Question 1

According to social judgment theory, it is useful to view the mind as having latitudes that are called:

Accepted Answer

A)  Attitudes, opinions, and beliefs. 
B)  Good attitudes, bad attitudes, and indifference. 
C)  Commitment and non-commitment 
D)  Acceptance and rejection. 
A)  Attitudes, opinions, and beliefs. 
B)  Good attitudes, bad attitudes, and indifference. 
C)  Commitment and non-commitment 
D)  Acceptance and rejection. C,D

Question 2

One aspect of the theory of cognitive dissonance - that people perceive messages as more similar to prior attitudes than they are in reality -- is similar to what other psychological theory?

Accepted Answer

A)  Attribution theory. 
B)  Disconfirmation bias. 
C)  False consensus bias. 
D)  Negativity bias. 
A)  Attribution theory. 
B)  Disconfirmation bias. 
C)  False consensus bias. 
D)  Negativity bias. C

Question 3

Select the statement or statements below that are NOT true.

Accepted Answer

A)  Some portion of the latitude of commitment constitutes a latitude of acceptance. 
B)  Some portion of the latitude of commitment constitutes a latitude of rejection. 
C)  Attitudes perceived to be the same or similar to attitudes already held are likely to be accepted. 
D)  It is hardest to persuade someone who has no prior opinion at all. 
A)  Some portion of the latitude of commitment constitutes a latitude of acceptance. 
B)  Some portion of the latitude of commitment constitutes a latitude of rejection. 
C)  Attitudes perceived to be the same or similar to attitudes already held are likely to be accepted. 
D)  It is hardest to persuade someone who has no prior opinion at all. D

Question 4

Which of the following statements best describes what it means to gather ACES in preparation for negotiation?

Accepted Answer

A)  Play a game of poker to test your current luck before you negotiate. 
B)  You must find and advance a benefit for the other party. 
C)  You must focus on what you want to win, as in a game. 
D)  None of the above. 
A)  Play a game of poker to test your current luck before you negotiate. 
B)  You must find and advance a benefit for the other party. 
C)  You must focus on what you want to win, as in a game. 
D)  None of the above.

Question 5

In preparing persuasive arguments for negotiation, a sound strategy is to:

Accepted Answer

A)  Find reasons for the other party to agree. 
B)  Gather mounds of data; because, you can wear them down until they agree. 
C)  Find reasons for the other party to agree; find common ground and support for your positions; and find a way to connect emotionally with the other party. 
D)  Plan the negotiation on a date that places extreme time pressure on the other party. 
A)  Find reasons for the other party to agree. 
B)  Gather mounds of data; because, you can wear them down until they agree. 
C)  Find reasons for the other party to agree; find common ground and support for your positions; and find a way to connect emotionally with the other party. 
D)  Plan the negotiation on a date that places extreme time pressure on the other party.

Question 6

Identify the statements below that are true:

Accepted Answer

A)  Attitude causes, creates, or affects behavior. 
B)  Behavior causes, creates, or affects attitude. 
C)  Beliefs are what one knows to be true. 
D)  Attitudes and beliefs are dynamically interrelated. 
A)  Attitude causes, creates, or affects behavior. 
B)  Behavior causes, creates, or affects attitude. 
C)  Beliefs are what one knows to be true. 
D)  Attitudes and beliefs are dynamically interrelated.

Question 7

One difference between the general theory of attribution and social judgment theory is:

Accepted Answer

A)  Social judgment theory is based on the premise that people are unaware of their attitudes; while, attribution theory assumes people are aware of their cognitive processes addressed in the theory. 
B)  Attribution theory holds that the cognitive processing involved with seeking valid opinions is largely unconscious; while, social judgment theory assumes people are aware of their attitude and consciously determine changes. 
C)  Attribution theory addresses individual cognition; and, social judgment theory addresses group decision processes. 
D)  None of the above. 
A)  Social judgment theory is based on the premise that people are unaware of their attitudes; while, attribution theory assumes people are aware of their cognitive processes addressed in the theory. 
B)  Attribution theory holds that the cognitive processing involved with seeking valid opinions is largely unconscious; while, social judgment theory assumes people are aware of their attitude and consciously determine changes. 
C)  Attribution theory addresses individual cognition; and, social judgment theory addresses group decision processes. 
D)  None of the above.

Question 8

The psychological theory that assists in explaining how individuals seek validity in the messages they receive is called:

Accepted Answer

A)  Social Judgment Theory. 
B)  Attribution Theory. 
C)  Symbolic Interactionism. 
D)  None of the above. There is no such theory. 
A)  Social Judgment Theory. 
B)  Attribution Theory. 
C)  Symbolic Interactionism. 
D)  None of the above. There is no such theory.

Question 9

The phenomenon that causes people to subject messages that are incompatible with prior beliefs to greater scrutiny is referred to as:

Accepted Answer

A)  Cognitive dissonance. 
B)  Critical thinking. 
C)  Disconfirmation bias. 
D)  Negativity bias. 
A)  Cognitive dissonance. 
B)  Critical thinking. 
C)  Disconfirmation bias. 
D)  Negativity bias.

Question 10

It is most likely to attain persuasion to change attitude:

Accepted Answer

A)  in the latitude of commitment; because, that is where people commit. 
B)  in the latitude of noncommitment; because, it is where people hold no opinion or attitude on a subject or hold less than firm commitments or beliefs. 
C)  None of the above. Changing another's attitude is not possible ever. 
A)  in the latitude of commitment; because, that is where people commit. 
B)  in the latitude of noncommitment; because, it is where people hold no opinion or attitude on a subject or hold less than firm commitments or beliefs. 
C)  None of the above. Changing another's attitude is not possible ever.

According to social judgment theory, it is useful to view the mind as having latitudes that are called:

One aspect of the theory of cognitive dissonance - that people perceive messages as more similar to prior attitudes than they are in reality -- is similar to what other psychological theory?

Select the statement or statements below that are NOT true.

Which of the following statements best describes what it means to gather ACES in preparation for negotiation?

In preparing persuasive arguments for negotiation, a sound strategy is to:

Identify the statements below that are true:

One difference between the general theory of attribution and social judgment theory is:

The psychological theory that assists in explaining how individuals seek validity in the messages they receive is called:

The phenomenon that causes people to subject messages that are incompatible with prior beliefs to greater scrutiny is referred to as:

It is most likely to attain persuasion to change attitude:

Defining Negotiation and Its Components

Personality

Conflict

Key Negotiating Temperaments

Communicating in Negotiation

A Note on Cultural and Gender Differences

Interests and Goals in Negotiation

Understanding the Importance of Perception in Negotiation

Effects of Power in Negotiation

Asserting Yourself

Principles of Persuasion

Rules of Negotiation Common Mistakes

The Negotiation Process and Preparation

Alternative Styles, Strategies, Techniques of Negotiation

Team Negotiation

Negotiation in Leadership and Public Relations

Third-Party Intervention

Using Your Personal Negotiating Power

Post-Negotiation Evaluation

Filters

Exam 4: Negotiation Style

According to social judgment theory, it is useful to view the mind as having latitudes that are called:

One aspect of the theory of cognitive dissonance - that people perceive messages as more similar to prior attitudes than they are in reality -- is similar to what other psychological theory?

Select the statement or statements below that are NOT true.

Which of the following statements best describes what it means to gather ACES in preparation for negotiation?

In preparing persuasive arguments for negotiation, a sound strategy is to:

Identify the statements below that are true:

One difference between the general theory of attribution and social judgment theory is:

The psychological theory that assists in explaining how individuals seek validity in the messages they receive is called:

The phenomenon that causes people to subject messages that are incompatible with prior beliefs to greater scrutiny is referred to as:

It is most likely to attain persuasion to change attitude:

Defining Negotiation and Its Components

Personality

Conflict

Key Negotiating Temperaments

Communicating in Negotiation

A Note on Cultural and Gender Differences

Interests and Goals in Negotiation

Understanding the Importance of Perception in Negotiation

Effects of Power in Negotiation

Asserting Yourself

Principles of Persuasion

Rules of Negotiation Common Mistakes

The Negotiation Process and Preparation

Alternative Styles, Strategies, Techniques of Negotiation

Team Negotiation

Negotiation in Leadership and Public Relations

Third-Party Intervention

Using Your Personal Negotiating Power

Post-Negotiation Evaluation

Filters