Exam 8: Creativity and Problem Solving in Negotiations

Though he is an expert in his field,a negotiator does not make use of an important lesson from his previous experience and ultimately repeats a mistake he once made.What can this be attributed to?

Free

(Multiple Choice)

4.8/5

(34)

Question 1

Correct Answer:

Verified

Briefly explain the rational problem solving model.

Free

(Essay)

4.9/5

(38)

Question 2

Correct Answer:

Verified

The rational problem-solving model describes four steps for solving a problem.They are: Understanding the problem - In this step,the negotiator needs to determine the known and unknown data and also note his assumptions. Devising a plan - During this step,the negotiator may ask himself or herself whether past experience is a profitable means of finding a solution method,engaging in a search for similar problems,or perhaps restating the goal of the problem. Carrying out the plan - In this step,the negotiator carries out the plan and tests it. Looking back - In this step,the negotiator asks himself or herself whether he or she can obtain the result by using another method and looks at how it all fits together.

The partnership model requires that the negotiators must ________.

Free

(Multiple Choice)

4.7/5

(34)

Question 3

Correct Answer:

Verified

Haggling refers to creating a new alternative that meets parties' underlying interests.

(True/False)

4.9/5

(39)

Question 4

A negotiator weighs the pros and cons of every decision she faces with a view to maximizing her returns.What decision-making model is she resorting to?

(Multiple Choice)

4.8/5

(27)

Question 5

Which of the following models of negotiation is most likely to involve collaboration between the parties involved in the negotiation?

(Multiple Choice)

4.7/5

(22)

Question 6

You read that 30% of a country's male population has received technical education.On the same day you learn that 30% of the people in that country are rich.Combining these facts,you conclude that technical education makes people richer.This is an example of ________.

(Multiple Choice)

4.8/5

(34)

Question 7

What is the false consensus effect?

(Multiple Choice)

4.8/5

(37)

Question 8

In which of the following situations will a deep-level knowledge transfer be applicable between cases in different contexts?

(Multiple Choice)

4.7/5

(36)

Question 9

The research department at a university has developed a revolutionary new drug that it wants to mass-produce.Unfortunately,late in the research process,it discovers that one of the primary processes used in synthesizing the drug has been patented by ChemTex.The university enters into negotiations in order to secure the rights to use the technology.Which of the following,if true,would prevent ChemTex from using the haggling and game-playing models of negotiation?

(Multiple Choice)

4.8/5

(29)

Question 10

Which of the following refers to functional fixedness?

(Multiple Choice)

4.8/5

(27)

Question 11

RGB Inc.and Greengold Distributors have been locked in negotiations for a number of months.The negotiators of the parties involved decided not to finalize their terms and conditions until a particular event took place.Which of the following methods has been used in this case?

(Multiple Choice)

4.9/5

(27)

Question 12

Which of the following is likely to promote cooperative negotiation?

(Multiple Choice)

4.9/5

(37)

Question 13

Which of the following best describes creeping determinism?

(Multiple Choice)

5.0/5

(40)

Question 14

Illusory correlation is the tendency of people to continue to believe that something is true even when it is revealed to be false or has been disproved.

(True/False)

4.9/5

(37)

Question 15

The fixed-pie perception of negotiators makes them more likely to focus on ________.

(Multiple Choice)

4.8/5

(36)

Question 16

The phenomenon known as "choking" occurs when ________.

(Multiple Choice)

4.8/5

(30)

Question 17

Suppose you flip a coin and it comes up heads five times in a row.What do you think the next outcome will be? Most people feel that the probability is high that the coin will come up tails.This refers to ________.

(Multiple Choice)

4.9/5

(24)

Question 18

Which of the following examples illustrates the concept of nonspecific compensation?

(Multiple Choice)

4.8/5

(34)

Question 19

Which of the following best describes the base rate fallacy?

(Multiple Choice)

5.0/5

(27)

Question 20

Showing 1 - 20 of 50

Though he is an expert in his field,a negotiator does not make use of an important lesson from his previous experience and ultimately repeats a mistake he once made.What can this be attributed to?

Briefly explain the rational problem solving model.

The partnership model requires that the negotiators must ________.

Haggling refers to creating a new alternative that meets parties' underlying interests.

A negotiator weighs the pros and cons of every decision she faces with a view to maximizing her returns.What decision-making model is she resorting to?

Which of the following models of negotiation is most likely to involve collaboration between the parties involved in the negotiation?

You read that 30% of a country's male population has received technical education.On the same day you learn that 30% of the people in that country are rich.Combining these facts,you conclude that technical education makes people richer.This is an example of ________.

What is the false consensus effect?

In which of the following situations will a deep-level knowledge transfer be applicable between cases in different contexts?

Which of the following refers to functional fixedness?

RGB Inc.and Greengold Distributors have been locked in negotiations for a number of months.The negotiators of the parties involved decided not to finalize their terms and conditions until a particular event took place.Which of the following methods has been used in this case?

Which of the following is likely to promote cooperative negotiation?

Which of the following best describes creeping determinism?

Illusory correlation is the tendency of people to continue to believe that something is true even when it is revealed to be false or has been disproved.

The fixed-pie perception of negotiators makes them more likely to focus on ________.

The phenomenon known as "choking" occurs when ________.

Suppose you flip a coin and it comes up heads five times in a row.What do you think the next outcome will be? Most people feel that the probability is high that the coin will come up tails.This refers to ________.

Which of the following examples illustrates the concept of nonspecific compensation?

Which of the following best describes the base rate fallacy?

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

Establishing Trust and Building a Relationship

Power,Persuasion,and Ethics

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