Question 1

How does an outcome frame function in an environmental dispute?

Accepted Answer

An outcome frame is a party's predisposi

Question 2

List the five concepts from Chinese culture, as identified by
C. Tinsley that those attempting to negotiate in China should recognize.
Social linkage, harmony, roles, reciprocal obligations, and face.

Accepted Answer

Social linkage, harm

Question 3

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

Accepted Answer

A)  when negotiators sometimes maintain commitment to a course of action even when that commitment constitutes irrational behaviour on their part. 
B)  when thorough preparation, along with the use of a devil's advocate or reality check, can help prevent errors. 
C)  when information that is presented in vivid, colourful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options. 
D)  when the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true. 
E)  when the tendency will often lead to a self-fulfilling prophecy, as follows: People who expect to be treated in a distributive manner will (1) be more likely to perceive the other party's behaviour as distributive and (2) treat the other party in a more distributive manner. 
A)  when negotiators sometimes maintain commitment to a course of action even when that commitment constitutes irrational behaviour on their part. 
B)  when thorough preparation, along with the use of a devil's advocate or reality check, can help prevent errors. 
C)  when information that is presented in vivid, colourful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options. 
D)  when the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true. 
E)  when the tendency will often lead to a self-fulfilling prophecy, as follows: People who expect to be treated in a distributive manner will (1) be more likely to perceive the other party's behaviour as distributive and (2) treat the other party in a more distributive manner.

Question 4

Blaming occurs as the parties try to determine who or what caused the problem.

Accepted Answer

A) True 
 B)False

Question 5

Define perceptual distortion by generalization.

Accepted Answer

Perceptual distortion by gener

Question 6

Projection occurs when

Accepted Answer

A)  attributes are assigned to an individual solely on the basis of his or her membership in a particular social or demographic group. 
B)  people generalize about a variety of attributes based on the knowledge of one attribute of an individual. 
C)  the perceiver singles out certain information that supports or reinforces a prior belief and filters out information that does not confirm that belief. 
D)  people assign to others the characteristics or feelings that they possess themselves. 
E)  All of the answers are correct. 
A)  attributes are assigned to an individual solely on the basis of his or her membership in a particular social or demographic group. 
B)  people generalize about a variety of attributes based on the knowledge of one attribute of an individual. 
C)  the perceiver singles out certain information that supports or reinforces a prior belief and filters out information that does not confirm that belief. 
D)  people assign to others the characteristics or feelings that they possess themselves. 
E)  All of the answers are correct.

Question 7

Framing is about focusing, shaping, and organizing the world around us, but does not define persons, events, or processes.

Accepted Answer

A) True 
 B)False

Question 8

A party's predisposition to achieving a specific result or outcome from the negotiation is called a perspective frame.

Accepted Answer

A) True 
 B)False

Question 9

The irrational escalation of commitment bias refers to

Accepted Answer

A)  the standard against which subsequent adjustments are measured during negotiation. 
B)  the perspective or point of view that people use when they gather information and solve problems. 
C)  how easily information can be recalled and used to inform or evaluate a process of a decision. 
D)  a negotiator's commitment to a course of action, even when that commitment constitutes irrational behaviour on his/her part. 
E)  None of the answers are correct. 
A)  the standard against which subsequent adjustments are measured during negotiation. 
B)  the perspective or point of view that people use when they gather information and solve problems. 
C)  how easily information can be recalled and used to inform or evaluate a process of a decision. 
D)  a negotiator's commitment to a course of action, even when that commitment constitutes irrational behaviour on his/her part. 
E)  None of the answers are correct.

Question 10

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?

Accepted Answer

A)  Identity 
B)  Loss-gain 
C)  Outcome 
D)  Process 
E)  Substantive 
A)  Identity 
B)  Loss-gain 
C)  Outcome 
D)  Process 
E)  Substantive

Question 11

A reference point is an arbitrary point used to evaluate an alternative as either a gain or a loss.

Accepted Answer

A) True 
 B)False

Question 12

What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?

Accepted Answer

Frames are shaped by conversations that

Question 13

Naming occurs when parties in a dispute label or identify a problem and characterize what it is about.

Accepted Answer

A) True 
 B)False

Question 14

Both parties can have frames.

Accepted Answer

A) True 
 B)False

Question 15

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?

Accepted Answer

A)  Social linkage 
B)  Harmony 
C)  Roles 
D)  Reciprocal obligations 
E)  All of the answers are correct. 
A)  Social linkage 
B)  Harmony 
C)  Roles 
D)  Reciprocal obligations 
E)  All of the answers are correct.

Question 16

Stereotyping and halo effects are examples of perceptual distortion by the anticipation of encountering certain attributes and qualities in another person.

Accepted Answer

A) True 
 B)False

Question 17

The definition of issues at stake in a negotiation may not change as the discussion evolves.

Accepted Answer

A) True 
 B)False

Question 18

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:

Accepted Answer

A)  the way parties challenge each other, as they present their own case or refute the other's. 
B)  a dynamic process that may occur many times in a conversation. 
C)  when using metaphors, analogies, or specific cases to illustrate a point. 
D)  and may be used intentionally by one side or the other. 
E)  all of the answers are correct. 
A)  the way parties challenge each other, as they present their own case or refute the other's. 
B)  a dynamic process that may occur many times in a conversation. 
C)  when using metaphors, analogies, or specific cases to illustrate a point. 
D)  and may be used intentionally by one side or the other. 
E)  all of the answers are correct.

Question 19

Which of the following lists the stages of the perceptual process in the correct order?

Accepted Answer

A)  stimulus, translation, attention, recognition, behaviour 
B)  stimulus, behaviour, translation, attention, recognition 
C)  stimulus, attention, recognition, translation, behaviour 
D)  behaviour, stimulus, recognition, attention, translation 
E)  None of the answers are correct. 
A)  stimulus, translation, attention, recognition, behaviour 
B)  stimulus, behaviour, translation, attention, recognition 
C)  stimulus, attention, recognition, translation, behaviour 
D)  behaviour, stimulus, recognition, attention, translation 
E)  None of the answers are correct.

Question 20

Why do mismatches occur in frames between parties' sources of conflicts?

Accepted Answer

Negotiators may apply several different,

How does an outcome frame function in an environmental dispute?

List the five concepts from Chinese culture, as identified by C. Tinsley that those attempting to negotiate in China should recognize. Social linkage, harmony, roles, reciprocal obligations, and face.

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

Blaming occurs as the parties try to determine who or what caused the problem.

Define perceptual distortion by generalization.

Projection occurs when

Framing is about focusing, shaping, and organizing the world around us, but does not define persons, events, or processes.

A party's predisposition to achieving a specific result or outcome from the negotiation is called a perspective frame.

The irrational escalation of commitment bias refers to

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?

A reference point is an arbitrary point used to evaluate an alternative as either a gain or a loss.

What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?

Naming occurs when parties in a dispute label or identify a problem and characterize what it is about.

Both parties can have frames.

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?

Stereotyping and halo effects are examples of perceptual distortion by the anticipation of encountering certain attributes and qualities in another person.

The definition of issues at stake in a negotiation may not change as the discussion evolves.

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:

Which of the following lists the stages of the perceptual process in the correct order?

Why do mismatches occur in frames between parties' sources of conflicts?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Perception, Cognition, and Emotion

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 5: Individual Differences: Know Yourself and Your Counterpart

How does an outcome frame function in an environmental dispute?

List the five concepts from Chinese culture, as identified by C. Tinsley that those attempting to negotiate in China should recognize. Social linkage, harmony, roles, reciprocal obligations, and face.

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

Blaming occurs as the parties try to determine who or what caused the problem.

Define perceptual distortion by generalization.

Projection occurs when

Framing is about focusing, shaping, and organizing the world around us, but does not define persons, events, or processes.

A party's predisposition to achieving a specific result or outcome from the negotiation is called a perspective frame.

The irrational escalation of commitment bias refers to

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?

A reference point is an arbitrary point used to evaluate an alternative as either a gain or a loss.

What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?

Naming occurs when parties in a dispute label or identify a problem and characterize what it is about.

Both parties can have frames.

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?

Stereotyping and halo effects are examples of perceptual distortion by the anticipation of encountering certain attributes and qualities in another person.

The definition of issues at stake in a negotiation may not change as the discussion evolves.

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:

Which of the following lists the stages of the perceptual process in the correct order?

Why do mismatches occur in frames between parties' sources of conflicts?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Perception, Cognition, and Emotion

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