Question 1

Do many people approach a new relationship with an unknown party with remarkably high levels of trust?

Accepted Answer

Yes, most of us assume that the other can be trusted and are remarkably willing to trust the other even with very little information or knowledge about the other.

Question 2

Identification-based trust is defined as confident positive expectations regarding another's ____________ and is grounded in perceived compatibility of values, common goals, and positive emotional attachment to the other.

Accepted Answer

conduct

Question 3

What does Salacuse say is the importance of prenegotiation?

Accepted Answer

The prenegotiation process enhances gaining information about the other party and builds a relationship that may enhance trust, information sharing and productive discussions.

Question 4

Within relationships, we see that parties shift their focus considerably, away from a sole focus on price and exchange, to also attend to

Accepted Answer

A)  the future of the relationship. 
B)  the level of trust between the parties. 
C)  the emotions and evaluations of the other negotiator. 
D)  questions of fairness. 
E)  Within relationships, parties shift their focus to attend to all of the above. 
A)  the future of the relationship. 
B)  the level of trust between the parties. 
C)  the emotions and evaluations of the other negotiator. 
D)  questions of fairness. 
E)  Within relationships, parties shift their focus to attend to all of the above.

Question 5

How does an egocentric bias play out in judgments about fairness?

Accepted Answer

Recent research has shown that this egoc

Question 6

Define a relationship.

Accepted Answer

A pairing of entities that has

Question 7

McAllister defines ____________ as "an individual's belief in and willingness to act on the words, actions and decisions of another."

Accepted Answer

The answer of McAllister defines ____________ as "an individual's belief...

Question 8

An individual's ____________ ____________ toward trust can be described as individual differences in personality that make some people more trusting than others.

Accepted Answer

The answer of An individual's ____________ ____________ toward trust can...

Question 9

Because relationship negotiations are never over,

Accepted Answer

A)  parties generally tackle negotiations over tough issues first in order to "get off on the right foot." 
B)  it is often impossible to anticipate the future and negotiate everything "up front." 
C)  issues on which parties truly disagree will go away with the conclusion of the negotiation. 
D)  parties should never make concessions on substantive issues. 
E)  All of the above are consequences of relationship negotiations. 
A)  parties generally tackle negotiations over tough issues first in order to "get off on the right foot." 
B)  it is often impossible to anticipate the future and negotiate everything "up front." 
C)  issues on which parties truly disagree will go away with the conclusion of the negotiation. 
D)  parties should never make concessions on substantive issues. 
E)  All of the above are consequences of relationship negotiations.

Question 10

Why are some research questions best answered under controlled laboratory conditions?

Accepted Answer

Because it would be

Question 11

Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?

Accepted Answer

A)  Negotiating within relationships takes place at a single point in time. 
B)  Negotiation in relationships is only about the issue. 
C)  Negotiating within relationships may never end. 
D)  Parties never make concessions on substantive issues. 
E)  All of the above parameters shape our understanding of relationship negotiation strategy and tactics. 
A)  Negotiating within relationships takes place at a single point in time. 
B)  Negotiation in relationships is only about the issue. 
C)  Negotiating within relationships may never end. 
D)  Parties never make concessions on substantive issues. 
E)  All of the above parameters shape our understanding of relationship negotiation strategy and tactics.

Question 12

Give some examples of traits that help influence the definition of a reputation.

Accepted Answer

Traits may include qualities s

Question 13

Salacuse says that negotiators should recognize a long-term business deal as a ____________ negotiation.

Accepted Answer

The answer of Salacuse says that negotiators should recognize a...

Question 14

Communal sharing is a relationship of

Accepted Answer

A)  unity, community, collective identity, and kindness. 
B)  asymmetric differences. 
C)  one-to-one correspondence. 
D)  balanced reciprocity. 
E)  None of the above describes a relationship of communal sharing. 
A)  unity, community, collective identity, and kindness. 
B)  asymmetric differences. 
C)  one-to-one correspondence. 
D)  balanced reciprocity. 
E)  None of the above describes a relationship of communal sharing.

Question 15

Negotiations occur in a rich and complex social context that has a significant impact on how the ____________ interact and how the process evolves.

Accepted Answer

The answer of Negotiations occur in a rich and complex...

Question 16

Which of the statements is supported by research in communal-sharing relationships?

Accepted Answer

A)  Parties in a communal-sharing relationship are more cooperative and empathetic. 
B)  Parties in a communal-sharing relationship craft better quality agreements. 
C)  Parties in a communal-sharing relationship focus more attention on the norms that develop about their working together. 
D)  Parties in a communal-sharing relationship are more likely to share information with the other and less likely to use coercive tactics. 
E)  All of the above statements are supported by research in communal sharing relationships. 
A)  Parties in a communal-sharing relationship are more cooperative and empathetic. 
B)  Parties in a communal-sharing relationship craft better quality agreements. 
C)  Parties in a communal-sharing relationship focus more attention on the norms that develop about their working together. 
D)  Parties in a communal-sharing relationship are more likely to share information with the other and less likely to use coercive tactics. 
E)  All of the above statements are supported by research in communal sharing relationships.

Question 17

Parties affirm strong identification-based trust by developing a ____________ ____________; co-locating; creating joint products or goals, such as a new product line or a new set of objectives; and committing to commonly shared values.

Accepted Answer

The answer of Parties affirm strong identification-based trust by developing...

Question 18

Jeswald Salacuse suggests which rule for negotiating a relationship?

Accepted Answer

A)  minimize the prenegotiation stage of the relationship 
B)  recognize a long-term business deal as a continuing negotiation 
C)  eliminate the need for mediation or conciliation 
D)  end all discussions when the contract is signed 
E)  Salacuse suggests all of the above rules for negotiating a relationship. 
A)  minimize the prenegotiation stage of the relationship 
B)  recognize a long-term business deal as a continuing negotiation 
C)  eliminate the need for mediation or conciliation 
D)  end all discussions when the contract is signed 
E)  Salacuse suggests all of the above rules for negotiating a relationship.

Question 19

Trustors, and those trusted, may focus on different things as ____________ is being built.

Accepted Answer

The answer of Trustors, and those trusted, may focus on...

Question 20

How do people view goods in a market-pricing relationship?

Accepted Answer

In market-pricing relationship

Do many people approach a new relationship with an unknown party with remarkably high levels of trust?

Identification-based trust is defined as confident positive expectations regarding another's ____________ and is grounded in perceived compatibility of values, common goals, and positive emotional attachment to the other.

What does Salacuse say is the importance of prenegotiation?

Within relationships, we see that parties shift their focus considerably, away from a sole focus on price and exchange, to also attend to

How does an egocentric bias play out in judgments about fairness?

Define a relationship.

McAllister defines ____________ as "an individual's belief in and willingness to act on the words, actions and decisions of another."

An individual's toward trust can be described as individual differences in personality that make some people more trusting than others.

Because relationship negotiations are never over,

Why are some research questions best answered under controlled laboratory conditions?

Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?

Give some examples of traits that help influence the definition of a reputation.

Salacuse says that negotiators should recognize a long-term business deal as a ____________ negotiation.

Communal sharing is a relationship of

Negotiations occur in a rich and complex social context that has a significant impact on how the ____________ interact and how the process evolves.

Which of the statements is supported by research in communal-sharing relationships?

Parties affirm strong identification-based trust by developing a ; co-locating; creating joint products or goals, such as a new product line or a new set of objectives; and committing to commonly shared values.

Jeswald Salacuse suggests which rule for negotiating a relationship?

Trustors, and those trusted, may focus on different things as ____________ is being built.

How do people view goods in a market-pricing relationship?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation Strategy and Planning

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Ethics in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams

Individual Differences I: Gender and Negotiation

Individual Differences 2: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third-Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 10: Relationships in Negotiation

Do many people approach a new relationship with an unknown party with remarkably high levels of trust?

Identification-based trust is defined as confident positive expectations regarding another's ____________ and is grounded in perceived compatibility of values, common goals, and positive emotional attachment to the other.

What does Salacuse say is the importance of prenegotiation?

Within relationships, we see that parties shift their focus considerably, away from a sole focus on price and exchange, to also attend to

How does an egocentric bias play out in judgments about fairness?

Define a relationship.

McAllister defines ____________ as "an individual's belief in and willingness to act on the words, actions and decisions of another."

An individual's ____________ ____________ toward trust can be described as individual differences in personality that make some people more trusting than others.

Because relationship negotiations are never over,

Why are some research questions best answered under controlled laboratory conditions?

Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?

Give some examples of traits that help influence the definition of a reputation.

Salacuse says that negotiators should recognize a long-term business deal as a ____________ negotiation.

Communal sharing is a relationship of

Negotiations occur in a rich and complex social context that has a significant impact on how the ____________ interact and how the process evolves.

Which of the statements is supported by research in communal-sharing relationships?

Parties affirm strong identification-based trust by developing a ____________ ____________; co-locating; creating joint products or goals, such as a new product line or a new set of objectives; and committing to commonly shared values.

Jeswald Salacuse suggests which rule for negotiating a relationship?

Trustors, and those trusted, may focus on different things as ____________ is being built.

How do people view goods in a market-pricing relationship?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation Strategy and Planning

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Ethics in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams

Individual Differences I: Gender and Negotiation

Individual Differences 2: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third-Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

An individual's toward trust can be described as individual differences in personality that make some people more trusting than others.

Parties affirm strong identification-based trust by developing a ; co-locating; creating joint products or goals, such as a new product line or a new set of objectives; and committing to commonly shared values.