Deck 10: Relationships in Negotiation

Question 1

____________ trust exists because the parties understand and appreciate each other's wants and come to understand what they must do to sustain the other's trust.

Answer 1

Identification-based

Question 2

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

Answer 2

respects

Question 3

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

Answer 3

chronic disposition

Question 4

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

Question 5

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

Question 6

It is clear that much of the early work of negotiation research has been dominated by the assumptions of a _______________ relationship.

Question 7

Parties affirm strong identification-based trust by developing a ____________ ____________;co-locating;creating joint products or goals,such as a new product line or a new set of objectives;and committing to commonly shared values.

Question 8

Identification-based trust is defined as confident positive expectations regarding another's ____________ and is grounded in perceived compatibility of values,common goals,and positive emotional attachment to the other.

Question 9

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

Question 10

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

Question 11

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

Question 12

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

Question 13

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

Question 14

In communal sharing,collective identity takes precedence over ________________.

Question 15

Researchers have simulated complex negotiations by simplifying the complexity in a ____________ laboratory.

Question 16

Researchers Sander and Bordone suggest that integrative negotiation tools are most effective in resolving family business disputes.They further maintain that parties must consider all the interests involved,including the more ____________ but equally important strong emotions and relationship history that the parties bring to the dispute.

Question 17

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

Question 18

Distributive issues within ____________ negotiations can be emotionally hot.

Question 19

Distributive justice is about the distribution of ____________.

Question 20

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

Question 21

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 22

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

Question 23

Judgments on how to trust the other party can precede the beginning of a negotiation,based on expectations about the other party or the situation,but they cannot be shaped and reshaped by what happens in the first few minutes of dialogue.

Question 24

Identification-based trust relies on information about the other rather than the management of rewards and punishments.

Question 25

In a market pricing relationship,people see each other as interchangeable.

Question 26

Idiosyncratic deals must be managed effectively in order to make sure they can exist without disrupting others' sense of fairness.

Question 27

In calculus-based trust,the promise of reward is likely to be a more significant motivator than the threat of punishment.

Question 28

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

Question 29

Perceptions of distributive unfairness are likely to contribute to parties' satisfaction with the result of a decision,while perceptions of procedural unfairness are likely to contribute to the parties' dissatisfaction with the result or with the institution that implemented the unfair procedure.

Question 30

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 31

Authority ranking is a one-to-one correspondence relationship in which people are distinct but equal.

Question 32

The four forms of justice (distributive,procedural,interactive,systemic)are separate entities that are never intertwined.

Question 33

Parties who are in a communal-sharing relationship (or who expect to have future interaction)focus their attention more on the other party's outcomes as well as their own.

Question 34

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

Question 35

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 36

Some research questions are best answered under controlled laboratory conditions because it would be impossible to repeatedly encounter or simulate the same conditions consistently in actual negotiations.

Question 37

Building a relationship may be an essential critical component of being successful in negotiation.

Question 38

Trust development is a mutual process,and while parties can initiate actions which may move the trust-development process forward,the strongest trust must be mutually developed at a pace acceptable to both parties.

Question 39

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

Question 40

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

Question 41

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 42

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 43

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 44

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 45

Higher ranks dominate lower ranks is an example of "authority ranking" as a fundamental relationship form.Under what other form would you find the concept of "tit-for-tat" revenge?

A) communal sharing
B) authority ranking
C) equality matching
D) market pricing
E) none of the above

Question 46

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 47

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 48

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 49

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?

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 of the above.

Question 50

An example of authority ranking as a form of relationship would include

A) college roommates.
B) fraternal organizations.
C) auto salesperson and buyer.
D) soldiers and their commander.
E) church congregates.

Question 51

In calculus-based trust

A) the trustor calculates the value of creating and sustaining trust in the relationship relative to the costs of severing it.
B) the relationship develops over time,largely because the parties develop a history of experience with each other which allows them to predict the other's behavior.
C) regular communication and courtship are key processes.
D) the parties effectively understand and appreciate the other's wants.
E) All of the above statements are inherent in calculus-based trust.

Question 52

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 53

Communal sharing is a relationship of

A) unity,community,collective identity,and kindness.
B) asymmetric differences.
C) one-to-one correspondence.
D) balanced reciprocity.
E) None of the above describes a relationship of communal sharing.

Question 54

The values that govern a market pricing relationship are determined by a market system and include all but which of the following?

A) utility points
B) the relationship with the negotiator
C) ratio of price to goods
D) fair pricing
E) the dollars

Question 55

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 56

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 57

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 58

There are several ways that an existing relationship changes negotiation dynamics.Which one of the following is not one of those ways?

A) Negotiating may never end.
B) Relationship preservation is the overarching negotiation goal.
C) Distributive issues can be emotionally hot.
D) In many negotiations,the other person is the focal problem.
E) Negotiating with relationships takes place immediately at the beginning.

Question 59

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 60

All but one of the following actions contributes to increase identification-based trust.Which one does not contribute?

A) Stand for the same principles.
B) Monitor the other party's actions.
C) Develop similar interests.
D) Try to develop similar goals,objectives and scenarios.
E) Try to be interested in the same things.

Question 61

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

Question 62

Describe an equality matching relationship.

Question 63

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

Question 64

How do people view goods in a market-pricing relationship?

Question 65

Why is distrust growing in today's economy?

Question 66

Define identification-based trust.

Question 67

Why are negative reputations difficult to repair?

Question 68

Why are some research questions best answered under controlled laboratory conditions?

Question 69

What are the three relationship components in managing negotiations within relationships?

Question 70

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

Question 71

How does context affect negotiation?

Question 72

What role does trust play in an online negotiation?

Question 73

What are Lewicki and Tomlinson's two types of trust?

Question 74

Define interactional justice.

Question 75

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

Question 76

How do Sheppard and Tuchinsky define the word relationship?

Question 77

What are some of the findings of the limited amount of negotiation research about communal-sharing relationships?

Question 78

With respect to trust in relationship contexts,research has found that trustors tend to make judgments about trustees on what dimensions?

Question 79

Define a relationship.

Question 80

Under the four actions to manage the different forms of trust in negotiations,describe the basic steps to increase calculus-based trust.