Question 1

What role does anchoring bias play in bargaining?

Accepted Answer

A) It establishes a price point based on previous negotiations the two parties have had together. 
B) It is a benefit the opening bidder has in the bargaining process. 
C) It establishes a price point based on previous negotiations the two parties have had over a similar negotiation,but not necessarily with each other. 
D) None of the above.

Question 2

To achieve a compromising approach,one needs to:

Accepted Answer

A) avoid overt disagreement. 
B) give up something of value. 
C) value openness and trust. 
D) dominate the other conflicting party.

Question 3

People high in the personality trait of __________ are more prone to have conflict with others.

Accepted Answer

A) disagreeableness 
B) neuroticism 
C) self-monitoring 
D) all of the above

Question 4

The unassertive and uncooperative conflict-handling orientation is:

Accepted Answer

A) accommodating. 
B) avoiding. 
C) competing. 
D) collaborating.

Question 5

There are two dimensions to conflict-handling intentions: cooperativeness and assertiveness.Cooperativeness is the degree to which:

Accepted Answer

A) one party attempts to satisfy his or her own concerns. 
B) both parties work towards a common goal. 
C) one party attempts to satisfy the other party's concerns. 
D) there is an absence of conflict.

Question 6

Conflict that relates to the content and goals of the work is termed __________ conflict.

Accepted Answer

A) explicit 
B) relationship 
C) task 
D) process

Question 7

Playbill,Inc.representatives understand Chinese culture and norms.During negotiations with an angry Chinese counterpart,Playbill,Inc.representatives understand that Chinese negotiators are more likely to:

Accepted Answer

A) use extreme political tactics. 
B) increase use of distributive negotiating tactics. 
C) decrease use of distributive negotiating tactics. 
D) become agreeable and avoid confrontational tactics.

Question 8

Collaborating is the preferred conflict-handling orientation:

Accepted Answer

A) when an issue is trivial. 
B) in emergencies. 
C) to gain cooperation in a mutually satisfying outcome. 
D) to build social credits for later issues.

Question 9

Your __________ determines the lowest value acceptable to you for a negotiated agreement.

Accepted Answer

A) margin of error 
B) bid price 
C) BATNA 
D) asking price

Question 10

Which of the following statements about personality traits in negotiations is FALSE?

Accepted Answer

A) Negotiators who are agreeable or extraverted are not very successful in distributive bargaining. 
B) The best distributive bargainers appear to be disagreeable introverts. 
C) Research shows that intelligence strongly predicts negotiation effectiveness. 
D) We can all learn to be better negotiators.

Question 11

Which of the following is NOT one of the three types of conflict?

Accepted Answer

A) job 
B) process 
C) task 
D) relationship

Question 12

Which is the earlier stage of the negotiation process?

Accepted Answer

A) definition of ground rules 
B) evaluation of process 
C) bargaining and problem solving 
D) clarification and justification

Question 13

If you focus on BATNA,your strategy will involve:

Accepted Answer

A) making the best and true negotiation attempt. 
B) relying on the least attractive alternative to a negotiated agreement. 
C) seeking the best alternative to a negotiated agreement. 
D) making a base attempt to negotiate an agreement.

Question 14

Dyadic conflict involves:

Accepted Answer

A) competing teams. 
B) an organisation and its teams. 
C) two individuals. 
D) only one individual.

Question 15

A negotiation strategy that sees one person's gain at the other's loss is known as:

Accepted Answer

A) profit and loss strategy. 
B) win-lose strategy. 
C) zero-sum. 
D) win-win loss.

Question 16

Intragroup conflict:

Accepted Answer

A) occurs outside of a team or group. 
B) is conflict that occurs within an individual. 
C) involves conflict that occurs between individuals on opposing teams. 
D) involves conflict that occurs within a team or group.

Question 17

You are considering questions such as the following: 'Who will do the negotiating? Where will it take place? What time constraints will apply?' What stage in the negotiation process are you in?

Accepted Answer