Question 1

The equity rule states that ________.

Accepted Answer

A)  output should be distributed without regard to input 
B)  benefits should be proportional to need 
C)  everyone should receive equal benefits 
D)  distribution should be proportional to a person's contribution 
A)  output should be distributed without regard to input 
B)  benefits should be proportional to need 
C)  everyone should receive equal benefits 
D)  distribution should be proportional to a person's contribution

Question 2

The strategy of making one's first offer one's final offer is known as ________.

Accepted Answer

A)  illusion of control 
B)  the blue ocean strategy 
C)  the gambler's fallacy 
D)  boulwarism 
A)  illusion of control 
B)  the blue ocean strategy 
C)  the gambler's fallacy 
D)  boulwarism

Question 3

Which of the following is a negotiation method in which parties avoid escalating conflict to reach mutual settlement within the bargaining zone?

Accepted Answer

A)  the GRIT model 
B)  a blue ocean strategy 
C)  Porter's Five Forces model 
D)  the Diamond model 
A)  the GRIT model 
B)  a blue ocean strategy 
C)  Porter's Five Forces model 
D)  the Diamond model

Question 4

Negotiators who focus on their target points do better in terms of slicing the pie but these negotiators do not feel as satisfied as negotiators who focus on their reservation point or BATNA.This is known as the ________.

Accepted Answer

A)  goal-setting paradox 
B)  chilling effect 
C)  winner's curse 
D)  minimal group paradigm 
A)  goal-setting paradox 
B)  chilling effect 
C)  winner's curse 
D)  minimal group paradigm

Question 5

Robert is negotiating a contract.In which of the following situations is it appropriate for Robert to reveal his reservation point?

Accepted Answer

A)  Robert knows that the other party has a great BATNA and an aggressive reservation price. 
B)  Robert has a poor BATNA and a weak reservation price. 
C)  Robert knows the other party's target point and finds it high. 
D)  Robert does not have time to negotiate and senses that the bargaining zone may be very small. 
A)  Robert knows that the other party has a great BATNA and an aggressive reservation price. 
B)  Robert has a poor BATNA and a weak reservation price. 
C)  Robert knows the other party's target point and finds it high. 
D)  Robert does not have time to negotiate and senses that the bargaining zone may be very small.

Question 6

The party who ________ obtains a better final outcome.

Accepted Answer

A)  focuses on avoiding negative outcomes 
B)  sticks to their reservation point 
C)  sets low aspirations 
D)  makes the first offer 
A)  focuses on avoiding negative outcomes 
B)  sticks to their reservation point 
C)  sets low aspirations 
D)  makes the first offer

Question 7

In a positive bargaining zone,the most the buyer is willing to pay is greater than the least the seller will accept.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is an instance of the application of the needs-based rule?

Accepted Answer

A)  the U.S. legal system 
B)  the U.S. welfare system 
C)  the freemarket system 
D)  the two-party system 
A)  the U.S. legal system 
B)  the U.S. welfare system 
C)  the freemarket system 
D)  the two-party system

Question 9

Once you have offered a concession,you should wait for the counterparty before making further concessions.This conclusion rests on which of the following assumptions?

Accepted Answer

A)  Your counterparty has a very low reservation point. 
B)  Unilateral concessions decrease the size of the bargaining zone. 
C)  Your counterparty's offer is not at their reservation point. 
D)  Your counterparty's first offer is now the anchor point. 
A)  Your counterparty has a very low reservation point. 
B)  Unilateral concessions decrease the size of the bargaining zone. 
C)  Your counterparty's offer is not at their reservation point. 
D)  Your counterparty's first offer is now the anchor point.

Question 10

It is an almost universal norm that concessions take place in a quid pro quo fashion,meaning that negotiators expect ________.

Accepted Answer

A)  that the party who made the opening offer should make the highest concession 
B)  the opening offer to be the anchoring offer 
C)  a back-and-forth exchange of concessions between parties 
D)  the final offer to be very close to the opening offer 
A)  that the party who made the opening offer should make the highest concession 
B)  the opening offer to be the anchoring offer 
C)  a back-and-forth exchange of concessions between parties 
D)  the final offer to be very close to the opening offer

Question 11

Discuss the significance of procedural justice during negotiation.

Accepted Answer

In addition to their slice of the pie,pe

Question 12

Which of the following is known as an anchor point?

Accepted Answer

A)  the offer which creates the chilling effect 
B)  the highest target point in the negotiation 
C)  the first offer made during the negotiation 
D)  the lowest reservation point during the negotiation 
A)  the offer which creates the chilling effect 
B)  the highest target point in the negotiation 
C)  the first offer made during the negotiation 
D)  the lowest reservation point during the negotiation

Question 13

The free market system in the United States is an example of the ________ rule.

Accepted Answer

A)  equality 
B)  welfare-based allocation 
C)  equity 
D)  needs-based allocation 
A)  equality 
B)  welfare-based allocation 
C)  equity 
D)  needs-based allocation

Question 14

Negotiators often use one of three fairness principles when it comes to slicing the pie.Which of the following is one of these three principles?

Accepted Answer

A)  the procedural rule 
B)  the needs-based rule 
C)  the traceability rule 
D)  the reciprocal rule 
A)  the procedural rule 
B)  the needs-based rule 
C)  the traceability rule 
D)  the reciprocal rule

Question 15

Discuss the guidelines for distribution of resources.

Accepted Answer

The guidelines for distribution of resou

Question 16

It is appropriate for negotiators to reveal their true reservation price if they trust and like the other party or desire a long-term relationship.

Accepted Answer

A) True 
 B)False

Question 17

It is to a negotiator's advantage to set a high,somewhat difficult aspiration point early in the negotiation.

Accepted Answer

A) True 
 B)False

Question 18

The total surplus of the two negotiators adds up to the size of the ________ surplus.

Accepted Answer

A)  target 
B)  bargaining 
C)  reservation 
D)  participative 
A)  target 
B)  bargaining 
C)  reservation 
D)  participative

Question 19

Lewicki and Stark identified five types of behavior that some consider to be unethical in negotiations.One of them is traditional competitive bargaining.Which of the following is an example of traditional competitive bargaining?

Accepted Answer

A)  inappropriate information gathering 
B)  denying information that weakens your position 
C)  attempting to get your opponent fired 
D)  exaggerating an initial offer or demand 
A)  inappropriate information gathering 
B)  denying information that weakens your position 
C)  attempting to get your opponent fired 
D)  exaggerating an initial offer or demand

Question 20

Since a BATNA is based on subjective factors,it is usually not verifiable.

Accepted Answer

A) True 
 B)False

The equity rule states that ________.

The strategy of making one's first offer one's final offer is known as ________.

Which of the following is a negotiation method in which parties avoid escalating conflict to reach mutual settlement within the bargaining zone?

Negotiators who focus on their target points do better in terms of slicing the pie but these negotiators do not feel as satisfied as negotiators who focus on their reservation point or BATNA.This is known as the ________.

Robert is negotiating a contract.In which of the following situations is it appropriate for Robert to reveal his reservation point?

The party who ________ obtains a better final outcome.

In a positive bargaining zone,the most the buyer is willing to pay is greater than the least the seller will accept.

Which of the following is an instance of the application of the needs-based rule?

Once you have offered a concession,you should wait for the counterparty before making further concessions.This conclusion rests on which of the following assumptions?

It is an almost universal norm that concessions take place in a quid pro quo fashion,meaning that negotiators expect ________.

Discuss the significance of procedural justice during negotiation.

Which of the following is known as an anchor point?

The free market system in the United States is an example of the ________ rule.

Negotiators often use one of three fairness principles when it comes to slicing the pie.Which of the following is one of these three principles?

Discuss the guidelines for distribution of resources.

It is appropriate for negotiators to reveal their true reservation price if they trust and like the other party or desire a long-term relationship.

It is to a negotiator's advantage to set a high,somewhat difficult aspiration point early in the negotiation.

The total surplus of the two negotiators adds up to the size of the ________ surplus.

Lewicki and Stark identified five types of behavior that some consider to be unethical in negotiations.One of them is traditional competitive bargaining.Which of the following is an example of traditional competitive bargaining?

Since a BATNA is based on subjective factors,it is usually not verifiable.

Negotiation: The Mind and the Heart

Preparation: What to Do Before Negotiation

Win-Win Negotiation: Expanding the Pie

Developing a Negotiating Style

Establishing Trust and Building a Relationship

Power,Persuasion,and Ethics

Creativity and Problem Solving in Negotiations

Multiple Parties,Coalitions,and Teams

Cross-Cultural Negotiation

Tacit Negotiations and Social Dilemmas

Negotiating Via Information Technology

Are You a Rational Person Check Yourself

Nonverbal Communication and Lie Detection

Third-Party Intervention

Negotiating a Job Offer

Filters

Exam 3: Distributive Negotiation: Slicing the Pie

The equity rule states that ________.

The strategy of making one's first offer one's final offer is known as ________.

Which of the following is a negotiation method in which parties avoid escalating conflict to reach mutual settlement within the bargaining zone?

Negotiators who focus on their target points do better in terms of slicing the pie but these negotiators do not feel as satisfied as negotiators who focus on their reservation point or BATNA.This is known as the ________.

Robert is negotiating a contract.In which of the following situations is it appropriate for Robert to reveal his reservation point?

The party who ________ obtains a better final outcome.

In a positive bargaining zone,the most the buyer is willing to pay is greater than the least the seller will accept.

Which of the following is an instance of the application of the needs-based rule?

Once you have offered a concession,you should wait for the counterparty before making further concessions.This conclusion rests on which of the following assumptions?

It is an almost universal norm that concessions take place in a quid pro quo fashion,meaning that negotiators expect ________.

Discuss the significance of procedural justice during negotiation.

Which of the following is known as an anchor point?

The free market system in the United States is an example of the ________ rule.

Negotiators often use one of three fairness principles when it comes to slicing the pie.Which of the following is one of these three principles?

Discuss the guidelines for distribution of resources.

It is appropriate for negotiators to reveal their true reservation price if they trust and like the other party or desire a long-term relationship.

It is to a negotiator's advantage to set a high,somewhat difficult aspiration point early in the negotiation.

The total surplus of the two negotiators adds up to the size of the ________ surplus.

Lewicki and Stark identified five types of behavior that some consider to be unethical in negotiations.One of them is traditional competitive bargaining.Which of the following is an example of traditional competitive bargaining?

Since a BATNA is based on subjective factors,it is usually not verifiable.

Negotiation: The Mind and the Heart

Preparation: What to Do Before Negotiation

Win-Win Negotiation: Expanding the Pie

Developing a Negotiating Style

Establishing Trust and Building a Relationship

Power,Persuasion,and Ethics

Creativity and Problem Solving in Negotiations

Multiple Parties,Coalitions,and Teams

Cross-Cultural Negotiation

Tacit Negotiations and Social Dilemmas

Negotiating Via Information Technology

Are You a Rational Person Check Yourself

Nonverbal Communication and Lie Detection

Third-Party Intervention

Negotiating a Job Offer

Filters