Question 1

In which of the following situations is the coalition likely to be the least stable?

Accepted Answer

A)  The coalition was formed early in the negotiation between members holding similar views. 
B)  The coalition uses the Shapley model to determine the distribution of resources. 
C)  The coalition uses the circular logrolling method to determine the costs that are to be incurred by each of its members. 
D)  One of the members of the coalition regards the proposed allocation of resources to be unfair. 
A)  The coalition was formed early in the negotiation between members holding similar views. 
B)  The coalition uses the Shapley model to determine the distribution of resources. 
C)  The coalition uses the circular logrolling method to determine the costs that are to be incurred by each of its members. 
D)  One of the members of the coalition regards the proposed allocation of resources to be unfair.

Question 2

The mere contact strategy is based on the principle that greater contact among members of diverse groups ________.

Accepted Answer

A)  reduces intergroup prejudice when participants are not of equal status 
B)  limits the need for social and institutional support 
C)  increases cooperation among group members 
D)  results in the out-group homogeneity bias 
A)  reduces intergroup prejudice when participants are not of equal status 
B)  limits the need for social and institutional support 
C)  increases cooperation among group members 
D)  results in the out-group homogeneity bias

Question 3

During a negotiation,the group members decide to use an integrative method of tradeoff that requires each group member to offer another member a concession on one issue while receiving a concession from yet another group member on a different issue.Which of the following methods of tradeoffs is used in this situation?

Accepted Answer

A)  feedforward controlling 
B)  circular logrolling 
C)  concurrent controlling 
D)  reciprocal logrolling 
A)  feedforward controlling 
B)  circular logrolling 
C)  concurrent controlling 
D)  reciprocal logrolling

Question 4

The ________ model determines the overall payoff a player can expect on the basis of his or her ability to change a losing coalition into a winning coalition.

Accepted Answer

A)  Raiffa 
B)  Black-Scholes 
C)  Bayesian 
D)  Shapley 
A)  Raiffa 
B)  Black-Scholes 
C)  Bayesian 
D)  Shapley

Question 5

Groups negotiating under majority rule reach more efficient outcomes than groups operating under unanimous rule.

Accepted Answer

A) True 
 B)False

Question 6

What are the advantages of using agents to represent one's interests?

Accepted Answer

Many advantages can be realized by using

Question 7

Consensus agreements do not imply unanimity.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following statements is true regarding the effect of accountability on the negotiators?

Accepted Answer

A)  Negotiators who are accountable for their actions consider relevant information and alternatives less carefully. 
B)  Accountability increases automatic, heuristic processing. 
C)  Negotiators who are accountable for their actions are less willing to compromise. 
D)  Accountability decreases thoughtful, deliberate processing of information. 
A)  Negotiators who are accountable for their actions consider relevant information and alternatives less carefully. 
B)  Accountability increases automatic, heuristic processing. 
C)  Negotiators who are accountable for their actions are less willing to compromise. 
D)  Accountability decreases thoughtful, deliberate processing of information.

Question 9

To the extent that the across-the-table relationship among agents is strong,the likelihood of agreement is greater and settlements occur ________.

Accepted Answer

A)  in the middle of the bargaining zone 
B)  near the reservation point of the other party 
C)  near your target point 
D)  near the target point of the other party 
A)  in the middle of the bargaining zone 
B)  near the reservation point of the other party 
C)  near your target point 
D)  near the target point of the other party

Question 10

Which of the following statements best represents the multiple audience problem?

Accepted Answer

A)  People who are privy to information and knowledge that they know others are not aware of nevertheless act as if others are aware of it. 
B)  People often hear what they want to hear when receiving messages from fellow negotiators, especially in the case of ambiguous messages. 
C)  People tend to have a stronger preference for more immediate payoffs relative to later payoffs. 
D)  In some negotiation situations, negotiators need to communicate with another person in the presence of someone who should not understand the message. 
A)  People who are privy to information and knowledge that they know others are not aware of nevertheless act as if others are aware of it. 
B)  People often hear what they want to hear when receiving messages from fellow negotiators, especially in the case of ambiguous messages. 
C)  People tend to have a stronger preference for more immediate payoffs relative to later payoffs. 
D)  In some negotiation situations, negotiators need to communicate with another person in the presence of someone who should not understand the message.

Question 11

Ronald Transformers wants to open a new plant.After thorough research,the company has identified five suitable sites.There is conflict over which site to select,so management decides to put it to vote and then take the decision by majority rule.Despite its democratic appeal,the decision fails and the company has to stop the construction of the plant at the chosen site. Which of the following arguments best explains the reason behind this failure?

Accepted Answer

A)  The majority rule discouraged group members from implementing integrative bargaining strategies. 
B)  The use of the majority rule created the problem of tunnel vision for participants. 
C)  Use of the majority rule failed to take into consideration the strength of individual preferences. 
D)  Use of the majority rule discouraged effective implementation of circular logrolling. 
A)  The majority rule discouraged group members from implementing integrative bargaining strategies. 
B)  The use of the majority rule created the problem of tunnel vision for participants. 
C)  Use of the majority rule failed to take into consideration the strength of individual preferences. 
D)  Use of the majority rule discouraged effective implementation of circular logrolling.

Question 12

Which of the following is a typical characteristic of a multiparty negotiation?

Accepted Answer

A)  the use of unanimity rather than majority rule 
B)  an extremely narrow bargaining zone 
C)  the presence of more than two principals 
D)  the inability of participants to form coalitions 
A)  the use of unanimity rather than majority rule 
B)  an extremely narrow bargaining zone 
C)  the presence of more than two principals 
D)  the inability of participants to form coalitions

Question 13

In the context of a multiparty negotiation,a(n)________ is a (sub)group of two or more individuals who join together in using their resources to affect the outcome of a decision in a mixed-motive situation involving at least three parties.

Accepted Answer

A)  coalition 
B)  quality circle 
C)  association 
D)  union 
A)  coalition 
B)  quality circle 
C)  association 
D)  union

Question 14

Samantha is involved in a multiparty negotiation.The group is discussing several issues and is generating several alternatives.It is difficult to keep track of all the issues,alternatives,and preferences being discussed.In such a situation,which of the following steps should Samantha take to enhance the ability of the group to find win-win agreements?

Accepted Answer

A)  Develop a crisis procedure for emergency communication. 
B)  Use a process intervention in such a way that all the negotiators start using the interest-based approach. 
C)  Use integrative bargaining strategies that encourage members to come up with creative alternatives to expand the size of the pie. 
D)  Create a matrix which indicates the issues and preferences of all the negotiators. 
A)  Develop a crisis procedure for emergency communication. 
B)  Use a process intervention in such a way that all the negotiators start using the interest-based approach. 
C)  Use integrative bargaining strategies that encourage members to come up with creative alternatives to expand the size of the pie. 
D)  Create a matrix which indicates the issues and preferences of all the negotiators.

Question 15

The ________ occurs when negotiators focus on reaching common ground with the other party and are reluctant to accept differences of interest,even when such acceptance might create viable options for joint gain.

Accepted Answer

A)  confirmation bias 
B)  primacy effect 
C)  agreement bias 
D)  ingroup bias 
A)  confirmation bias 
B)  primacy effect 
C)  agreement bias 
D)  ingroup bias

Question 16

In majority rule elections,alternatives that are proposed later,as opposed to earlier,are more likely to survive sequential voting.

Accepted Answer

A) True 
 B)False

Question 17

Compared to egalitarian power relationships,unbalanced power relationships produce ________.

Accepted Answer

A)  fewer coalitions defecting from the larger group 
B)  more integrative agreements 
C)  greater likelihood of a bargaining impasse 
D)  more cooperative behavior 
A)  fewer coalitions defecting from the larger group 
B)  more integrative agreements 
C)  greater likelihood of a bargaining impasse 
D)  more cooperative behavior

Question 18

In a negotiation,negotiators who possessed privileged information that could have been used to their advantage behaved as if the other negotiators also had access to the privileged information.This problem is known as the ________.

Accepted Answer

A)  framing effect 
B)  curse of knowledge 
C)  Condorcet paradox 
D)  focusing effect 
A)  framing effect 
B)  curse of knowledge 
C)  Condorcet paradox 
D)  focusing effect

Question 19

Which of the following increases the likelihood of information pooling within a team?

Accepted Answer

A)  The conformity pressure within the team is high. 
B)  The team members share a relationship outside the team. 
C)  The group is common-identity rather than common-bond. 
D)  The group comprises people from very different backgrounds. 
A)  The conformity pressure within the team is high. 
B)  The team members share a relationship outside the team. 
C)  The group is common-identity rather than common-bond. 
D)  The group comprises people from very different backgrounds.

Question 20

Which of the following statements is true regarding the use of majority rule in negotiations?

Accepted Answer

A)  It is a very uncommon method of aggregating preferences. 
B)  It recognizes the strength of individual preferences. 
C)  It does not promote integrative tradeoffs among issues. 
D)  It gives more efficient outcomes than unanimous rule. 
A)  It is a very uncommon method of aggregating preferences. 
B)  It recognizes the strength of individual preferences. 
C)  It does not promote integrative tradeoffs among issues. 
D)  It gives more efficient outcomes than unanimous rule.

In which of the following situations is the coalition likely to be the least stable?

The mere contact strategy is based on the principle that greater contact among members of diverse groups ________.

The ________ model determines the overall payoff a player can expect on the basis of his or her ability to change a losing coalition into a winning coalition.

Groups negotiating under majority rule reach more efficient outcomes than groups operating under unanimous rule.

What are the advantages of using agents to represent one's interests?

Consensus agreements do not imply unanimity.

Which of the following statements is true regarding the effect of accountability on the negotiators?

To the extent that the across-the-table relationship among agents is strong,the likelihood of agreement is greater and settlements occur ________.

Which of the following statements best represents the multiple audience problem?

Which of the following is a typical characteristic of a multiparty negotiation?

In the context of a multiparty negotiation,a(n)________ is a (sub)group of two or more individuals who join together in using their resources to affect the outcome of a decision in a mixed-motive situation involving at least three parties.

The ________ occurs when negotiators focus on reaching common ground with the other party and are reluctant to accept differences of interest,even when such acceptance might create viable options for joint gain.

In majority rule elections,alternatives that are proposed later,as opposed to earlier,are more likely to survive sequential voting.

Compared to egalitarian power relationships,unbalanced power relationships produce ________.

In a negotiation,negotiators who possessed privileged information that could have been used to their advantage behaved as if the other negotiators also had access to the privileged information.This problem is known as the ________.

Which of the following increases the likelihood of information pooling within a team?

Which of the following statements is true regarding the use of majority rule in negotiations?

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

Creativity and Problem Solving in Negotiations

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

Exam 9: Multiple Parties,Coalitions,and Teams

In which of the following situations is the coalition likely to be the least stable?

The mere contact strategy is based on the principle that greater contact among members of diverse groups ________.

The ________ model determines the overall payoff a player can expect on the basis of his or her ability to change a losing coalition into a winning coalition.

Groups negotiating under majority rule reach more efficient outcomes than groups operating under unanimous rule.

What are the advantages of using agents to represent one's interests?

Consensus agreements do not imply unanimity.

Which of the following statements is true regarding the effect of accountability on the negotiators?

To the extent that the across-the-table relationship among agents is strong,the likelihood of agreement is greater and settlements occur ________.

Which of the following statements best represents the multiple audience problem?

Which of the following is a typical characteristic of a multiparty negotiation?

In the context of a multiparty negotiation,a(n)________ is a (sub)group of two or more individuals who join together in using their resources to affect the outcome of a decision in a mixed-motive situation involving at least three parties.

The ________ occurs when negotiators focus on reaching common ground with the other party and are reluctant to accept differences of interest,even when such acceptance might create viable options for joint gain.

In majority rule elections,alternatives that are proposed later,as opposed to earlier,are more likely to survive sequential voting.

Compared to egalitarian power relationships,unbalanced power relationships produce ________.

In a negotiation,negotiators who possessed privileged information that could have been used to their advantage behaved as if the other negotiators also had access to the privileged information.This problem is known as the ________.

Which of the following increases the likelihood of information pooling within a team?

Which of the following statements is true regarding the use of majority rule in negotiations?

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

Creativity and Problem Solving in Negotiations

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