Question 1

What are some of the techniques for enhancing creative negotiation agreements?

Accepted Answer

Techniques for improving the quality of negotiated agreements are: negotiation skills experience and training,bilateral or unilateral training,feedback,learning or performance goals,analogical reasoning,counter-factual reflection,incubation,using the rational problem-solving model,brainstorming,deductive reasoning,and inductive reasoning.

Question 2

What are some of the threats to effective problem solving and creativity in negotiation?

Accepted Answer

A variety of human biases and shortcomings threaten people's ability to think creatively.A key first step to preventing these biases is an awareness of their existence.Those biases include: the inert knowledge problem,the availability heuristic,representativeness,anchoring and adjustment,unwarranted causation,belief perseverance,illusory correlation,belief in a just world,the hindsight bias,functional fixedness,the set effect,selective attention,overconfidence in one's abilities,and the limits of short-term memory.

Question 3

What are some of the fundamental concerns related to the anchoring and adjustment process in negotiation?

Accepted Answer

Some of the fundamental concerns related to the anchoring and adjustment process are: (1)the anchors we use to make such judgments are often arbitrary (oftentimes,anchors are selected on the basis of their temporal proximity,not their relevance to the judgment in question),(2)we tend to make insufficient adjustments away from the anchor.

Question 4

Which mental model of negotiation focuses on the collaborative or cooperative aspects of the negotiation task and involves a great deal of creativity,reframing,and out-of-the-box thinking?

Accepted Answer

A) Cost-benefit analysis model 
B) Haggling model 
C) Problem solving model 
D) Game playing model 
A) Cost-benefit analysis model 
B) Haggling model 
C) Problem solving model 
D) Game playing model

Question 5

In order for contingency contracts to be viable and useful in negotiation,they must:

Accepted Answer

A) accurately predict the future 
B) apply to the present interaction,not related to a future interaction 
C) have a high degree of clarity and measurability 
D) involve three or more parties in the contract 
A) accurately predict the future 
B) apply to the present interaction,not related to a future interaction 
C) have a high degree of clarity and measurability 
D) involve three or more parties in the contract

Question 6

With regard to improving one's negotiation performance via training and experience,which of the following statements is most true?

Accepted Answer

A) Lecture or didactic feedback results in the best performance 
B) Observational learning and analogical learning both lead to improved performance 
C) Delaying feedback for a short period of time results in improved performance 
D) Qualitative feedback is superior to quantitative feedback for improving performance 
A) Lecture or didactic feedback results in the best performance 
B) Observational learning and analogical learning both lead to improved performance 
C) Delaying feedback for a short period of time results in improved performance 
D) Qualitative feedback is superior to quantitative feedback for improving performance

Question 7

Of the different techniques that can remedy threats to problem solving and enhance creativity in negotiation,what is the most effective means of improving a negotiator's ability to reach win-win agreements?

Accepted Answer

A) Threats of disciplinary actions unless improvements in negotiated outcomes are seen 
B) Overconfidence 
C) Hindsight 
D) Training programs 
A) Threats of disciplinary actions unless improvements in negotiated outcomes are seen 
B) Overconfidence 
C) Hindsight 
D) Training programs

Question 8

One psychological bias that can lead to faulty judgments in negotiation is the ______ ,which refers to the fact that most people think others agree with them more than is actually the case.

Accepted Answer

A) even-split ploy 
B) false consensus effect 
C) hindsight bias 
D) illusory correlation 
A) even-split ploy 
B) false consensus effect 
C) hindsight bias 
D) illusory correlation

Question 9

When it comes to learning,negotiators often fail to apply knowledge from past situations to the present problem.Which of the following scenarios best illustrates the inert knowledge problem?

Accepted Answer

A) A manager is confronted with a new business challenge and consults her knowledge base from previous problems in an attempt to see which past problem solving strategy might be useful in solving the current challenge. 
B) A businessman cannot make up his mind about which machine to purchase for his factory 
C) A salesperson,when confronted by a problem with a customer order,cannot remember a similar,previous situation that was in a different context 
D) A manager cannot remember the terms of an agreement made with their client and calls a co-worker to find out that information 
A) A manager is confronted with a new business challenge and consults her knowledge base from previous problems in an attempt to see which past problem solving strategy might be useful in solving the current challenge. 
B) A businessman cannot make up his mind about which machine to purchase for his factory 
C) A salesperson,when confronted by a problem with a customer order,cannot remember a similar,previous situation that was in a different context 
D) A manager cannot remember the terms of an agreement made with their client and calls a co-worker to find out that information

Question 10

A major obstacle to reaching integrative negotiation agreements is negotiators' beliefs about the outcome of some future event.A _______ is a type of agreement in which parties leverage differences of opinion to form an integrative agreement.

Accepted Answer

A) speculative agreement 
B) contingency contract 
C) compromise contract 
D) fixed contract 
A) speculative agreement 
B) contingency contract 
C) compromise contract 
D) fixed contract

Question 11

Often,it is not possible for negotiators to find a compromise solution; expanding the pie does not work,and neither party can get what he or she wants in a tradeoff.A _____ solution creates new alternatives that can meet both parties' underlying interests.

Accepted Answer

A) cost cutting 
B) bridging 
C) offer pattern 
D) even-split 
A) cost cutting 
B) bridging 
C) offer pattern 
D) even-split

Question 12

What bias accounts for the tendency of negotiators to think that integrative agreements are obvious after the fact,but fail to see them when encountering a novel negotiation?

Accepted Answer

A) The hindsight bias 
B) Functional fixedness 
C) The set effect 
D) Negative transfer 
A) The hindsight bias 
B) Functional fixedness 
C) The set effect 
D) Negative transfer

Question 13

Of the different ways that a negotiation agreement can be reached using a creative approach,the _______ approach awards one of the negotiating parties by some method that was initially outside the bounds of the negotiation.

Accepted Answer

A) the agreement bias 
B) nonspecific compensation 
C) circular logrolling 
D) information pooling 
A) the agreement bias 
B) nonspecific compensation 
C) circular logrolling 
D) information pooling

Question 14

Negotiators who desire to have a successful brainstorming session should follow several rules,including the _____ ___ rule,which specifies that members of the group should try to modify and extend the ideas suggested by other members of the group.

Accepted Answer

A) quantity 
B) building 
C) expressiveness 
D) non-evaluation 
A) quantity 
B) building 
C) expressiveness 
D) non-evaluation

Question 15

What technique decreases the inert knowledge problem in negotiation and increases people's ability to transfer knowledge they possess when faced with a situation that could potentially benefit from that knowledge?

Accepted Answer

A) Compare multiple examples that all illustrate a similar idea or strategy 
B) Use trial and error to gradually find elements that work 
C) Persevere through failure to eventually come to the right solution 
D) Increase group size 
A) Compare multiple examples that all illustrate a similar idea or strategy 
B) Use trial and error to gradually find elements that work 
C) Persevere through failure to eventually come to the right solution 
D) Increase group size

Question 16

There is a lot of information to process in a negotiation,but negotiators can only process some of this information.Selective attention can threaten effective problem solving and creativity,as it is estimated that we perceive about ___% of all information in our visual field.

Accepted Answer

A) 99% 
B) 60% 
C) 20.5% 
D) 1% 
A) 99% 
B) 60% 
C) 20.5% 
D) 1%

Question 17

The availability heuristic is a cognitive bias that can affect the accuracy of negotiators' judgments.Which of the following best describes the availability heuristic?

Accepted Answer

A) Doing something for the counterparty and the counterparty immediately reciprocates 
B) Overestimating the type or number of people in a certain category because it is easier to bring instances of this group or category of people to mind. 
C) Describing some occurrence in vivid detail,even if it is an exceptional occurrence 
D) Examining other procedures or alternatives without regard to whether they are available 
A) Doing something for the counterparty and the counterparty immediately reciprocates 
B) Overestimating the type or number of people in a certain category because it is easier to bring instances of this group or category of people to mind. 
C) Describing some occurrence in vivid detail,even if it is an exceptional occurrence 
D) Examining other procedures or alternatives without regard to whether they are available

Question 18

Of the different types of mental models that guide behavior in negotiation,the most common type of model is the _____,and is based on the cognitive bias called the ________.

Accepted Answer

A) partnership model ; hindsight bias 
B) problem solving model ; surface level transfer 
C) haggling model ; fixed-pie perception 
D) game-playing model ; representativeness heuristic 
A) partnership model ; hindsight bias 
B) problem solving model ; surface level transfer 
C) haggling model ; fixed-pie perception 
D) game-playing model ; representativeness heuristic

Question 19

A businessperson calculates the odds of every purchase decision in order to maximize returns on an investment.Which of the following mental models is this businessperson using?

Accepted Answer

A) Cost-benefit analysis model 
B) Problem solving model 
C) Haggling model 
D) Game playing model 
A) Cost-benefit analysis model 
B) Problem solving model 
C) Haggling model 
D) Game playing model

Question 20

Considering the variety of creative techniques for reaching an integrative negotiation agreement,which of the following refers to a cost-cutting solution?

Accepted Answer

A) Adding a string of benefits to a small initial offer 
B) One party getting preferred terms on one issue in exchange for reducing the costs incurred by the counterparty 
C) Reducing the size of concessions 
D) Each party lowering their aspirations on issues that are of less interest to them 
A) Adding a string of benefits to a small initial offer 
B) One party getting preferred terms on one issue in exchange for reducing the costs incurred by the counterparty 
C) Reducing the size of concessions 
D) Each party lowering their aspirations on issues that are of less interest to them

What are some of the techniques for enhancing creative negotiation agreements?

What are some of the threats to effective problem solving and creativity in negotiation?

What are some of the fundamental concerns related to the anchoring and adjustment process in negotiation?

Which mental model of negotiation focuses on the collaborative or cooperative aspects of the negotiation task and involves a great deal of creativity,reframing,and out-of-the-box thinking?

In order for contingency contracts to be viable and useful in negotiation,they must:

With regard to improving one's negotiation performance via training and experience,which of the following statements is most true?

Of the different techniques that can remedy threats to problem solving and enhance creativity in negotiation,what is the most effective means of improving a negotiator's ability to reach win-win agreements?

One psychological bias that can lead to faulty judgments in negotiation is the ______ ,which refers to the fact that most people think others agree with them more than is actually the case.

When it comes to learning,negotiators often fail to apply knowledge from past situations to the present problem.Which of the following scenarios best illustrates the inert knowledge problem?

A major obstacle to reaching integrative negotiation agreements is negotiators' beliefs about the outcome of some future event.A _______ is a type of agreement in which parties leverage differences of opinion to form an integrative agreement.

Often,it is not possible for negotiators to find a compromise solution; expanding the pie does not work,and neither party can get what he or she wants in a tradeoff.A _____ solution creates new alternatives that can meet both parties' underlying interests.

What bias accounts for the tendency of negotiators to think that integrative agreements are obvious after the fact,but fail to see them when encountering a novel negotiation?

Of the different ways that a negotiation agreement can be reached using a creative approach,the _______ approach awards one of the negotiating parties by some method that was initially outside the bounds of the negotiation.

Negotiators who desire to have a successful brainstorming session should follow several rules,including the ___ _ rule,which specifies that members of the group should try to modify and extend the ideas suggested by other members of the group.

What technique decreases the inert knowledge problem in negotiation and increases people's ability to transfer knowledge they possess when faced with a situation that could potentially benefit from that knowledge?

There is a lot of information to process in a negotiation,but negotiators can only process some of this information.Selective attention can threaten effective problem solving and creativity,as it is estimated that we perceive about ___% of all information in our visual field.

The availability heuristic is a cognitive bias that can affect the accuracy of negotiators' judgments.Which of the following best describes the availability heuristic?

Of the different types of mental models that guide behavior in negotiation,the most common type of model is the _,and is based on the cognitive bias called the ____.

A businessperson calculates the odds of every purchase decision in order to maximize returns on an investment.Which of the following mental models is this businessperson using?

Considering the variety of creative techniques for reaching an integrative negotiation agreement,which of the following refers to a cost-cutting solution?

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

Multiple Parties, coalitions, and Teams

Cross-Cultural Negotiation

Social Dilemmas

Negotiating Via Information Technology

Filters

Exam 8: Creativity and Problem Solving in Negotiations

What are some of the techniques for enhancing creative negotiation agreements?

What are some of the threats to effective problem solving and creativity in negotiation?

What are some of the fundamental concerns related to the anchoring and adjustment process in negotiation?

Which mental model of negotiation focuses on the collaborative or cooperative aspects of the negotiation task and involves a great deal of creativity,reframing,and out-of-the-box thinking?

In order for contingency contracts to be viable and useful in negotiation,they must:

With regard to improving one's negotiation performance via training and experience,which of the following statements is most true?

Of the different techniques that can remedy threats to problem solving and enhance creativity in negotiation,what is the most effective means of improving a negotiator's ability to reach win-win agreements?

One psychological bias that can lead to faulty judgments in negotiation is the ______ ,which refers to the fact that most people think others agree with them more than is actually the case.

When it comes to learning,negotiators often fail to apply knowledge from past situations to the present problem.Which of the following scenarios best illustrates the inert knowledge problem?

A major obstacle to reaching integrative negotiation agreements is negotiators' beliefs about the outcome of some future event.A _______ is a type of agreement in which parties leverage differences of opinion to form an integrative agreement.

Often,it is not possible for negotiators to find a compromise solution; expanding the pie does not work,and neither party can get what he or she wants in a tradeoff.A _____ solution creates new alternatives that can meet both parties' underlying interests.

What bias accounts for the tendency of negotiators to think that integrative agreements are obvious after the fact,but fail to see them when encountering a novel negotiation?

Of the different ways that a negotiation agreement can be reached using a creative approach,the _______ approach awards one of the negotiating parties by some method that was initially outside the bounds of the negotiation.

Negotiators who desire to have a successful brainstorming session should follow several rules,including the _____ ___ rule,which specifies that members of the group should try to modify and extend the ideas suggested by other members of the group.

What technique decreases the inert knowledge problem in negotiation and increases people's ability to transfer knowledge they possess when faced with a situation that could potentially benefit from that knowledge?

There is a lot of information to process in a negotiation,but negotiators can only process some of this information.Selective attention can threaten effective problem solving and creativity,as it is estimated that we perceive about ___% of all information in our visual field.

The availability heuristic is a cognitive bias that can affect the accuracy of negotiators' judgments.Which of the following best describes the availability heuristic?

Of the different types of mental models that guide behavior in negotiation,the most common type of model is the _____,and is based on the cognitive bias called the ________.

A businessperson calculates the odds of every purchase decision in order to maximize returns on an investment.Which of the following mental models is this businessperson using?

Considering the variety of creative techniques for reaching an integrative negotiation agreement,which of the following refers to a cost-cutting solution?

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

Multiple Parties, coalitions, and Teams

Cross-Cultural Negotiation

Social Dilemmas

Negotiating Via Information Technology

Filters

Negotiators who desire to have a successful brainstorming session should follow several rules,including the ___ _ rule,which specifies that members of the group should try to modify and extend the ideas suggested by other members of the group.

Of the different types of mental models that guide behavior in negotiation,the most common type of model is the _,and is based on the cognitive bias called the ____.