Question 1

The two routes to building trust are the ________ routes.

Accepted Answer

A)  applicative and collaborative 
B)  preventive and regulative 
C)  cognitive and affective 
D)  normative and evaluative 
A)  applicative and collaborative 
B)  preventive and regulative 
C)  cognitive and affective 
D)  normative and evaluative C

Question 2

A negotiator has a history of successful negotiations under his belt.Although he has clearly has not been up to scratch in the recent past,he is still considered the best negotiator in his company.What effect can it be attributed to?

Accepted Answer

A)  the propinquity effect 
B)  the halo effect 
C)  the projection effect 
D)  the mere exposure effect 
A)  the propinquity effect 
B)  the halo effect 
C)  the projection effect 
D)  the mere exposure effect B

Question 3

Reactance theory explains ________.

Accepted Answer

A)  why people are likely to conform when the group is homogeneous 
B)  why people are more likely to obey authority figures than peers 
C)  why compliance is more common than acceptance of rules 
D)  why people tend to be resistant to rules that curb their freedom 
A)  why people are likely to conform when the group is homogeneous 
B)  why people are more likely to obey authority figures than peers 
C)  why compliance is more common than acceptance of rules 
D)  why people tend to be resistant to rules that curb their freedom D

Question 4

In a negotiation,one party is irritable and obstructive.His counterparty would be using situational attribution if he attributed the first person's irritability to ________.

Accepted Answer

A)  impatient tendencies 
B)  physical discomfort 
C)  characteristic arrogance 
D)  argumentativeness 
A)  impatient tendencies 
B)  physical discomfort 
C)  characteristic arrogance 
D)  argumentativeness

Question 5

Lauren and Max are engaged to be married.Both their families want to be part of the wedding,but they don't get along at all.Lauren would rather organize the ceremony on her own than constantly mediate family quarrels,but Max insists that if she invites both families to a few dinners together,they will begin to get along better.Which of the following validates Max's claim?

Accepted Answer

A)  reciprocity principle 
B)  the mere exposure effect 
C)  the similarity-attraction effect 
D)  the ambiguity effect 
A)  reciprocity principle 
B)  the mere exposure effect 
C)  the similarity-attraction effect 
D)  the ambiguity effect

Question 6

Certain aspects of architectural design make it more likely that some people will come into contact with each other more often than with others,even though the physical distance between them might be the same.This is known as ________.

Accepted Answer

A)  mirroring 
B)  dispositional attribution 
C)  the reciprocity principle 
D)  functional distance 
A)  mirroring 
B)  dispositional attribution 
C)  the reciprocity principle 
D)  functional distance

Question 7

Which of the following best describes the mere exposure effect?

Accepted Answer

A)  the phenomenon by which individual performance decreases as the number of people in the group increases 
B)  the phenomenon by which conflicts subside when people have time apart 
C)  the phenomenon by which hostility between parties is defused through frequent meetings 
D)  the phenomenon that makes people seek scapegoats even when they are themselves are at fault 
A)  the phenomenon by which individual performance decreases as the number of people in the group increases 
B)  the phenomenon by which conflicts subside when people have time apart 
C)  the phenomenon by which hostility between parties is defused through frequent meetings 
D)  the phenomenon that makes people seek scapegoats even when they are themselves are at fault

Question 8

Which of the following can lead to contentions in a task conflict?

Accepted Answer

A)  The two negotiators have different ideas about a project. 
B)  The negotiators have different personality types. 
C)  One of the negotiators tends to monopolize the discussion. 
D)  One of the negotiators has an abrasive style of speaking. 
A)  The two negotiators have different ideas about a project. 
B)  The negotiators have different personality types. 
C)  One of the negotiators tends to monopolize the discussion. 
D)  One of the negotiators has an abrasive style of speaking.

Question 9

Which of the following is explained by the propinquity effect?

Accepted Answer

A)  Catherine only learned to appreciate wine when she began reporting society news for the paper. 
B)  Greg went out of his way to help David because David had once loaned him money. 
C)  From all his employees, Nick picked Gil to be his assistant as they have very similar personalities. 
D)  Sara and Warrick became friends when they moved in next door to each other. 
A)  Catherine only learned to appreciate wine when she began reporting society news for the paper. 
B)  Greg went out of his way to help David because David had once loaned him money. 
C)  From all his employees, Nick picked Gil to be his assistant as they have very similar personalities. 
D)  Sara and Warrick became friends when they moved in next door to each other.

Question 10

Negotiators who mimic the mannerisms of the counterparty build trust.

Accepted Answer

A) True 
 B)False

Question 11

In a negotiation,one party is irritable and obstructive.His counterparty would be using dispositional attribution if he attributed the first person's irritability to ________.

Accepted Answer

A)  the duration of the negotiation 
B)  the weather conditions 
C)  the stress of the negotiation 
D)  the person's character 
A)  the duration of the negotiation 
B)  the weather conditions 
C)  the stress of the negotiation 
D)  the person's character

Question 12

When people assume that the cause of a particular behavior is something external to the individual,this is known as ________.

Accepted Answer

A)  dispositional attribution 
B)  situational attribution 
C)  ultimate attribution error 
D)  fundamental attribution 
A)  dispositional attribution 
B)  situational attribution 
C)  ultimate attribution error 
D)  fundamental attribution

Question 13

Which of the following describes the forked-tail effect?

Accepted Answer

A)  People make a judgement based on what they can remember rather than complete data. 
B)  People overestimate the causal role of information available to them. 
C)  People generalize a negative perception of a person to his or her other aspects. 
D)  People remember the first few things in a list more than the things in the middle. 
A)  People make a judgement based on what they can remember rather than complete data. 
B)  People overestimate the causal role of information available to them. 
C)  People generalize a negative perception of a person to his or her other aspects. 
D)  People remember the first few things in a list more than the things in the middle.

Question 14

Which of the following refers to sticky ties?

Accepted Answer

A)  relations that are guided by people's need for acceptance as well as achievement 
B)  relations that are driven by people's need for independence and identity 
C)  relations that form due to ingrained habits of prolonged interaction 
D)  relations that are guided by a need for achievement 
A)  relations that are guided by people's need for acceptance as well as achievement 
B)  relations that are driven by people's need for independence and identity 
C)  relations that form due to ingrained habits of prolonged interaction 
D)  relations that are guided by a need for achievement

Question 15

Purposeless small talk can lead negotiators to build trust and should be encouraged.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is a process negotiators use when they find it difficult to steer the interaction?

Accepted Answer

A)  dispositional attribution 
B)  the halo effect 
C)  emotional punctuation 
D)  the propinquity effect 
A)  dispositional attribution 
B)  the halo effect 
C)  emotional punctuation 
D)  the propinquity effect

Question 17

Briefly describe the pitfalls of embedded relationships.

Accepted Answer

When friends and family do business,the

Question 18

Most friendships are built on ________.

Accepted Answer

A)  operator norms 
B)  exchange norms 
C)  uniform norms 
D)  communal norms 
A)  operator norms 
B)  exchange norms 
C)  uniform norms 
D)  communal norms

Question 19

Distinguish between knowledge-based trust and identification-based trust.

Accepted Answer

Knowledge-based trust is grounded in beh

Question 20

Capitalism is the ultimate expression of market pricing.

Accepted Answer

A) True 
 B)False

The two routes to building trust are the ________ routes.

A negotiator has a history of successful negotiations under his belt.Although he has clearly has not been up to scratch in the recent past,he is still considered the best negotiator in his company.What effect can it be attributed to?

Reactance theory explains ________.

In a negotiation,one party is irritable and obstructive.His counterparty would be using situational attribution if he attributed the first person's irritability to ________.

Certain aspects of architectural design make it more likely that some people will come into contact with each other more often than with others,even though the physical distance between them might be the same.This is known as ________.

Which of the following best describes the mere exposure effect?

Which of the following can lead to contentions in a task conflict?

Which of the following is explained by the propinquity effect?

Negotiators who mimic the mannerisms of the counterparty build trust.

In a negotiation,one party is irritable and obstructive.His counterparty would be using dispositional attribution if he attributed the first person's irritability to ________.

When people assume that the cause of a particular behavior is something external to the individual,this is known as ________.

Which of the following describes the forked-tail effect?

Which of the following refers to sticky ties?

Purposeless small talk can lead negotiators to build trust and should be encouraged.

Which of the following is a process negotiators use when they find it difficult to steer the interaction?

Briefly describe the pitfalls of embedded relationships.

Most friendships are built on ________.

Distinguish between knowledge-based trust and identification-based trust.

Capitalism is the ultimate expression of market pricing.

Negotiation: The Mind and the Heart

Preparation: What to Do Before Negotiation

Distributive Negotiation: Slicing the Pie

Win-Win Negotiation: Expanding the Pie

Developing a Negotiating Style

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 6: Establishing Trust and Building a Relationship

The two routes to building trust are the ________ routes.

A negotiator has a history of successful negotiations under his belt.Although he has clearly has not been up to scratch in the recent past,he is still considered the best negotiator in his company.What effect can it be attributed to?

Reactance theory explains ________.

In a negotiation,one party is irritable and obstructive.His counterparty would be using situational attribution if he attributed the first person's irritability to ________.

Certain aspects of architectural design make it more likely that some people will come into contact with each other more often than with others,even though the physical distance between them might be the same.This is known as ________.

Which of the following best describes the mere exposure effect?

Which of the following can lead to contentions in a task conflict?

Which of the following is explained by the propinquity effect?

Negotiators who mimic the mannerisms of the counterparty build trust.

In a negotiation,one party is irritable and obstructive.His counterparty would be using dispositional attribution if he attributed the first person's irritability to ________.

When people assume that the cause of a particular behavior is something external to the individual,this is known as ________.

Which of the following describes the forked-tail effect?

Which of the following refers to sticky ties?

Purposeless small talk can lead negotiators to build trust and should be encouraged.

Which of the following is a process negotiators use when they find it difficult to steer the interaction?

Briefly describe the pitfalls of embedded relationships.

Most friendships are built on ________.

Distinguish between knowledge-based trust and identification-based trust.

Capitalism is the ultimate expression of market pricing.

Negotiation: The Mind and the Heart

Preparation: What to Do Before Negotiation

Distributive Negotiation: Slicing the Pie

Win-Win Negotiation: Expanding the Pie

Developing a Negotiating Style

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