Question 1

According to the place-time model of social interaction,______ is the potential information-carrying capacity of social interaction medium.

Accepted Answer

A) framing effect 
B) reciprocity 
C) emotional intelligence 
D) richness 
A) framing effect 
B) reciprocity 
C) emotional intelligence 
D) richness D

Question 2

In terms of information technology and social interaction,the "weak get strong" effect refers to the fact that:

Accepted Answer

A) people who might not have much influence or status in a face-to-face setting have more status in an electronic forum 
B) people who make an extreme first offer hardly ever receive that offer and must back down four times as often 
C) making a strong initial offer,regardless of one's actual BATNA,is more strategic than making a moderate first offer 
D) people behave in a more aggressive fashion when interacting via information technology 
A) people who might not have much influence or status in a face-to-face setting have more status in an electronic forum 
B) people who make an extreme first offer hardly ever receive that offer and must back down four times as often 
C) making a strong initial offer,regardless of one's actual BATNA,is more strategic than making a moderate first offer 
D) people behave in a more aggressive fashion when interacting via information technology A

Question 3

What are some strategies for enhancing technology-mediated negotiations?

Accepted Answer

Some strategies for enhancing technology-mediated negotiations include: an initial face-to-face experience,so that negotiators can establish social norms and rapport; a one-day videoconference; schmoozing.Something as simple as a brief telephone call prior to e-negotiation improves joint outcomes and increases cooperation and relationship quality.

Question 4

Conversational turn-taking makes the process of negotiation seem smoother and more natural,but it also serves an important informational function which is:

Accepted Answer

A) allowing one party to establish control over the negotiation 
B) reducing the risk of the flaming bias 
C) allowing side-deals to be made 
D) allowing negotiators to immediately correct misunderstandings 
A) allowing one party to establish control over the negotiation 
B) reducing the risk of the flaming bias 
C) allowing side-deals to be made 
D) allowing negotiators to immediately correct misunderstandings

Question 5

Consider the place-time model of social interaction (Exhibits 12-1 and 12-2).Why is face-to-face communication the "richest" mode of communication,and what are some of the inherent advantages to negotiating in a face-to-face fashion?

Accepted Answer

Face-to-face communication has the highe

Question 6

The ______ is the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not.

Accepted Answer

A) 11th hour negotiation effect 
B) framing effect 
C) temporal synchrony bias 
D) fundamental attribution error 
A) 11th hour negotiation effect 
B) framing effect 
C) temporal synchrony bias 
D) fundamental attribution error

Question 7

With regard to intergenerational negotiation,the _____ generation has vast numbers of relationships,but few of them are deep.They spend more time communicating virtually than face-to-face.Their personal and work networks are vital to their on-the-fly learning and problem solving skills.Armed with tools for working anywhere at any time,this generation puts more value in leading a balanced life and flexibility with their work and life demands.

Accepted Answer

A) boomer 
B) generation X 
C) traditional 
D) millennial 
A) boomer 
B) generation X 
C) traditional 
D) millennial

Question 8

How do norms,roles,and status change as a function of interaction via electronic media? What social dynamics come into play when negotiating via technology?

Accepted Answer

Norms,roles,and status change as a funct

Question 9

Enhanced e-negotiations are those in which negotiators attempt to personalize or enrich the interaction.All of the following are true with regard to enhancing e-negotiations,except:

Accepted Answer

A) a brief,personal disclosure over e-mail increases the likelihood of an impasse 
B) a brief,personal disclosure over e-mail reduces the likelihood of impasse 
C) a brief telephone call prior to e-negotiation improves joint outcomes 
D) a brief telephone call prior to e-negotiation increases trust 
A) a brief,personal disclosure over e-mail increases the likelihood of an impasse 
B) a brief,personal disclosure over e-mail reduces the likelihood of impasse 
C) a brief telephone call prior to e-negotiation improves joint outcomes 
D) a brief telephone call prior to e-negotiation increases trust

Question 10

If a negotiator has less power than the counterparty and an unattractive BATNA,which communication medium might help the less-powerful negotiator claim more resources?

Accepted Answer

A) E-mail 
B) Telephone 
C) Instant messaging 
D) Face-to-face 
A) E-mail 
B) Telephone 
C) Instant messaging 
D) Face-to-face

Question 11

The continuation norm in e-negotiations is best described as:

Accepted Answer

A) the act of thinking about how things might have turned out differently 
B) negotiators' beliefs that negotiations are worth continuing,even if they are heading towards an obvious lose-lose outcome 
C) the tendency for e-communicators to ascribe diabolical intentions to the other party 
D) the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not 
A) the act of thinking about how things might have turned out differently 
B) negotiators' beliefs that negotiations are worth continuing,even if they are heading towards an obvious lose-lose outcome 
C) the tendency for e-communicators to ascribe diabolical intentions to the other party 
D) the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not

Question 12

Which of the following methods is recommended for enhancing technology-mediated negotiations?

Accepted Answer

A) Immediately getting down to business by starting to negotiate 
B) Technology-mediated schmoozing 
C) Initial face-to-face experience 
D) A phone call with the counterparty after an agreement is negotiated 
A) Immediately getting down to business by starting to negotiate 
B) Technology-mediated schmoozing 
C) Initial face-to-face experience 
D) A phone call with the counterparty after an agreement is negotiated

Question 13

The U.S.generation born approximately at the end of the 2nd World War up to 1964 are traditionally called the "Baby Boom" or "Boomer" generation.As negotiators,one of their main beliefs is:

Accepted Answer

A) that personal sacrifice in negotiation is necessary 
B) to avoid direct confrontation - negotiate virtually whenever possible 
C) that everything is negotiable 
D) that a negotiator must set aside their personal interests when negotiating 
A) that personal sacrifice in negotiation is necessary 
B) to avoid direct confrontation - negotiate virtually whenever possible 
C) that everything is negotiable 
D) that a negotiator must set aside their personal interests when negotiating

Question 14

With regard to schmoozing and social interaction in e-negotiations,all of the following are true,except:

Accepted Answer

A) the volume of conversational turn-taking (the back and forth interaction)facilitates trust and rapport 
B) schmoozing involves social interactions that are non task-related 
C) schmoozing is relatively cost-effective (i.e.,does not involve significant amounts of time and money investment) 
D) schmoozing done before negotiations take place is risky and increases the likelihood of an impasse 
A) the volume of conversational turn-taking (the back and forth interaction)facilitates trust and rapport 
B) schmoozing involves social interactions that are non task-related 
C) schmoozing is relatively cost-effective (i.e.,does not involve significant amounts of time and money investment) 
D) schmoozing done before negotiations take place is risky and increases the likelihood of an impasse

Question 15

What information do people primarily rely upon in face-to-face negotiation that makes it such a preferred method of communication?

Accepted Answer

A) The pace of the conversation 
B) Shared interests 
C) The vocabulary used 
D) Nonverbal signals 
A) The pace of the conversation 
B) Shared interests 
C) The vocabulary used 
D) Nonverbal signals

Question 16

Negotiators can make an impact in a negotiation by hand gestures,choices of clothing,jewelry,and seating choice at a table.These impactful behaviors are best known as:

Accepted Answer

A) nonverbal communication 
B) kinetic behavior 
C) emblems 
D) paraverbal behavior 
A) nonverbal communication 
B) kinetic behavior 
C) emblems 
D) paraverbal behavior

Question 17

If a manager wants to assemble a working group for a long,complex negotiation,what is the best communication structure for the team?

Accepted Answer

A) Written communication 
B) Face-to-face,then virtual 
C) Virtual,then face-to-face 
D) Virtual and e-communications exclusively 
A) Written communication 
B) Face-to-face,then virtual 
C) Virtual,then face-to-face 
D) Virtual and e-communications exclusively

Question 18

When it comes to risk taking in negotiation,such as choosing between a risk-averse course of action and a risk-seeking course of action,which of the following statements is most true?

Accepted Answer

A) People are more risk averse when making decisions electronically than face-to-face 
B) People are less risk averse when making decisions electronically than face-to-face 
C) There is no discernable difference in risk-taking behavior between face-to-face interactions versus electronically-mediated groups 
D) People are initially more risk averse when interacting electronically,and then over time,grow to be risk-seeking 
A) People are more risk averse when making decisions electronically than face-to-face 
B) People are less risk averse when making decisions electronically than face-to-face 
C) There is no discernable difference in risk-taking behavior between face-to-face interactions versus electronically-mediated groups 
D) People are initially more risk averse when interacting electronically,and then over time,grow to be risk-seeking

Question 19

Why is face-to-face negotiation the preference of many negotiators? How do generational differences affect a negotiator's choice of communication medium?

Accepted Answer

Face-to-face negotiation is the clear pr

Question 20

In a negotiation situation that has missing or weak social context cues,all of the following are likely to occur except:

Accepted Answer

A) negotiators are less concerned about making a good impression 
B) humorous remarks can be misinterpreted 
C) people feel distant from others and somewhat anonymous 
D) the expression of negative emotions are minimized 
A) negotiators are less concerned about making a good impression 
B) humorous remarks can be misinterpreted 
C) people feel distant from others and somewhat anonymous 
D) the expression of negative emotions are minimized

According to the place-time model of social interaction,______ is the potential information-carrying capacity of social interaction medium.

In terms of information technology and social interaction,the "weak get strong" effect refers to the fact that:

What are some strategies for enhancing technology-mediated negotiations?

Conversational turn-taking makes the process of negotiation seem smoother and more natural,but it also serves an important informational function which is:

Consider the place-time model of social interaction (Exhibits 12-1 and 12-2).Why is face-to-face communication the "richest" mode of communication,and what are some of the inherent advantages to negotiating in a face-to-face fashion?

The ______ is the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not.

How do norms,roles,and status change as a function of interaction via electronic media? What social dynamics come into play when negotiating via technology?

Enhanced e-negotiations are those in which negotiators attempt to personalize or enrich the interaction.All of the following are true with regard to enhancing e-negotiations,except:

If a negotiator has less power than the counterparty and an unattractive BATNA,which communication medium might help the less-powerful negotiator claim more resources?

The continuation norm in e-negotiations is best described as:

Which of the following methods is recommended for enhancing technology-mediated negotiations?

The U.S.generation born approximately at the end of the 2^nd World War up to 1964 are traditionally called the "Baby Boom" or "Boomer" generation.As negotiators,one of their main beliefs is:

With regard to schmoozing and social interaction in e-negotiations,all of the following are true,except:

What information do people primarily rely upon in face-to-face negotiation that makes it such a preferred method of communication?

Negotiators can make an impact in a negotiation by hand gestures,choices of clothing,jewelry,and seating choice at a table.These impactful behaviors are best known as:

If a manager wants to assemble a working group for a long,complex negotiation,what is the best communication structure for the team?

When it comes to risk taking in negotiation,such as choosing between a risk-averse course of action and a risk-seeking course of action,which of the following statements is most true?

Why is face-to-face negotiation the preference of many negotiators? How do generational differences affect a negotiator's choice of communication medium?

In a negotiation situation that has missing or weak social context cues,all of the following are likely to occur except:

Negotiation: The Mind and Heart

What to Do Before Negotiation

Distributive Negotiations

Win-Win Negotiation

Developing a Negotiation Style 1

Establishing Trust and Building a Relationship

Power,persuasion,and Ethics

Creativity and Problem Solving in Negotiations

Multiple Parties, coalitions, and Teams

Cross-Cultural Negotiation

Social Dilemmas

Filters

Exam 12: Negotiating Via Information Technology

According to the place-time model of social interaction,______ is the potential information-carrying capacity of social interaction medium.

In terms of information technology and social interaction,the "weak get strong" effect refers to the fact that:

What are some strategies for enhancing technology-mediated negotiations?

Conversational turn-taking makes the process of negotiation seem smoother and more natural,but it also serves an important informational function which is:

Consider the place-time model of social interaction (Exhibits 12-1 and 12-2).Why is face-to-face communication the "richest" mode of communication,and what are some of the inherent advantages to negotiating in a face-to-face fashion?

The ______ is the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not.

How do norms,roles,and status change as a function of interaction via electronic media? What social dynamics come into play when negotiating via technology?

Enhanced e-negotiations are those in which negotiators attempt to personalize or enrich the interaction.All of the following are true with regard to enhancing e-negotiations,except:

If a negotiator has less power than the counterparty and an unattractive BATNA,which communication medium might help the less-powerful negotiator claim more resources?

The continuation norm in e-negotiations is best described as:

Which of the following methods is recommended for enhancing technology-mediated negotiations?

The U.S.generation born approximately at the end of the 2nd World War up to 1964 are traditionally called the "Baby Boom" or "Boomer" generation.As negotiators,one of their main beliefs is:

With regard to schmoozing and social interaction in e-negotiations,all of the following are true,except:

What information do people primarily rely upon in face-to-face negotiation that makes it such a preferred method of communication?

Negotiators can make an impact in a negotiation by hand gestures,choices of clothing,jewelry,and seating choice at a table.These impactful behaviors are best known as:

If a manager wants to assemble a working group for a long,complex negotiation,what is the best communication structure for the team?

When it comes to risk taking in negotiation,such as choosing between a risk-averse course of action and a risk-seeking course of action,which of the following statements is most true?

Why is face-to-face negotiation the preference of many negotiators? How do generational differences affect a negotiator's choice of communication medium?

In a negotiation situation that has missing or weak social context cues,all of the following are likely to occur except:

Negotiation: The Mind and Heart

What to Do Before Negotiation

Distributive Negotiations

Win-Win Negotiation

Developing a Negotiation Style 1

Establishing Trust and Building a Relationship

Power,persuasion,and Ethics

Creativity and Problem Solving in Negotiations

Multiple Parties, coalitions, and Teams

Cross-Cultural Negotiation

Social Dilemmas

Filters

The U.S.generation born approximately at the end of the 2^nd World War up to 1964 are traditionally called the "Baby Boom" or "Boomer" generation.As negotiators,one of their main beliefs is: