Question 1

Distributive self-efficacy refers to a negotiator's belief in her or his ability to create resources.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following statements is true regarding the rights-based approach?

Accepted Answer

A)  It often leads to an unequal distribution of the resources. 
B)  It focuses on the future. 
C)  It expands the pie by addressing the parties' underlying needs. 
D)  The goal of this approach is understanding the other party's concerns. 
A)  It often leads to an unequal distribution of the resources. 
B)  It focuses on the future. 
C)  It expands the pie by addressing the parties' underlying needs. 
D)  The goal of this approach is understanding the other party's concerns.

Question 3

________ is an active and unpleasant emotion.

Accepted Answer

A)  Sadness 
B)  Stress 
C)  Depression 
D)  Boredom 
A)  Sadness 
B)  Stress 
C)  Depression 
D)  Boredom

Question 4

In which of the following procedures do high-level executives in the organization,who have not been involved in the dispute previously,act as lawyers,represent each side and present evidence and arguments that are heard by a neutral judge or advisor?

Accepted Answer

A)  a minitrial 
B)  a med-arb 
C)  a final offer arbitration 
D)  an arb-med 
A)  a minitrial 
B)  a med-arb 
C)  a final offer arbitration 
D)  an arb-med

Question 5

Robert is negotiating a sales contract for selling transformers that are manufactured by his company.He prefers to maximize the difference between his profit and that of the other party.Based on this information,identify Robert's motivational orientation.

Accepted Answer

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

Question 6

According to a study carried out by Goldberg,which of the following strategies is the least effective for moving your opponents back to interests-based negotiations?

Accepted Answer

A)  reciprocation 
B)  process intervention 
C)  mixed-message approach 
D)  behavioral reinforcement 
A)  reciprocation 
B)  process intervention 
C)  mixed-message approach 
D)  behavioral reinforcement

Question 7

Which of the following motivation orientations represents a desire to harm oneself?

Accepted Answer

A)  competition 
B)  altruism 
C)  masochism 
D)  individualism 
A)  competition 
B)  altruism 
C)  masochism 
D)  individualism

Question 8

Negotiators who are high in both epistemic and cooperative motivation develop greater trust and reach more integrative agreements than those low in cooperation or low in epistemic motivation.

Accepted Answer

A) True 
 B)False

Question 9

According to Ury,Brett,and Goldberg,negotiators who focus on rights ________.

Accepted Answer

A)  use integrative bargaining strategies and try to expand the bargaining zone 
B)  apply standards of fairness to negotiation based upon norms 
C)  attempt to learn about the other party's underlying needs, desires, and concerns 
D)  use status, rank, threats, and intimidation to get their way 
A)  use integrative bargaining strategies and try to expand the bargaining zone 
B)  apply standards of fairness to negotiation based upon norms 
C)  attempt to learn about the other party's underlying needs, desires, and concerns 
D)  use status, rank, threats, and intimidation to get their way

Question 10

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

Accepted Answer

A)  Primacy effect 
B)  Distributive self-efficacy 
C)  Self-serving bias 
D)  False consensus effect 
A)  Primacy effect 
B)  Distributive self-efficacy 
C)  Self-serving bias 
D)  False consensus effect

Distributive self-efficacy refers to a negotiator's belief in her or his ability to create resources.

Which of the following statements is true regarding the rights-based approach?

________ is an active and unpleasant emotion.

In which of the following procedures do high-level executives in the organization,who have not been involved in the dispute previously,act as lawyers,represent each side and present evidence and arguments that are heard by a neutral judge or advisor?

Robert is negotiating a sales contract for selling transformers that are manufactured by his company.He prefers to maximize the difference between his profit and that of the other party.Based on this information,identify Robert's motivational orientation.

According to a study carried out by Goldberg,which of the following strategies is the least effective for moving your opponents back to interests-based negotiations?

Which of the following motivation orientations represents a desire to harm oneself?

Negotiators who are high in both epistemic and cooperative motivation develop greater trust and reach more integrative agreements than those low in cooperation or low in epistemic motivation.

According to Ury,Brett,and Goldberg,negotiators who focus on rights ________.

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

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

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Exam 5: Developing a Negotiating Style

Distributive self-efficacy refers to a negotiator's belief in her or his ability to create resources.

Which of the following statements is true regarding the rights-based approach?

________ is an active and unpleasant emotion.

In which of the following procedures do high-level executives in the organization,who have not been involved in the dispute previously,act as lawyers,represent each side and present evidence and arguments that are heard by a neutral judge or advisor?

Robert is negotiating a sales contract for selling transformers that are manufactured by his company.He prefers to maximize the difference between his profit and that of the other party.Based on this information,identify Robert's motivational orientation.

According to a study carried out by Goldberg,which of the following strategies is the least effective for moving your opponents back to interests-based negotiations?

Which of the following motivation orientations represents a desire to harm oneself?

Negotiators who are high in both epistemic and cooperative motivation develop greater trust and reach more integrative agreements than those low in cooperation or low in epistemic motivation.

According to Ury,Brett,and Goldberg,negotiators who focus on rights ________.

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

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