Question 1

Having a BATNA changes which things in a negotiation?

Accepted Answer

(1) Negotiators with attractive BATNAs set higher reservation prices for themselves; (2) negotiators whose counterparts had attractive BATNAs set lower reservation points for themselves; and (3) when both parties were aware of the attractive BATNA that one of the negotiators had, that negotiator received a more positive negotiation outcome.

Question 2

Aggressive listening involves receiving a message while providing no feedback to the sender about the accuracy or completeness of reception.

Accepted Answer

A) True 
 B)False  False

Question 3

In passive listening

Accepted Answer

A)  the receivers restate or paraphrase the sender's message in their own language. 
B)  the receivers interject responses to keep communicators sending messages. 
C)  the receiver provides no feedback to the sender about the accuracy or completeness of reception. 
D)  senders may misinterpret acknowledgments as the receiver's agreement with their position, rather than that they are simply receiving the message. 
E)  None of the answers are correct. 
A)  the receivers restate or paraphrase the sender's message in their own language. 
B)  the receivers interject responses to keep communicators sending messages. 
C)  the receiver provides no feedback to the sender about the accuracy or completeness of reception. 
D)  senders may misinterpret acknowledgments as the receiver's agreement with their position, rather than that they are simply receiving the message. 
E)  None of the answers are correct. C

Question 4

Negotiators who use multiple explanations are more likely to have better outcomes and that the negative effects of poor outcomes can be mitigated by communicating explanations for them.

Accepted Answer

A) True 
 B)False

Question 5

A communicative framework for negotiation is based on what assumptions?

Accepted Answer

(1) The communication of offers is a dyn

Question 6

Researchers have been examining the effects of channels in general, and email in particular, on negotiation processes and outcomes during much of the past decade.

Accepted Answer

A) True 
 B)False

Question 7

What three techniques have been proposed for improving communication in negotiation?

Accepted Answer

The use of questions

Question 8

While the blend of integrative versus distributive communication content varies as a function of the issues being discussed, it is also clear that the content of communication is only partly responsible for negotiation outcomes.

Accepted Answer

A) True 
 B)False

Question 9

Reputation is the impression other people have of a negotiator based on what they assume their future experiences to look like.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following are types of manageable questions?

Accepted Answer

A)  close-out questions that force the other party into seeing things your way 
B)  leading questions that point toward an answer 
C)  impulse questions that occur "on the spur of the moment," without planning 
D)  loaded questions that put the other party on the spot regardless of his/her answer 
E)  None of the answers are correct. 
A)  close-out questions that force the other party into seeing things your way 
B)  leading questions that point toward an answer 
C)  impulse questions that occur "on the spur of the moment," without planning 
D)  loaded questions that put the other party on the spot regardless of his/her answer 
E)  None of the answers are correct.

Question 11

Face-to-face negotiation encourages greater trust than online negotiation.

Accepted Answer

A) True 
 B)False

Question 12

Describe the two levels on which language operates.

Accepted Answer

The logical level (for proposa

Question 13

Why was Jim Balsillie not given an NHL franchise on two separate occasions (Nashville Predators and Phoenix Coyotes)?

Accepted Answer

He was perceived as untrustwor

Question 14

In negotiations, language operates at two levels: the systematic level (for proposals or offers) and the pragmatic level (for semantics, syntax, and style).

Accepted Answer

A) True 
 B)False

Question 15

Questions can be used to

Accepted Answer

A)  manage difficult or stalled negotiations. 
B)  pry or lever a negotiation out of a breakdown or an apparent dead end. 
C)  assist or force the other party to face up to the effects or consequences of their behaviours. 
D)  collect and diagnose information. 
E)  Questions can be used for all of these objectives. 
A)  manage difficult or stalled negotiations. 
B)  pry or lever a negotiation out of a breakdown or an apparent dead end. 
C)  assist or force the other party to face up to the effects or consequences of their behaviours. 
D)  collect and diagnose information. 
E)  Questions can be used for all of these objectives.

Question 16

Role-reversal techniques allow negotiators to understand more completely the other party's positions by actively arguing these positions until the other party is convinced that they are understood.

Accepted Answer

A) True 
 B)False

Question 17

Nonverbal communication-done well-may help negotiators achieve better outcomes through mutual coordination.

Accepted Answer

A) True 
 B)False

Question 18

Define social presence.

Accepted Answer

The ability of a channel to ca

Question 19

Explanations of exonerating circumstances occur where negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative, it derives from positive motives.

Accepted Answer

A) True 
 B)False

Question 20

Thompson et al. found that winners and losers evaluated their own outcomes equally when they did not know how well the other party had done, but if they found out that the other negotiator had done better, or was even pleased with his or her outcome, then negotiators felt less positive about their own outcome.

Accepted Answer

A) True 
 B)False

Having a BATNA changes which things in a negotiation?

Aggressive listening involves receiving a message while providing no feedback to the sender about the accuracy or completeness of reception.

In passive listening

Negotiators who use multiple explanations are more likely to have better outcomes and that the negative effects of poor outcomes can be mitigated by communicating explanations for them.

A communicative framework for negotiation is based on what assumptions?

Researchers have been examining the effects of channels in general, and email in particular, on negotiation processes and outcomes during much of the past decade.

What three techniques have been proposed for improving communication in negotiation?

While the blend of integrative versus distributive communication content varies as a function of the issues being discussed, it is also clear that the content of communication is only partly responsible for negotiation outcomes.

Reputation is the impression other people have of a negotiator based on what they assume their future experiences to look like.

Which of the following are types of manageable questions?

Face-to-face negotiation encourages greater trust than online negotiation.

Describe the two levels on which language operates.

Why was Jim Balsillie not given an NHL franchise on two separate occasions (Nashville Predators and Phoenix Coyotes)?

In negotiations, language operates at two levels: the systematic level (for proposals or offers) and the pragmatic level (for semantics, syntax, and style).

Questions can be used to

Role-reversal techniques allow negotiators to understand more completely the other party's positions by actively arguing these positions until the other party is convinced that they are understood.

Nonverbal communication-done well-may help negotiators achieve better outcomes through mutual coordination.

Define social presence.

Explanations of exonerating circumstances occur where negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative, it derives from positive motives.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 6: Perception, Cognition, and Emotion

Having a BATNA changes which things in a negotiation?

Aggressive listening involves receiving a message while providing no feedback to the sender about the accuracy or completeness of reception.

In passive listening

Negotiators who use multiple explanations are more likely to have better outcomes and that the negative effects of poor outcomes can be mitigated by communicating explanations for them.

A communicative framework for negotiation is based on what assumptions?

Researchers have been examining the effects of channels in general, and email in particular, on negotiation processes and outcomes during much of the past decade.

What three techniques have been proposed for improving communication in negotiation?

While the blend of integrative versus distributive communication content varies as a function of the issues being discussed, it is also clear that the content of communication is only partly responsible for negotiation outcomes.

Reputation is the impression other people have of a negotiator based on what they assume their future experiences to look like.

Which of the following are types of manageable questions?

Face-to-face negotiation encourages greater trust than online negotiation.

Describe the two levels on which language operates.

Why was Jim Balsillie not given an NHL franchise on two separate occasions (Nashville Predators and Phoenix Coyotes)?

In negotiations, language operates at two levels: the systematic level (for proposals or offers) and the pragmatic level (for semantics, syntax, and style).

Questions can be used to

Role-reversal techniques allow negotiators to understand more completely the other party's positions by actively arguing these positions until the other party is convinced that they are understood.

Nonverbal communication-done well-may help negotiators achieve better outcomes through mutual coordination.

Define social presence.

Explanations of exonerating circumstances occur where negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative, it derives from positive motives.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters