

Back 14

Push of unique response

Front 15

Cultural differences have little impact on negotiations

Back 15

False

Front 16

Conflict of family businesses generally increases with each successive generation

Back 16

True

Front 17

Which of the following is NOT one of the 5 characteristics of fair processes in family firms, identified by Vanderhagen and colleagues?

Back 17

Collaboration

Front 18

In this relationship there are likely to be more legal conflict between parties

Back 18

Landlord and tenant

Front 19

Of the following that are people we know professionally or personally but not especially close with, but may seek their assistance

Back 19

Acquaintances

Front 20

Hofstede's research shows scores on most dimensions of cultures are consistent from one country to another

Back 20

False

Front 21

Generally speaking, cultures that speak the same language share similar cultures

Back 21

False

Front 22

Which negotiators can accept or reject an offer when presented?

Back 22

Individualistic

Front 23

Which of the following is NOT a good source of information when preparing for international negotiation?

Back 23

Department of Labor

Front 24

Negotiators who are high in _____ prefer clear agendas and procedures

Back 24

Uncertainty avoidance

Front 25

Multi party negotiations are a type of team based negotiations

Back 25

False

Front 26

It is always better to obtain consensus over majority rule

Back 26

False

Front 27

First step in preparing for a team negotiation is to

Back 27

Clarify goals

Front 28

When there are many people and issues involved, it is best to look for what and secure early agreement on which issues

Back 28

Small issues

Front 29

Which of the following is NOT a role in a team negotiation?

Back 29

Parliamentarian

Front 30

Procedural rules can include all of the following except

Back 30

The issues to be discussed

Front 31

The effect one's beliefs have on the cause of or control over situations and events

Back 31

Locus control

Front 32

See themselves are victims of fate or luck, environmental causes and situation factors which cause them success of failure

Back 32

External locus control

Front 33

Believe they have control over their actions - both positive and negative - and their destiny

Back 33

Internal locus control

Front 34

The tendency to adjust our behaviors relative to the changing demands of social situations

Back 34

Self-monitoring

Front 35

Pre-occupied with what others think; motivated to behave in ways that match others' expectations

Back 35

High self-monitors

Front 36

Seem uninterested in others' opinions; act or speak without concern for others' approval

Back 36

Low self-monitors

Front 37

Unconventional, bold, competitive, and open to negotiation

Back 37

Artisans

Front 38

Traditional, stable, conventional, and cooperative with others

Back 38

Guardians

Front 39

Independent and work tirelessly

Back 39

Rationals

Front 40

Enthusiastic, harmonious, trusting, and helpful

Back 40

Idealists

Front 41

Focuses on logic and structure; ignores feelings and neglects relationships

Back 41

Utilitarians

Front 42

Focus on relationships, harmony, and values

Back 42

Cooperatives

Front 43

Masculine ways of communicating are more effective in _____ negotiations

Back 43

Distributive

Front 44

Feminine ways of communicating work better in _____ conversations

Back 44

Integrative

Front 45

_____ pattern individuals: more likely to be indirect, avoid conflict, easily persuaded, hide real feelings

Back 45

Passive

Front 46

_____ pattern individuals: exert control, pushy, need to be right, dominate

Back 46

Aggressive

Front 47

_____ pattern individuals: based on fairness, honesty, respect, consider the thoughts and feelings of all parties

Back 47

Assertive

Front 48

Sensing, Processing and evaluating, Responding

Back 48

Effective listening

Front 49

One is trying to absorb the information without attempting to process or enhance the messages being sent

Back 49

Passive listening

Front 50

One is genuinely interested and attempts to fill in the gaps with assumptions based on what the listener wants to hear rather than what the speaker is actually saying

Back 50

Attentive listening

Front 51

The most powerful level which requires the greatest amount of work for the listener

Back 51

Active listening

Front 52

The ability to convince others to adopt your ideas: "win over minds with logic, win over hearts with emotions, and manage yourself."

Back 52

Aristotle on persuasion

Front 53

Good negotiators involve the other party in a search for the optimal solutions to any conflict

Back 53

Joint problem solving

Front 54

People repay kindness

Back 54

Reciprocity

Front 55

People want what is limited in supply

Back 55

Scarcity

Front 56

People act in conformity with others

Back 56

Consensus

Front 57

Tension resulting from individuals' beliefs not aligning with their behaviors

Back 57

Cognitive dissonance

Front 58

Describes method of anticipating objections

Back 58

Inoculation theory

Front 59

Criteria people use in evaluating a proposal

Back 59

ACE theory

Front 60

Anyone you pay to provide goods or services at a certain price/rate

Back 60

Contractor

Front 61

Most landlord/tenant disputes revolve around a difference in standards of _______

Back 61

Care and cleanliness

Front 62

Who tends to rely on integrative bargaining tactics, such as sharing information and trading concessions?

Back 62

Friends

Front 63

Make concessions on all but the baseline issues to build the relationship when the opposing party is trusted and the relationship is valued

Back 63

Open submission strategy

Front 64

When negotiating with strangers we believe our contribution is more valuable

Back 64

Endowment effect

Front 65

Vanderhagen's hallmarks of fairness in family firms are:

Back 65

Communication and voice, Clarity of information, Consistency, Changeability, Commitment to fairness

Front 66

Values are more focused on concerns for relationships, family, interpersonal norms and collective interests

Back 66

Non-western cultures

Front 67

The norm is to divide assets among children

Back 67

Western cultures

Front 68

Usually the eldest son receives everything, including responsibility for carrying on the family legacy

Back 68

Eastern cultures

Front 69

Good negotiators focus on establishing a _____ climate

Back 69

Collaborative

Front 70

Multi party negotiation involves:

Back 70

Three or more "sides" represented by one or more individuals

Front 71

Team based negotiations each side is represented by

Back 71

At least two individuals working together as a team to achieve goals

Front 72

The key to effective negotiations

Back 72

Preparation

Front 73

Rules become less clear in multi party negotations

Back 73

True

Front 74

Lack of trust does not negatively affect negotiations

Back 74

False

Front 75

Coalitions tend to emerge during multi party negotiations

Back 75

True

Front 76

Different behavior patterns that occur when individuals work collectively to complete a task or achieve a goal (can be good or bad)

Back 76

Group dynamics

Front 77

Individuals agreeing to create harmony even if the outcomes are suboptimal or harmful

Back 77

Groupthink

Front 78

Which of the following principles is the basis for a limited edition offering?

Back 78

Scarcity