1) To most people the words bargaining and negotiation are
2) Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by which of the following?
Obligation and perseverance
Avoidance and compromise
Influence and persuasiveness
Trust and openness
Cognition and emotion
3) Distributive bargaining strategies
are the most efficient negotiating strategies to use
are used in all interdependent relationships
are useful in maintaining long-term relationships
can cause negotiators to ignore what the parties have in common
4) Good distributive bargainers will
begin negotiations with the other party with an opening offer close to their own resistance point
ensure that there is enough room in the bargaining range to make some concessions
accept an offer that is presented as a fait accompli
immediately identify the other party’s target point
5) Which of the following processes is central to achieving almost all integrative agreements?
Moderating the free flow of information to ensure that each party’s position is accurately stated
Exchanging information about each party’s position on key issues
Emphasizing the commonalties between the parties
Searching for solutions that maximize the substantive outcome for both parties
6) Which of the following 5-step processes has been used successfully in a collective bargaining situation?
Commitment, explanation, validation, prioritization, negotiation
Commitment, exploration, verification, prioritization, negotiation
Collaboration, explanation, validation, prioritization, negotiation
Collaboration, exploration, verification, prioritization, negotiation
7) Which of the following is one of the five linguistic dimensions of making threats?
The use of inclusive language
The conveyance of verbal immediacy
The degree of lexical homogeneity
The extent of low-power language style
8) Gibbons, Bradac, and Busch suggest that threats can be made more credible and more compelling by using
positively polarized descriptions of the other party
low verbal diversity
9) The concept of duty ethics states that
the rightness of an action is determined by evaluating the pros and cons of its consequences
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
the rightness of an action is based on the customs and norms of a particular society or community
the rightness of an action is based on one’s conscience and moral standards
10) Ethical criteria for judging appropriate conduct define
what is wise based on trying to understand the efficacy of the tactic and the consequences
it might have on the relationship with the other
what a negotiator can actually make happen in a given situation
what is appropriate as determined by some standard of moral conduct
what the law defines as acceptable practice
11) Audiences hold negotiators accountable in all but one of the following ways:
When the negotiator’s performance is visible
When the audience is dependent upon the negotiator for their outcomes
When the negotiating agents were members of a group that developed the negotiating position
When the audience is able to judge how well a negotiator performs
When the audience insists that the negotiator be tough, firm
12) Which of the following would you not likely find the use of an agent in negotiations?
When your natural conflict style is to compromise, accommodate, or avoid
When the agent has special friends, relationships or connections that he or she can use to contact the right people to get a deal done
When the representative has better negotiation skills than you
When you need to repair a damaged relationship
When you are emotionally involved in an issue or problem
13) Which of the following is a property of a coalition?
A coalition is a non-interacting group of individuals.
A coalition is dependent on the formal structure of the organization.
A coalition consists of mutually perceived membership.
A coalition is focused on a goal or goals internal to the coalition.
14) Which of the following lists three of the major types of coalitions?
Potential coalitions, operating coalitions, and recurring coalitions
External coalitions, operating coalitions, and recurring coalitions
Latent coalitions, established coalitions, and potential coalitions
Established coalitions, operating coalitions, and temporary coalitions
15) What is the result of procedural complexity in multiparty negotiations?
The fewer the number of parties, the more complex the decision-making process becomes.
The increased number of negotiators will streamline the decision-making process.
Negotiators can ignore the problem of multiple related issues.
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.
16) Research on gender characteristics in negotiation
has shown a strength in the use of gender as the independent variable
has yielded consistent findings to document significant differences between male and female negotiators
has found there are differences in how males and females negotiate, but these differences are difficult to detect
has a generalized influence on the dependent variables in a negotiation
is a perception of the extent to which external circumstances control the negotiation
refers to the extent to which people perceive that they have control over events which occur
is the negotiator’s capacity to understand the other party’s point of view during a negotiation
is considered to be a judgment about one’s ability to behave effect lively in a given situation
18) The extent to which people perceive that they have control over events that occur is called
locus of control
the negotiator’s degree of assertiveness
19) We use the term culture to refer to the
religious beliefs of a group of people
ethnicity of a group of people
geographic nationality of a group of people
shared values and beliefs of a group of people
20) Which of the following is an immediate context factor in cross-cultural negotiations?
International economic factors
Relationship between negotiators
21) Which of the following lists the stages of the perceptual process in the correct order?
Stimulus, translation, attention, recognition, behavior
Stimulus, behavior, translation, attention, recognition
Stimulus, attention, recognition, translation, behavior
Behavior, stimulus, recognition, attention, translation
22) The chilling effect states that
If negotiators anticipate that their own failure to agree will lead to a binding arbitration, they lose their incentive to work seriously for a negotiated settlement
when arbitration is anticipated as a result of the failure of parties to agree, negotiators may lose interest in the process of negotiating
as the frequency of arbitration increases, disenchantment with the adequacy and fairness of the process develops, and the parties may resort to other means to resolve their disputes
perceived patterns of partiality toward one side may jeopardize the arbitrator’s acceptability in future disputes
23) Which of the following is heavily involved in helping to establish or enhance communication and dispute resolution skills that the parties can then apply to the immediate dispute and future communication?
24) Negotiators always run the risk of encountering other parties who, for any number of reasons, are difficult negotiators. That difficulty may be intentional or due to
lack of sophistication
a psychological imbalance
25) In the imaging process, parties in conflict are asked to engage in the following activities in what order?
Describe how they see themselves, state how they think the other party would describe them, describe how the other party appears to them, state how they think the other party sees themselves
Describe how they see themselves; describe how the other party appears to them, state how they think the other party would describe them, state how they think the other party sees themselves
Describe how the other party appears to them, state how they think the other party sees themselves, describe how they see themselves, state how they think the other party would describe them
State how they think the other party would describe them, state how they think the other party sees themselves, describe how they see themselves, describe how the other party appears to them
26) The strategy of disarmament includes:
Providing some distance from the conflict and from one’s own emotions
Negotiating directly and openly the rules of the negotiation process
Helping the other party thinks about the consequences of not reaching an agreement
Expressing one’s own views clearly and considerately
Asking open-ended questions
27) Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn.
28) At the top of the best practice list for every negotiator is
diagnosing the structure of the negotiation
remembering the intangibles
protecting your reputation
29) Negotiators should make a conscious decision about whether they are facing a fundamentally distributive negotiation, an integrative negotiation, or a
a blend of both distributive and integrative negotiation
30) The goal of most negotiations is achieving which of the following?
A final settlement
A valued outcome
An agreement per se
A value claiming goal
A value creating goal