Question 1

________ represents a midpoint between aggression and individualism.

Accepted Answer

A)  Altruism 
B)  Cooperation 
C)  Masochism 
D)  Competition 
A)  Altruism 
B)  Cooperation 
C)  Masochism 
D)  Competition D

Question 2

During negotiations,Albert uses status,rank,threats,and intimidation to get his way.According to Ury,Brett,and Goldberg,Albert is a negotiator who focuses on ________.

Accepted Answer

A)  rights 
B)  capabilities 
C)  power 
D)  interests 
A)  rights 
B)  capabilities 
C)  power 
D)  interests C

Question 3

In a multistep negotiation procedure,________.

Accepted Answer

A)  negotiations are carried out using the rights-based approach 
B)  the focus of negotiation is expanding the pie 
C)  an unresolved dispute moves to a higher level in the organizational hierarchy 
D)  the negotiators use various distributive bargaining strategies for dividing the resources 
A)  negotiations are carried out using the rights-based approach 
B)  the focus of negotiation is expanding the pie 
C)  an unresolved dispute moves to a higher level in the organizational hierarchy 
D)  the negotiators use various distributive bargaining strategies for dividing the resources C

Question 4

Sophie is a cooperative negotiator whereas Samantha is a competitive negotiator.Which of the following is most likely to occur when they negotiate a contract with each other?

Accepted Answer

A)  Sophie will be able to identify Samantha's reservation point. 
B)  Samantha will try to use integrative bargaining strategies. 
C)  Sophie will make the opening offer which would then act as the anchor point. 
D)  Samantha will not change her motivational orientation during the negotiation. 
A)  Sophie will be able to identify Samantha's reservation point. 
B)  Samantha will try to use integrative bargaining strategies. 
C)  Sophie will make the opening offer which would then act as the anchor point. 
D)  Samantha will not change her motivational orientation during the negotiation.

Question 5

According to Ury,Brett,and Goldberg,what are the three types of approaches that are used for conflict or dispute resolution?

Accepted Answer

According to Ury,Brett,and Goldberg,nego

Question 6

Richard Shell has identified helpful strategies and tips designed for cooperative negotiators and competitive negotiators.Which of the following is one of the seven tools designed for the overly cooperative negotiator?

Accepted Answer

A)  being scrupulously reliable 
B)  asking more questions than you think you should 
C)  bargaining on behalf of someone or something else, not yourself 
D)  thinking about pie-expansion, not just pie-slicing 
A)  being scrupulously reliable 
B)  asking more questions than you think you should 
C)  bargaining on behalf of someone or something else, not yourself 
D)  thinking about pie-expansion, not just pie-slicing

Question 7

People with a cooperative orientation behave competitively when paired with a competitive opponent.Which of the following statements,if true,would weaken this argument?

Accepted Answer

A)  People make judgments about what is fair based on what they are investing in the relationship and what they are getting out of it. 
B)  The motivational orientation of people remains fixed irrespective of the circumstances. 
C)  People's choices are driven, in large part, by their relationship with the other party. 
D)  One of the fastest ways to extinguish a behavior is simply not to respond. 
A)  People make judgments about what is fair based on what they are investing in the relationship and what they are getting out of it. 
B)  The motivational orientation of people remains fixed irrespective of the circumstances. 
C)  People's choices are driven, in large part, by their relationship with the other party. 
D)  One of the fastest ways to extinguish a behavior is simply not to respond.

Question 8

________ refers to a negotiator's belief in her or his ability to create resources.

Accepted Answer

A)  Circular logrolling 
B)  Self-serving bias 
C)  Emotional contagion 
D)  Integrative self-efficacy 
A)  Circular logrolling 
B)  Self-serving bias 
C)  Emotional contagion 
D)  Integrative self-efficacy

Question 9

A(n)________ negotiator prefers to maximize his or her own gain and is indifferent to how much the other person is getting.

Accepted Answer

A)  cooperative 
B)  competitive 
C)  altruistic 
D)  individualistic 
A)  cooperative 
B)  competitive 
C)  altruistic 
D)  individualistic

Question 10

Threats and contests are two types of ________ approaches.

Accepted Answer

A)  interests-based 
B)  capabilities-based 
C)  rights-based 
D)  power-based 
A)  interests-based 
B)  capabilities-based 
C)  rights-based 
D)  power-based

Question 11

During any negotiation,Peter always seeks equality and tries to minimize the difference between negotiators' outcomes.Based on this information,identify Peter's motivation orientation.

Accepted Answer

A)  altruism 
B)  individualism 
C)  cooperation 
D)  martyrdom 
A)  altruism 
B)  individualism 
C)  cooperation 
D)  martyrdom

Question 12

People with a competitive orientation behave cooperatively when paired with a cooperative opponent.

Accepted Answer

A) True 
 B)False

Question 13

According to Shell,if you are a(n)________ negotiator,you need to become more assertive,confident,and prudent in negotiations to be more effective at pie-expanding and pie-slicing.

Accepted Answer

A)  individualistic 
B)  cooperative 
C)  aggressive 
D)  competitive 
A)  individualistic 
B)  cooperative 
C)  aggressive 
D)  competitive

Question 14

You are negotiating a contract and you would like to use the interests-based approach for negotiation.Soon you realize that the other party is using the power-based approach.Which of the following strategies can you use to move your opponent toward interests?

Accepted Answer

A)  Reciprocate your opponent's approach so she will soon realize that the power-based approach will not work. 
B)  Avoid face-to-face meetings during negotiations. 
C)  Stay focused on the issue and separate the people from the problem. 
D)  Make unilateral concessions. 
A)  Reciprocate your opponent's approach so she will soon realize that the power-based approach will not work. 
B)  Avoid face-to-face meetings during negotiations. 
C)  Stay focused on the issue and separate the people from the problem. 
D)  Make unilateral concessions.

Question 15

To reach integrative agreements,negotiators should have not only a(n)________ orientation but also a deep understanding of the task.

Accepted Answer

A)  altruistic 
B)  competitive 
C)  individualistic 
D)  cooperative 
A)  altruistic 
B)  competitive 
C)  individualistic 
D)  cooperative

Question 16

Sam and Mike are negotiating a contract.Sam has a cooperative orientation whereas Mike has a competitive orientation.Sam begins the negotiation in a cooperative fashion but he soon realizes that he is facing a competitive negotiator.Which of the following is most likely to be Sam's reaction?

Accepted Answer

A)  Sam will continue his negotiation in the cooperative fashion. 
B)  Sam will try to use integrative bargaining strategies. 
C)  Sam will start behaving competitively. 
D)  Sam will make large concessions. 
A)  Sam will continue his negotiation in the cooperative fashion. 
B)  Sam will try to use integrative bargaining strategies. 
C)  Sam will start behaving competitively. 
D)  Sam will make large concessions.

Question 17

Discuss the effect of emotional intelligence on negotiated outcomes.

Accepted Answer

The relationship between measured emotio

Question 18

Which of the following statements is true regarding negotiation strategies?

Accepted Answer

A)  If you want to discourage a competitive motivational orientation in the counterparty, you should reciprocate the competitive behavior. 
B)  People with a competitive orientation behave cooperatively when paired with a cooperative opponent. 
C)  The negotiating styles of people remain fixed. 
D)  The negotiating styles of the negotiators tend to converge during a negotiation. 
A)  If you want to discourage a competitive motivational orientation in the counterparty, you should reciprocate the competitive behavior. 
B)  People with a competitive orientation behave cooperatively when paired with a cooperative opponent. 
C)  The negotiating styles of people remain fixed. 
D)  The negotiating styles of the negotiators tend to converge during a negotiation.

Question 19

Focusing on rights can usually resolve the problem underlying the dispute more effectively than focusing on interests or power.

Accepted Answer

A) True 
 B)False

Question 20

Advisory arbitration is a method whereby managers are provided with information that ________.

Accepted Answer

A)  helps them in identifying the reservation points of both the parties 
B)  allows them to identify the appropriate bargaining zone for the negotiation 
C)  would likely result if the dispute were to go to court 
D)  helps them in suggesting the appropriate approach for resolving the dispute 
A)  helps them in identifying the reservation points of both the parties 
B)  allows them to identify the appropriate bargaining zone for the negotiation 
C)  would likely result if the dispute were to go to court 
D)  helps them in suggesting the appropriate approach for resolving the dispute

________ represents a midpoint between aggression and individualism.

During negotiations,Albert uses status,rank,threats,and intimidation to get his way.According to Ury,Brett,and Goldberg,Albert is a negotiator who focuses on ________.

In a multistep negotiation procedure,________.

Sophie is a cooperative negotiator whereas Samantha is a competitive negotiator.Which of the following is most likely to occur when they negotiate a contract with each other?

According to Ury,Brett,and Goldberg,what are the three types of approaches that are used for conflict or dispute resolution?

Richard Shell has identified helpful strategies and tips designed for cooperative negotiators and competitive negotiators.Which of the following is one of the seven tools designed for the overly cooperative negotiator?

People with a cooperative orientation behave competitively when paired with a competitive opponent.Which of the following statements,if true,would weaken this argument?

________ refers to a negotiator's belief in her or his ability to create resources.

A(n)________ negotiator prefers to maximize his or her own gain and is indifferent to how much the other person is getting.

Threats and contests are two types of ________ approaches.

During any negotiation,Peter always seeks equality and tries to minimize the difference between negotiators' outcomes.Based on this information,identify Peter's motivation orientation.

People with a competitive orientation behave cooperatively when paired with a cooperative opponent.

According to Shell,if you are a(n)________ negotiator,you need to become more assertive,confident,and prudent in negotiations to be more effective at pie-expanding and pie-slicing.

You are negotiating a contract and you would like to use the interests-based approach for negotiation.Soon you realize that the other party is using the power-based approach.Which of the following strategies can you use to move your opponent toward interests?

To reach integrative agreements,negotiators should have not only a(n)________ orientation but also a deep understanding of the task.

Sam and Mike are negotiating a contract.Sam has a cooperative orientation whereas Mike has a competitive orientation.Sam begins the negotiation in a cooperative fashion but he soon realizes that he is facing a competitive negotiator.Which of the following is most likely to be Sam's reaction?

Discuss the effect of emotional intelligence on negotiated outcomes.

Which of the following statements is true regarding negotiation strategies?

Focusing on rights can usually resolve the problem underlying the dispute more effectively than focusing on interests or power.

Advisory arbitration is a method whereby managers are provided with information that ________.

Negotiation: The Mind and the Heart

Preparation: What to Do Before Negotiation

Distributive Negotiation: Slicing the Pie

Win-Win Negotiation: Expanding the Pie

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 5: Developing a Negotiating Style

________ represents a midpoint between aggression and individualism.

During negotiations,Albert uses status,rank,threats,and intimidation to get his way.According to Ury,Brett,and Goldberg,Albert is a negotiator who focuses on ________.

In a multistep negotiation procedure,________.

Sophie is a cooperative negotiator whereas Samantha is a competitive negotiator.Which of the following is most likely to occur when they negotiate a contract with each other?

According to Ury,Brett,and Goldberg,what are the three types of approaches that are used for conflict or dispute resolution?

Richard Shell has identified helpful strategies and tips designed for cooperative negotiators and competitive negotiators.Which of the following is one of the seven tools designed for the overly cooperative negotiator?

People with a cooperative orientation behave competitively when paired with a competitive opponent.Which of the following statements,if true,would weaken this argument?

________ refers to a negotiator's belief in her or his ability to create resources.

A(n)________ negotiator prefers to maximize his or her own gain and is indifferent to how much the other person is getting.

Threats and contests are two types of ________ approaches.

During any negotiation,Peter always seeks equality and tries to minimize the difference between negotiators' outcomes.Based on this information,identify Peter's motivation orientation.

People with a competitive orientation behave cooperatively when paired with a cooperative opponent.

According to Shell,if you are a(n)________ negotiator,you need to become more assertive,confident,and prudent in negotiations to be more effective at pie-expanding and pie-slicing.

You are negotiating a contract and you would like to use the interests-based approach for negotiation.Soon you realize that the other party is using the power-based approach.Which of the following strategies can you use to move your opponent toward interests?

To reach integrative agreements,negotiators should have not only a(n)________ orientation but also a deep understanding of the task.

Sam and Mike are negotiating a contract.Sam has a cooperative orientation whereas Mike has a competitive orientation.Sam begins the negotiation in a cooperative fashion but he soon realizes that he is facing a competitive negotiator.Which of the following is most likely to be Sam's reaction?

Discuss the effect of emotional intelligence on negotiated outcomes.

Which of the following statements is true regarding negotiation strategies?

Focusing on rights can usually resolve the problem underlying the dispute more effectively than focusing on interests or power.

Advisory arbitration is a method whereby managers are provided with information that ________.

Negotiation: The Mind and the Heart

Preparation: What to Do Before Negotiation

Distributive Negotiation: Slicing the Pie

Win-Win Negotiation: Expanding the Pie

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