Question 1

Which of the following should you avoid in order to ensure a successful negotiation?

Accepted Answer

A)  using the availability heuristic to solve problems 
B)  dividing negotiation issues into solvable parts 
C)  making concessions to the other party 
D)  cost cutting to reduce the other party's costs 
A)  using the availability heuristic to solve problems 
B)  dividing negotiation issues into solvable parts 
C)  making concessions to the other party 
D)  cost cutting to reduce the other party's costs

Question 2

The haggling model is based on ________.

Accepted Answer

A)  the negotiators' desire to invent options for mutual gain 
B)  the need to make sacrifices to create long-term goodwill 
C)  the fixed-pie perception of the negotiating parties 
D)  the need to build rapport to nurture a long-term relationship 
A)  the negotiators' desire to invent options for mutual gain 
B)  the need to make sacrifices to create long-term goodwill 
C)  the fixed-pie perception of the negotiating parties 
D)  the need to build rapport to nurture a long-term relationship

Question 3

Distinguish between inductive and deductive reasoning.

Accepted Answer

To be effective at negotiation,negotiato

Question 4

In which model of negotiation are negotiators more likely to concede some of their desires in order to appease their competitor?

Accepted Answer

A)  partnership 
B)  game-playing 
C)  haggling 
D)  cost-benefit analysis 
A)  partnership 
B)  game-playing 
C)  haggling 
D)  cost-benefit analysis

Question 5

What is a mental model,with reference to negotiation?

Accepted Answer

A)  a theory about how inherent factors guide an individual to respond in a particular way 
B)  a theory of how changes in surroundings can effect change in behavioral traits 
C)  a subjective theory of what causes a person to behave in a certain way 
D)  an individualized theory about behaviors and their corresponding outcomes 
A)  a theory about how inherent factors guide an individual to respond in a particular way 
B)  a theory of how changes in surroundings can effect change in behavioral traits 
C)  a subjective theory of what causes a person to behave in a certain way 
D)  an individualized theory about behaviors and their corresponding outcomes

Question 6

Cognitive consistency refers to people's tendency to attribute a greater value to an outcome they had to put effort into acquiring or achieving.

Accepted Answer

A) True 
 B)False

Question 7

Base rates are the frequency with which some event or pattern occurs in a general population.

Accepted Answer

A) True 
 B)False

Question 8

The haggling model is based upon the principle of expanding the pie during negotiation.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following is an advantage of a contingency contract?

Accepted Answer

A)  Negotiators can easily and accurately formalize such agreements. 
B)  It allows negotiators to safeguard themselves if they are concerned about being cheated. 
C)  It gives negotiators scope to focus on their speculative disagreements. 
D)  It requires one-time or minimal interaction between the negotiating parties. 
A)  Negotiators can easily and accurately formalize such agreements. 
B)  It allows negotiators to safeguard themselves if they are concerned about being cheated. 
C)  It gives negotiators scope to focus on their speculative disagreements. 
D)  It requires one-time or minimal interaction between the negotiating parties.

Question 10

In which mental model of negotiation does each negotiator try to procure the lion's share of the bargaining zone?

Accepted Answer

A)  capitulating 
B)  haggling 
C)  compromising 
D)  partnership 
A)  capitulating 
B)  haggling 
C)  compromising 
D)  partnership

Question 11

Warren Manufacturing produces a few small die-cast parts for automobile manufacturers.The process is repetitive and unvarying,with little scope for change or improvement.In this situation,which of the following would be an effective method of handling problems?

Accepted Answer

A)  selective attention 
B)  the perseverance effect 
C)  functional fixedness 
D)  the hindsight bias 
A)  selective attention 
B)  the perseverance effect 
C)  functional fixedness 
D)  the hindsight bias

Question 12

Once the outcome of a negotiation was clear,Jon,reflecting on the different occurrences along the way,felt that he had indeed seen it coming.Which of the following terms best defines this thought process?

Accepted Answer

A)  clustering illusion 
B)  hindsight bias 
C)  anchoring bias 
D)  confirmation bias 
A)  clustering illusion 
B)  hindsight bias 
C)  anchoring bias 
D)  confirmation bias

Question 13

The fixed-pie perception is the belief that negotiation is a win-or-lose enterprise.

Accepted Answer

A) True 
 B)False

Question 14

Contingency contracts do not allow negotiators to ascertain the veracity of the other party.

Accepted Answer

A) True 
 B)False

Question 15

The Green Party of a particular state received a large amount of favorable media attention prior to the state elections,much more than its competitors did.However,despite the publicity,it came a far third in the elections.Which of the following most likely explains this situation?

Accepted Answer

A)  the inert knowledge problem 
B)  surface-level transfer 
C)  the hindsight bias 
D)  the false consensus effect 
A)  the inert knowledge problem 
B)  surface-level transfer 
C)  the hindsight bias 
D)  the false consensus effect

Question 16

In game playing,or the chess game model,each person has his own interests in mind.

Accepted Answer

A) True 
 B)False

Question 17

The concept that helps observers deal with perceived inequities in others' lives and yet maintain the belief that the world is just refers to ________ attribution.

Accepted Answer

A)  explanatory 
B)  situational 
C)  predictive 
D)  defensive 
A)  explanatory 
B)  situational 
C)  predictive 
D)  defensive

Question 18

Which of the following lists the five popular mental models with regard to negotiation?

Accepted Answer

A)  conciliation, overexpectation, distribution, role playing and satisficing 
B)  cost-benefit analysis, issue mix, reference point, haggling and resource assessment 
C)  haggling, cost-benefit analysis, game playing, partnership and problem-solving 
D)  game playing, reservation point, partnership, compromising and distribution 
A)  conciliation, overexpectation, distribution, role playing and satisficing 
B)  cost-benefit analysis, issue mix, reference point, haggling and resource assessment 
C)  haggling, cost-benefit analysis, game playing, partnership and problem-solving 
D)  game playing, reservation point, partnership, compromising and distribution

Question 19

A negotiator has a bracelet that she considers to be her lucky mascot ever since she once successfully concluded a negotiation when wearing it.However,she disregards the times she wore it and did not fare well.This is an example of the ________.

Accepted Answer

A)  gambler's fallacy 
B)  hot hand theory 
C)  illusory correlation 
D)  base rate fallacy 
A)  gambler's fallacy 
B)  hot hand theory 
C)  illusory correlation 
D)  base rate fallacy

Question 20

Which of the following best describes the perseverance effect?

Accepted Answer

A)  the tendency of people to favor information that confirms their preconceptions or hypotheses 
B)  the tendency of people to continue to believe that something is true even when it is revealed to be false 
C)  the tendency of people to falsely perceive an association between two events or situations 
D)  the tendency of people to erroneously believe that the onset of a certain random event is less likely following another event 
A)  the tendency of people to favor information that confirms their preconceptions or hypotheses 
B)  the tendency of people to continue to believe that something is true even when it is revealed to be false 
C)  the tendency of people to falsely perceive an association between two events or situations 
D)  the tendency of people to erroneously believe that the onset of a certain random event is less likely following another event

Which of the following should you avoid in order to ensure a successful negotiation?

The haggling model is based on ________.

Distinguish between inductive and deductive reasoning.

In which model of negotiation are negotiators more likely to concede some of their desires in order to appease their competitor?

What is a mental model,with reference to negotiation?

Cognitive consistency refers to people's tendency to attribute a greater value to an outcome they had to put effort into acquiring or achieving.

Base rates are the frequency with which some event or pattern occurs in a general population.

The haggling model is based upon the principle of expanding the pie during negotiation.

Which of the following is an advantage of a contingency contract?

In which mental model of negotiation does each negotiator try to procure the lion's share of the bargaining zone?

Warren Manufacturing produces a few small die-cast parts for automobile manufacturers.The process is repetitive and unvarying,with little scope for change or improvement.In this situation,which of the following would be an effective method of handling problems?

Once the outcome of a negotiation was clear,Jon,reflecting on the different occurrences along the way,felt that he had indeed seen it coming.Which of the following terms best defines this thought process?

The fixed-pie perception is the belief that negotiation is a win-or-lose enterprise.

Contingency contracts do not allow negotiators to ascertain the veracity of the other party.

The Green Party of a particular state received a large amount of favorable media attention prior to the state elections,much more than its competitors did.However,despite the publicity,it came a far third in the elections.Which of the following most likely explains this situation?

In game playing,or the chess game model,each person has his own interests in mind.

The concept that helps observers deal with perceived inequities in others' lives and yet maintain the belief that the world is just refers to ________ attribution.

Which of the following lists the five popular mental models with regard to negotiation?

A negotiator has a bracelet that she considers to be her lucky mascot ever since she once successfully concluded a negotiation when wearing it.However,she disregards the times she wore it and did not fare well.This is an example of the ________.

Which of the following best describes the perseverance effect?

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

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Exam 8: Creativity and Problem Solving in Negotiations

Which of the following should you avoid in order to ensure a successful negotiation?

The haggling model is based on ________.

Distinguish between inductive and deductive reasoning.

In which model of negotiation are negotiators more likely to concede some of their desires in order to appease their competitor?

What is a mental model,with reference to negotiation?

Cognitive consistency refers to people's tendency to attribute a greater value to an outcome they had to put effort into acquiring or achieving.

Base rates are the frequency with which some event or pattern occurs in a general population.

The haggling model is based upon the principle of expanding the pie during negotiation.

Which of the following is an advantage of a contingency contract?

In which mental model of negotiation does each negotiator try to procure the lion's share of the bargaining zone?

Warren Manufacturing produces a few small die-cast parts for automobile manufacturers.The process is repetitive and unvarying,with little scope for change or improvement.In this situation,which of the following would be an effective method of handling problems?

Once the outcome of a negotiation was clear,Jon,reflecting on the different occurrences along the way,felt that he had indeed seen it coming.Which of the following terms best defines this thought process?

The fixed-pie perception is the belief that negotiation is a win-or-lose enterprise.

Contingency contracts do not allow negotiators to ascertain the veracity of the other party.

The Green Party of a particular state received a large amount of favorable media attention prior to the state elections,much more than its competitors did.However,despite the publicity,it came a far third in the elections.Which of the following most likely explains this situation?

In game playing,or the chess game model,each person has his own interests in mind.

The concept that helps observers deal with perceived inequities in others' lives and yet maintain the belief that the world is just refers to ________ attribution.

Which of the following lists the five popular mental models with regard to negotiation?

A negotiator has a bracelet that she considers to be her lucky mascot ever since she once successfully concluded a negotiation when wearing it.However,she disregards the times she wore it and did not fare well.This is an example of the ________.

Which of the following best describes the perseverance effect?

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