Exam 6: Establishing Trust and Building a Relationship

________ conflict is rooted in personality and ego.

When does a knowledge-based trust emerge?

The problem with reciprocity arises when different parties place different value on aspects of a relationship.

Azurus Fabrics,a textile manufacturing factory,has hit a rough patch with its employees.The employees don't seem to be satisfied with the way the management has been handling certain issues.According to the workers,there has been no increase in the workers' compensation despite the fact that there were five employee deaths in the previous year.They also claim that,a year ago,the chief production officer had promised to increase their compensation by now,but has done nothing so far.The labor union threatens to go on a strike if the issue is not resolved soon.Assume that the management and the laborers intend to iron out their differences.Which of the following,if true,can help mend the relations and restore the lost trust?

What is the cognitive route to building trust based on?

Which of the following refers to a method by which things are reduced to a single value so that easy comparison can be made between diverse qualitative and quantitative factors?

What are the three types of trust relationships people develop with each other?

Particularism describes the utility of a resource depending on ________.

A national chain of sandwich stores encourages the development of uniformity among customer-facing employees in all its outlets to increase familiarity and trust with the brand.To attain consistency in behavior,managers of the various outlets keep a record of employees who make errors and those who adhere to protocol.Successful employees are rewarded,while negligent employees are reprimanded.The managers in this case are using ________.

Whenever informational uncertainty characterizes a relationship,it provides opportunity for greater trust.

________ state that people should keep track of who has invested in a relationship and be compensated based on their inputs.

Which of the following is an area assessed by the Subjective Value Inventory when applied to negotiators?

Which of the following best describes the halo effect?

Which of the following can promote compromise agreements?

What is the drawback of deterrence-based trust systems?

Which of the following is true for the economic models of negotiation?

During a meeting,a negotiator who is normally cordial behaves rudely,instantly making his counterpart assume that he is a bad person.Which of the following best describes the situation?

Ahead of the negotiation process,one of the negotiating parties invites the other to dinner.The offer is difficult to decline as the reservations have already been made.Though this may not do much by way of influencing the negotiation outcome,the other party too decides to return the favor.Which of the following best explains the reasons for the other party's behavior?

A restaurant setting up shop in a new city wants to obtain fresh produce directly from the farms around the city.Though buying directly from the farms is often more expensive than buying from their suppliers,the restaurant's negotiators are confident of securing a mutually acceptable price list.Which of the following situations will most likely promote the development of integrative agreements?

Identification-based trust occurs when a person has enough information about others to understand them and accurately predict their behavior.