Question 1

Which of the following is generally true with regard to coalitions in negotiation?

Accepted Answer

A) All parties' interests are perfectly aligned 
B) Members of the coalition cooperate to gain an advantage in the larger group,but compete with one another over the division of resources 
C) Members of the coalition compete with one another to gain advantage in the larger group,but cooperate with one another when dividing resources 
D) Members use circular tradeoffs with the larger group and reciprocal tradeoffs among coalition members 
A) All parties' interests are perfectly aligned 
B) Members of the coalition cooperate to gain an advantage in the larger group,but compete with one another over the division of resources 
C) Members of the coalition compete with one another to gain advantage in the larger group,but cooperate with one another when dividing resources 
D) Members use circular tradeoffs with the larger group and reciprocal tradeoffs among coalition members B

Question 2

What advantages can be realized by using agents to represent one's interests?

Accepted Answer

Several advantages can be realized by using agents to represent one's interests.First,agents usually have more expertise in the negotiation process.Second,agents may have more information than the principal about certain areas of expertise.Third,agents have access to networks of people and may have special influence in some situations.Fourth,agents can provide emotional detachment and tactical flexibility.Fifth,because an agent does not have the authority to make or accept offers,a principal can control the offers made or accepted by proxy.Finally,agents can provide a face-saving buffer for principals.

Question 3

A multi-party negotiation is formed when three or more individuals attempt to resolve perceived differences of interest.A key difference between two-party and multi-party negotiations is:

Accepted Answer

A) faster information sharing in multiparty negotiations 
B) equalization of outcomes in multiparty negotiations 
C) more accurate judgments in multiparty negotiations 
D) the potential for a subset of members to form a coalition in multiparty negotiation 
A) faster information sharing in multiparty negotiations 
B) equalization of outcomes in multiparty negotiations 
C) more accurate judgments in multiparty negotiations 
D) the potential for a subset of members to form a coalition in multiparty negotiation D

Question 4

There are several advantages of working with an agent in a negotiation.In most principal-agent relationships,an agent's authority is limited with respect to:

Accepted Answer

A) making concessions or agreements 
B) joining professional affiliations 
C) providing a buffer zone 
D) targeting key strategies 
A) making concessions or agreements 
B) joining professional affiliations 
C) providing a buffer zone 
D) targeting key strategies

Question 5

Negotiators may need to communicate with another person in the presence of someone who should not understand their message.Ideally,the negotiator wants to communicate information to his or her group in a way that the counterparty does not understand or make the group aware that a surreptitious communication is taking place.This communication situation is called the:

Accepted Answer

A) hidden table 
B) multiple audience problem 
C) questionable ethics problem 
D) passive misrepresentation 
A) hidden table 
B) multiple audience problem 
C) questionable ethics problem 
D) passive misrepresentation

Question 6

When negotiators arrange to have their preferred alternatives entered at later stages of a sequential voting process,what psychological principle are they taking advantage of?

Accepted Answer

A) Majority rule - all individual votes count by the same weight 
B) In-Group bias - a pattern of favoring members of one's in-group over out-group members 
C) Impossibility theorem - the derivation of group preference from individual's preferences is indeterminate 
D) Condorcet paradox - the winners of majority rule elections will change as function of the order in which the alternatives are proposed 
A) Majority rule - all individual votes count by the same weight 
B) In-Group bias - a pattern of favoring members of one's in-group over out-group members 
C) Impossibility theorem - the derivation of group preference from individual's preferences is indeterminate 
D) Condorcet paradox - the winners of majority rule elections will change as function of the order in which the alternatives are proposed

Question 7

Groups tend not to make many proposals and explore options or alternatives in a systematic fashion in negotiations.What problem does this exemplify?

Accepted Answer

A) Information pooling 
B) Condorcet paradox 
C) Tunnel vision 
D) Naïve realism 
A) Information pooling 
B) Condorcet paradox 
C) Tunnel vision 
D) Naïve realism

Question 8

What are some of the problems with voting,specifically with majority rule? Consider the example in Exhibit 9-3.Explain the theorem underlying the problem these voters faced?

Accepted Answer

A number of problems are associated with

Question 9

Which of the following statements is true about unanimity rule in negotiations?

Accepted Answer

A) It is time consuming and it encourages group members to consider creative alternatives to expand the size of the pie 
B) It allows individuals to express their preferences to the group 
C) It fosters the development of mutually beneficial trade-offs 
D) Voting by the unanimity rule eliminates all conflicts of interest 
A) It is time consuming and it encourages group members to consider creative alternatives to expand the size of the pie 
B) It allows individuals to express their preferences to the group 
C) It fosters the development of mutually beneficial trade-offs 
D) Voting by the unanimity rule eliminates all conflicts of interest

Question 10

With regard to combining members' preferences to reach a consensus,the impossibility theorem states that:

Accepted Answer

A) there is not a best way to derive a group's preference from combining individual preferences 
B) there is not a best way to derive individual preferences from analyzing a group's overall preference 
C) groups take much longer to reach agreement than two-party negotiations 
D) groups often fail to see a positive bargaining zone when it actually exists 
A) there is not a best way to derive a group's preference from combining individual preferences 
B) there is not a best way to derive individual preferences from analyzing a group's overall preference 
C) groups take much longer to reach agreement than two-party negotiations 
D) groups often fail to see a positive bargaining zone when it actually exists

Question 11

Regarding trust and temptation in coalitions,what is meant by the term,coalitional integrity?

Accepted Answer

A) Group members shouldn't form coalitions too early in the negotiation process,before they can find out which group members behave without integrity 
B) Coalition members should always be truthful with one another regarding their individual opinions 
C) When a new coalit ion structure forms that offers greater gain to members,coalition me mbers often stay with their current coalition 
D) Agreements made amongst coalition members are full of integrity 
A) Group members shouldn't form coalitions too early in the negotiation process,before they can find out which group members behave without integrity 
B) Coalition members should always be truthful with one another regarding their individual opinions 
C) When a new coalit ion structure forms that offers greater gain to members,coalition me mbers often stay with their current coalition 
D) Agreements made amongst coalition members are full of integrity

Question 12

Agents have an incentive to make transactions happen and are motivated to apply pressure to whomever is motivated to reach a deal.Therefore a key challenge of working with agents is that:

Accepted Answer

A) the agent has limited authority to offer price reductions 
B) the emotional detachment and tactical flexibility provided by an agent may make it hard for the counterparty to infer the principal's interests 
C) an agent's incentives are not perfectly aligned with the principal's 
D) the agent doesn't act as a face-saving buffer for the principal 
A) the agent has limited authority to offer price reductions 
B) the emotional detachment and tactical flexibility provided by an agent may make it hard for the counterparty to infer the principal's interests 
C) an agent's incentives are not perfectly aligned with the principal's 
D) the agent doesn't act as a face-saving buffer for the principal

Question 13

When a group member votes for their least-preferred option to ensure that their preferred strategy is not eliminated in the first round of voting,what is that group member doing?

Accepted Answer

A) Horizon thinking 
B) Information pooling 
C) Strategically misrepresenting preferences 
D) They are under the influence of the agreement bias 
A) Horizon thinking 
B) Information pooling 
C) Strategically misrepresenting preferences 
D) They are under the influence of the agreement bias

Question 14

Sometimes,negotiators hire agents to act on their behalf in negotiations.In a study of home buyers and sellers,home selling prices were highest when the agent knew only:

Accepted Answer

A) the seller's reservation price 
B) the buyer's reservation price 
C) the seller's time constraints 
D) the buyer's time constraints 
A) the seller's reservation price 
B) the buyer's reservation price 
C) the seller's time constraints 
D) the buyer's time constraints

Question 15

Consider a multiparty negotiating situation.How does the tradeoff strategy of circular logrolling work?

Accepted Answer

A) Negotiators each give and exchange resources with each other 
B) Each group member offers a counterparty member a concession on one issue while receiving a concession from a different group member on a different issue 
C) One party gives a concession and receives a cash bond from another party 
D) Tradeoffs are all presented at once and each member gets to select which ones work best for them 
A) Negotiators each give and exchange resources with each other 
B) Each group member offers a counterparty member a concession on one issue while receiving a concession from a different group member on a different issue 
C) One party gives a concession and receives a cash bond from another party 
D) Tradeoffs are all presented at once and each member gets to select which ones work best for them

Question 16

In a group negotiation,people often need to vote to make decisions.Strategic voting misrepresentation refers to:

Accepted Answer

A) members of coalitions pressuring individuals to vote for a particular choice 
B) group members taking votes when the timing is right for them to prevail 
C) group members not counting certain votes that have been legitimately submitted 
D) group members not always voting based upon their actual preferences 
A) members of coalitions pressuring individuals to vote for a particular choice 
B) group members taking votes when the timing is right for them to prevail 
C) group members not counting certain votes that have been legitimately submitted 
D) group members not always voting based upon their actual preferences

Question 17

What are some interpersonal strategies for effectively navigating coalitions?

Accepted Answer

Some interpersonal strategies for effect

Question 18

Often there are power differences in group negotiation.Unbalanced power relationships can produce:

Accepted Answer

A) less coalitions defecting from the larger group 
B) fewer integrative agreements 
C) a reduced likelihood of a bargaining impasse 
D) less competitive behavior 
A) less coalitions defecting from the larger group 
B) fewer integrative agreements 
C) a reduced likelihood of a bargaining impasse 
D) less competitive behavior

Question 19

When a negotiating party is embedded within an organization,several peripheral players may have an indirect stake in the outcome.A _______ is on the same side of the negotiation table as the principal but exerts an independent influence on the outcome through the principal.

Accepted Answer

A) common-identity group 
B) coalition 
C) common-bond group 
D) constituent 
A) common-identity group 
B) coalition 
C) common-bond group 
D) constituent

Question 20

What are the key challenges of multiparty negotiations?

Accepted Answer

Some of the key challenges of multiparty

Which of the following is generally true with regard to coalitions in negotiation?

What advantages can be realized by using agents to represent one's interests?

A multi-party negotiation is formed when three or more individuals attempt to resolve perceived differences of interest.A key difference between two-party and multi-party negotiations is:

There are several advantages of working with an agent in a negotiation.In most principal-agent relationships,an agent's authority is limited with respect to:

When negotiators arrange to have their preferred alternatives entered at later stages of a sequential voting process,what psychological principle are they taking advantage of?

Groups tend not to make many proposals and explore options or alternatives in a systematic fashion in negotiations.What problem does this exemplify?

What are some of the problems with voting,specifically with majority rule? Consider the example in Exhibit 9-3.Explain the theorem underlying the problem these voters faced?

Which of the following statements is true about unanimity rule in negotiations?

With regard to combining members' preferences to reach a consensus,the impossibility theorem states that:

Regarding trust and temptation in coalitions,what is meant by the term,coalitional integrity?

Agents have an incentive to make transactions happen and are motivated to apply pressure to whomever is motivated to reach a deal.Therefore a key challenge of working with agents is that:

When a group member votes for their least-preferred option to ensure that their preferred strategy is not eliminated in the first round of voting,what is that group member doing?

Sometimes,negotiators hire agents to act on their behalf in negotiations.In a study of home buyers and sellers,home selling prices were highest when the agent knew only:

Consider a multiparty negotiating situation.How does the tradeoff strategy of circular logrolling work?

In a group negotiation,people often need to vote to make decisions.Strategic voting misrepresentation refers to:

What are some interpersonal strategies for effectively navigating coalitions?

Often there are power differences in group negotiation.Unbalanced power relationships can produce:

When a negotiating party is embedded within an organization,several peripheral players may have an indirect stake in the outcome.A _______ is on the same side of the negotiation table as the principal but exerts an independent influence on the outcome through the principal.

What are the key challenges of multiparty negotiations?

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

Cross-Cultural Negotiation

Social Dilemmas

Negotiating Via Information Technology

Filters

Exam 9: Multiple Parties, coalitions, and Teams

Which of the following is generally true with regard to coalitions in negotiation?

What advantages can be realized by using agents to represent one's interests?

A multi-party negotiation is formed when three or more individuals attempt to resolve perceived differences of interest.A key difference between two-party and multi-party negotiations is:

There are several advantages of working with an agent in a negotiation.In most principal-agent relationships,an agent's authority is limited with respect to:

When negotiators arrange to have their preferred alternatives entered at later stages of a sequential voting process,what psychological principle are they taking advantage of?

Groups tend not to make many proposals and explore options or alternatives in a systematic fashion in negotiations.What problem does this exemplify?

What are some of the problems with voting,specifically with majority rule? Consider the example in Exhibit 9-3.Explain the theorem underlying the problem these voters faced?

Which of the following statements is true about unanimity rule in negotiations?

With regard to combining members' preferences to reach a consensus,the impossibility theorem states that:

Regarding trust and temptation in coalitions,what is meant by the term,coalitional integrity?

Agents have an incentive to make transactions happen and are motivated to apply pressure to whomever is motivated to reach a deal.Therefore a key challenge of working with agents is that:

When a group member votes for their least-preferred option to ensure that their preferred strategy is not eliminated in the first round of voting,what is that group member doing?

Sometimes,negotiators hire agents to act on their behalf in negotiations.In a study of home buyers and sellers,home selling prices were highest when the agent knew only:

Consider a multiparty negotiating situation.How does the tradeoff strategy of circular logrolling work?

In a group negotiation,people often need to vote to make decisions.Strategic voting misrepresentation refers to:

What are some interpersonal strategies for effectively navigating coalitions?

Often there are power differences in group negotiation.Unbalanced power relationships can produce:

When a negotiating party is embedded within an organization,several peripheral players may have an indirect stake in the outcome.A _______ is on the same side of the negotiation table as the principal but exerts an independent influence on the outcome through the principal.

What are the key challenges of multiparty negotiations?

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

Cross-Cultural Negotiation

Social Dilemmas

Negotiating Via Information Technology

Filters