Deck 9: Multiple Parties,Coalitions,and Teams

Question 1

Which of the following is most likely to be a key difference between two-party and group negotiations?

A) decreased size of the bargaining zone
B) possibility of forming a coalition
C) increased use of power tactics during the negotiation
D) increased use of integrative bargaining strategies

Answer 1

B

Question 2

Majority rule hinders the development of mutually beneficial trade-offs.

Answer 2

True

Question 3

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.

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

Answer 3

A

Question 4

Common-identity groups are composed of members who are attracted to particular members in the group.

Question 5

The ________ states that the derivation of group preference from individual preference is indeterminate.

A) anchoring bias
B) impossibility theorem
C) Condorcet paradox
D) bandwagon effect

Question 6

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?

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 7

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?

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

Question 8

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

Question 9

Within groups that demonstrate pro-self motives,majority rule leads to more integrative and less distributive behavior.

Question 10

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

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 11

The team halo effect refers to the fact that teams tend not to be blamed for their failures as much as do individuals.

Question 12

In a multiparty negotiation,the weak group members can obtain a greater share of resources by ________.

A) using sequential bargaining
B) revealing their reservation points
C) using the rights-based approach
D) uniting to form a coalition

Question 13

The most common procedure used to aggregate preferences of team members is ________.

A) circular logrolling
B) concurrent controlling
C) reciprocal logrolling
D) majority rule

Question 14

Consensus agreements do not imply unanimity.

Question 15

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

Question 16

Reciprocal trade-offs are more risky than circular tradeoffs.

Question 17

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

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.

Question 18

Brainwriting capitalizes on the fact that individuals are better at generating ideas but groups are superior in terms of evaluating ideas.

Question 19

Voting in combination with other decision aids,such as agendas,may be especially detrimental to the attainment of efficient outcomes because it ________.

A) takes longer for parties to reach agreements
B) fails to recognize the strength of individual preferences
C) does not promote integrative tradeoffs among issues
D) prevents participants from logrolling

Question 20

Groups should aim to maximize agreement bias and use sequential bargaining.

Question 21

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.

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

Question 22

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 ________.

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

Question 23

Which of the following is an advantage of using agents?

A) It increases your control over the process of negotiation.
B) It decreases the problems of communication distortion.
C) Use of agents increases the size of the bargaining zone.
D) Agents usually have more expertise in the negotiation process.

Question 24

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

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 25

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

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 26

During a multiparty negotiation,a few members of the group form a coalition.Some of those who are not part of the coalition try to persuade coalition members to leave,while the leaders of the coalition look for ways to keep it together.Which of the following is most likely to ensure that the coalition remains intact?

A) avoid using brainwriting or solitary brainstorming
B) ensure that negotiation employs sequential bargaining
C) ensure that the plan for distribution of resources is fair
D) prioritize reaching an agreement bias in the coalition

Question 27

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

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

Question 28

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?

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 29

In a negotiation,________ comprise the primary relationship in the negotiation.

A) the principals and their constituents
B) the negotiators and their superiors
C) the negotiators at the bargaining table
D) the principals and their agents

Question 30

Message tuning refers to ________.

A) how the communication media is altered to prevent the interference of noise
B) the process of decoding the message at the receiver's end
C) how senders tailor messages for specific recipients
D) the process of generating feedback for the message

Question 31

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.

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

Question 32

Bernard is a marketing manager at Apex Inc.His team is developing a marketing strategy for launching a new product.Bernard knows that most groups suggest fewer and lower-quality ideas than do individuals thinking independently.So he asks his team members to write down their ideas independently and later,when the group meets,they share those ideas.Which of the following strategies is Bernard using in this case?

A) the Delphi technique
B) brainwriting
C) the GRIT model
D) circular logrolling

Question 33

During a multiparty negotiation,the negotiators involved in the negotiation are not able to take a decision.To break the stalemate,they opt for sequential voting.One of the negotiators,Ted,arranges to have his preferred alternatives entered during the later stages of the sequential voting process because he knows that the alternatives that are proposed later,as opposed to earlier,are more likely to survive sequential voting.Which of the following concepts is Ted using?

A) the impossibility theorem
B) the Condorcet paradox
C) the curse of knowledge
D) the framing effect

Question 34

In the context of the principal-agent negotiation,which of the following statements is true regarding agents?

A) Agents usually have less expertise in the negotiation process.
B) Agents can provide emotional detachment and tactical flexibility.
C) Agents decrease the likelihood of reaching an impasse.
D) The use of agents expands the zone of possible agreement.

Question 35

During a negotiation,you feel that your group members are underestimating the number of feasible options available.You ask group members how many feasible agreements they think are possible.On average,people estimate that three feasible agreements are possible but you know that there are around 20 feasible outcomes.Based on this example you conclude that the group is experiencing the problem of ________.

A) tunnel vision
B) framing effect
C) curse of knowledge
D) bandwagon effect

Question 36

You want to buy a house and you appoint an agent to help you get a good deal.In order to work effectively with this agent,you should ________.

A) reveal your BATNA to the agent to ensure better clarity
B) ensure that your agent is emotionally invested in your search
C) avoid asking your agent about the exit clause and plans
D) ask the agent about key strategies for targeting opportunities

Question 37

In the case of a negotiation,the term 'second table' refers to the relationship between ________.

A) the principals and the agents
B) the agents and the clients
C) the agents and the constituents
D) the principals and the constituents

Question 38

Full-group communication ________.

A) minimizes perceptions of competition
B) is less time-consuming
C) reduces equality of group members' outcomes
D) decreases joint profitability

Question 39

A(n)________ is on the "same side" as a principal but exerts an independent influence on the outcome through the principal.

A) agent
B) constituent
C) boundary spanner
D) founder

Question 40

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

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 41

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

Question 42

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

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 43

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

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 44

Discuss the disadvantages of majority rule.

Question 45

Common-bond groups are composed of members who ________.

A) are attracted to the group
B) are privy to certain special information
C) want to achieve a common goal
D) are attracted to particular members in the group

Question 46

The goals of this strategy are to increase communication and reciprocity between groups while reducing mistrust,thereby allowing for deescalation of hostility and creation of a greater array of possible outcomes.Identify the strategy in the discussion.

A) GRIT model
B) blue ocean strategy
C) porter's diamond model
D) delphi technique

Question 47

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

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 48

Horizon thinking involves ________.

A) determining the optimal value of the negotiator's surplus
B) making projections about future outcomes
C) determining your counterparty's BATNA
D) making projections about the counterparty's reservation point

Question 49

The team ________ effect refers to the fact that teams tend not to be blamed for their failures,as much as do individuals,holding constant the nature of the failure.

A) halo
B) framing
C) anchoring
D) primacy

Question 50

According to the naïve realism principle,people ________.

A) view two options as more dissimilar when evaluating them simultaneously than when evaluating them separately
B) expect others to hold views of the world similar to their own
C) search for or interpret information in a way that confirms their preconceptions
D) rely too heavily on one trait or piece of information when making decisions