Deck 9: Relationships in Negotiation

Question 1

Distributive issues within ____________ negotiations can be emotionally hot.

Answer 1

relationship

Question 2

____________ is the legacy that negotiators leave behind after a negotiation encounter with another party.

Answer 2

Reputation

Question 3

Distributive justice is about the distribution of __________.

Answer 3

outcomes

Question 4

For decades researchers have examined negotiations in a relationship context,in order to offer better prescriptions on how to negotiate where the parties have a substantial history and anticipate a long future relationship.

Question 5

Only recently have researchers begun to examine actual negotiations in a rich ____________ context in order to offer better prescriptions on how to negotiate where the parties are deeply embedded in a relationship.

Question 6

According to John Gottman' studies;successful long-term relationships are characterized by continuing to stress what one likes,values,appreciates and ____________ in the other.

Question 7

Negotiations occur in a rich and complex social context that has a significant impact on how the parties interact and how the process evolves.

Question 8

One of the disadvantages of negotiating in a game or simulation is that there is a defined end.

Question 9

An individual's ____________ ____________ toward trust can be described as individual differences in personality that make some people more trusting than others.

Question 10

Trying to overcome a bad reputation,rebuilding trust,or restoring ____________ to a relationship are much easier to talk about than to actually do!
True / False Questions

Question 11

Negotiations occur in a rich and complex social context that has a significant impact on how the ____________ interact and how the process evolves.

Question 12

In relationship negotiations,parties should never make concessions on substantive issues to preserve or enhance the relationship.

Question 13

McAllister defines ____________ as "an individual's belief in and willingness to act on the words,actions and decisions of another."

Question 14

Integrative processes tend to increase trust,while more ____________ processes are likely to decrease trust.

Question 15

In a relationship,gathering information about the other's ideas,preferences and priorities is often the most important activity.

Question 16

Trustors,and those trusted,may focus on different things as ____________ is being built.

Question 17

Salacuse says that negotiators should recognize a long-term business deal as a ____________ negotiation.

Question 18

In some negotiations,relationship preservation is the overarching negotiation goal and parties may make concessions on ____________ issues to preserve or enhance the relationship.

Question 19

____________ justice is about how organizations appear to treat groups of individuals and the norms that develop for how they should be treated.

Question 20

Negotiators who helped develop a group negotiation strategy were more ____________ to it and to the group's negotiation goals.

Question 21

It is the early research on trust that has revealed somewhat more complex relationships between trust and negotiation behavior.

Question 22

First impressions and early experiences with others are powerful in shaping others' expectations;once these expectations are shaped,they become easy to change over time.

Question 23

Reputation is:

A)a perceptual identity.
B)reflective of the combination of personal characteristics.
C)demonstrated behavior.
D)intended images preserved over time.
E)all of the above statements define reputation.

Question 24

Idiosyncratic deals are much more common today,and they are not reserved only for a special few.
Multiple Choice Questions

Question 25

How parties treat each other in one-to-one relationships is the process of which of the following justices?

A)Procedural
B)Interactional
C)Systemic
D)Distributive
E)None of the above

Question 26

When some groups are discriminated against,disfranchised,or systematically given poorer salaries or working conditions,the parties may be more concerned about specific procedural elements and less concerned that the overall system may be biased or discriminatory in its treatment of certain groups and their concerns.

Question 27

Within relationships,we see that parties shift their focus considerably,away from a sole focus on price and exchange,to also attend to

A)the future of the relationship.
B)the level of trust between the parties.
C)the emotions and evaluations of the other negotiator.
D)questions of fairness.
E)Within relationships,parties shift their focus to attend to all of the abovE.

Question 28

Denise Rousseau has researched and defined the "idiosyncratic deal" as the unique ways that employers may come to treat certain employees compared to others in the same office or environment.Which observation stated below is inaccurate?

A)Deals are more common when workers are willing to negotiate.
B)Deals are more likely to work effectively when performance criteria are clear and well specified.
C)Deals are more common in certain countries,such as the United States,the United Kingdom and New Zealand.
D)Deals are more common when workers are located in large organizations.
E)Deals are more likely to work when workers trust the performance appraisal process.

Question 29

What key elements become more critical and pronounced when they occur within a negotiation?

A)The agency relationship,the number of negotiation parties,and the role of emotion
B)The agency relationship and the role of trust and fairness
C)The roles of reputation,trust and justice
D)The structure of the constituency and the agency relationship
E)None of the above is key elements in managing negotiations within relationships

Question 30

Because relationship negotiations are never over,

A)parties generally tackle negotiations over tough issues first in order to "get off on the right foot."
B)it is often impossible to anticipate the future and negotiate everything "up front."
C)issues on which parties truly disagree will go away with the conclusion of the negotiation.
D)parties should never make concessions on substantive issues.
E)All of the above are consequences of relationship negotiations.

Question 31

Which question that should be asked about working on the improvement of a relationship is false?

A)If the relationship is in difficulty,what might have caused it,and how can I gather information or perspective to improve the situation?
B)How can we take the pressure off each other so that we can give each other the freedom of choice to talk about what has happened,and what is necessary to fix it?
C)Trust repair is a long and slow process.It requires adequate explanations for past behavior,apologies,and perhaps even reparations.Interestingly,cultures differ in the way they manage this process
D)Must we surface the deeply felt emotions that have produced anger,frustration,rejection and disappointment? Should we effectively vent these emotions,or understand their causes,so that we can move beyond them?
E)How can we begin to appreciate each other's contributions,and the positive things that we have done together in the past? How can we restore that respect and value each other's contributions?

Question 32

Laboratory controlled research is much easier to conduct than field research because studying live negotiators in the middle of an often complex negotiation causes them to object to all but one of the following? Which one?

A)To conduct interviews.
B)To ask questions.
C)To publicly report actual successes.
D)To publicly report actual failures.
E)They object to all the abovE.

Question 33

Which type of justice is about the process of determining outcomes?

A)Distributive
B)Interactive
C)Procedural
D)Systemic
E)None of the abovE.

Question 34

In a transactional negotiation,the most important issue is usually the

A)enhancing the relationship.
B)better deal.
C)dependence dynamics.
D)inventory questions.
E)all of the abovE.

Question 35

Which of the statements is supported by research in communal-sharing relationships?

A)Parties in a communal-sharing relationship are more cooperative and empathetic.
B)Parties in a communal-sharing relationship craft better quality agreements.
C)Parties in a communal-sharing relationship focus more attention on the norms that develop about their working together.
D)Parties in a communal-sharing relationship are more likely to share information with the other and less likely to use coercive tactics.
E)All of the above statements are supported by research in communal sharing relationships.

Question 36

Systemic justice is about the way that organizations appear to treat groups of individuals.

Question 37

Which of the following conclusions about the issue of fairness is not a true statement?

A)Involvement in the process of helping to shape a negotiation strategy increases commitment to that strategy and willingness to pursue it.
B)Negotiators (buyers in a market transaction)who are encouraged ("primed")to think about fairness are more cooperative in distributive negotiations.
C)Parties who are made offers they perceive as unfair may reject them out of hand,even though the amount offered may be better than the alternative settlement,which is to receive nothing at all.
D)Establishment of some "objective standard" of fairness has a positive impact on the negotiations and satisfaction with the outcome.
E)All of the above are true statements.

Question 38

Jeswald Salacuse suggests which rule for negotiating a relationship?

A)Minimize the prenegotiation stage of the relationship
B)Recognize a long-term business deal as a continuing negotiation
C)Eliminate the need for mediation or conciliation
D)End all discussions when the contract is signed
E)Salacuse suggests all of the above rules for negotiating a relationship.

Question 39

Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?

A)Negotiating within relationships takes place at a single point in time.
B)Negotiation in relationships is only about the issue.
C)Negotiating within relationships may never end.
D)Parties never make concessions on substantive issues.
E)All of the above parameters shape our understanding of relationship negotiation strategy and tactics.

Question 40

Reciprocity occurs among individuals who are better at taking the perspective of the other in a negotiation,and can also be 'coached' by encouraging a negotiator to consider the views of the other party in their decision making.

Question 41

What two questions should be asked when arriving at an impasse?

Question 42

In relationship negotiation,the resolution of simple distributive issues can have what effects on future decisions?

Question 43

Give some examples of traits that help influence the definition of a reputation.

Question 44

Why are negative reputations difficult to repair?

Question 45

Define interactional justice.

Question 46

How does an egocentric bias play out in judgments about fairness?

Question 47

What does Salacuse say is the importance of prenegotiation?

Question 48

How does context affect negotiation?

Question 49

What are the three things that contribute to the level of trust one negotiator may have for another?

Question 50

Do many people approach a new relationship with an unknown party with remarkably high levels of trust?

Question 51

What role does trust play in an online negotiation?