Question 1

Though he is an expert in his field,a negotiator does not make use of an important lesson from his previous experience and ultimately repeats a mistake he once made.What can this be attributed to?

Accepted Answer

A)   the zeigarnik effect
B)   conditionalized knowledge
C)   inert knowledge
D)   the recency effect C

Question 2

Briefly explain the rational problem solving model.

Accepted Answer

The rational problem-solving model describes four steps for solving a problem.They are: Understanding the problem - In this step,the negotiator needs to determine the known and unknown data and also note his assumptions. Devising a plan - During this step,the negotiator may ask himself or herself whether past experience is a profitable means of finding a solution method,engaging in a search for similar problems,or perhaps restating the goal of the problem. Carrying out the plan - In this step,the negotiator carries out the plan and tests it. Looking back - In this step,the negotiator asks himself or herself whether he or she can obtain the result by using another method and looks at how it all fits together.

Question 3

The partnership model requires that the negotiators must ________.

Accepted Answer

A)   always choose compromise over outright victory
B)   always use a fixed-pie perception of the negotiation
C)   stand their ground regardless of the opponent's views
D)   create goodwill in order to maintain a long-term relationship D

Question 4

Haggling refers to creating a new alternative that meets parties' underlying interests.

Accepted Answer

A) True 
 B)False

Question 5

A negotiator weighs the pros and cons of every decision she faces with a view to maximizing her returns.What decision-making model is she resorting to?

Accepted Answer

A)   exploratory research
B)   content analysis
C)   case study
D)   cost-benefit analysis

Question 6

Which of the following models of negotiation is most likely to involve collaboration between the parties involved in the negotiation?

Accepted Answer

A)   cost-benefit analysis
B)   haggling
C)   problem-solving
D)   game-playing

Question 7

You read that 30% of a country's male population has received technical education.On the same day you learn that 30% of the people in that country are rich.Combining these facts,you conclude that technical education makes people richer.This is an example of ________.

Accepted Answer

A)   an illusory correlation
B)   the perseverance effect
C)   a causal relationship
D)   the base rate fallacy
E)   the gambler's fallacy

Question 8

What is the false consensus effect?

Accepted Answer

A)   people's tendency to underestimate the degree to which their own behavior, attitudes, beliefs, and so on are shared by other people
B)   people's tendency to infer a causal relationship between two events even though they don't know the direction of causality
C)   people's tendency to make a judgment based on what they can remember, rather than complete data
D)   people's tendency to overestimate the degree to which their own behavior, attitudes, beliefs, and so on are shared by other people

Question 9

In which of the following situations will a deep-level knowledge transfer be applicable between cases in different contexts?

Accepted Answer

A)   The cases are completely different.
B)   The cases are superficially similar.
C)   The cases have similar structural features.
D)   The cases have different superficial features.

Question 10

The research department at a university has developed a revolutionary new drug that it wants to mass-produce.Unfortunately,late in the research process,it discovers that one of the primary processes used in synthesizing the drug has been patented by ChemTex.The university enters into negotiations in order to secure the rights to use the technology.Which of the following,if true,would prevent ChemTex from using the haggling and game-playing models of negotiation?

Accepted Answer

A)   The revenue obtained from the product is likely to be significant.
B)   The university does not have the resources to produce the drug.
C)   ChemTex is struggling financially and is lagging behind its rivals.
D)   ChemTex is weak in the research and development of new drugs.

Question 11

Which of the following refers to functional fixedness?

Accepted Answer

A)   concentrating on a fixed, predetermined goal
B)   adjusting functions to arrive at a particular solution
C)   finding alternative solutions to a problem
D)   adopting a fixed approach to solve a problem

Question 12

RGB Inc.and Greengold Distributors have been locked in negotiations for a number of months.The negotiators of the parties involved decided not to finalize their terms and conditions until a particular event took place.Which of the following methods has been used in this case?

Accepted Answer

A)   logrolling
B)   non-specific compensation
C)   pie-expansion
D)   contingency contract

Question 13

Which of the following is likely to promote cooperative negotiation?

Accepted Answer

A)   a fixed-pie perception
B)   similar BATNAs
C)   the set effect
D)   similar metacognition

Question 14

Which of the following best describes creeping determinism?

Accepted Answer

A)   discovering opportunities for negotiation during a negotiation
B)   discovering opportunities in negotiation in hindsight
C)   believing in the good intentions of the opponent
D)   believing that the outcome of negotiation is determined by fate

Question 15

Illusory correlation is the tendency of people to continue to believe that something is true even when it is revealed to be false or has been disproved.

Accepted Answer

A) True 
 B)False

Question 16

The fixed-pie perception of negotiators makes them more likely to focus on ________.

Accepted Answer

A)   determining pie-enlarging strategies
B)   the competitive aspect of negotiations
C)   reaching conciliatory agreements
D)   engaging in premature concessions

Question 17

The phenomenon known as "choking" occurs when ________.

Accepted Answer

A)   a person strives to reach the flow experience and fails
B)   a person feels his or her abilities match the opportunities for action
C)   the person's skills outweigh the challenges of the experience
D)   the challenges of the experience are too great for a person's skill

Question 18

Suppose you flip a coin and it comes up heads five times in a row.What do you think the next outcome will be? Most people feel that the probability is high that the coin will come up tails.This refers to ________.

Accepted Answer

A)   a fundamental attribution error
B)   the gambler's fallacy
C)   Murphy's law
D)   the base rate fallacy

Question 19

Which of the following examples illustrates the concept of nonspecific compensation?

Accepted Answer

A)   Gary frames the issue under negotiation in terms of the potential problems rather than dwelling on shared interests.
B)   Jake trades off a concession on a less important item for a concession from his opposite on a more important item.
C)   Sally agrees to a compromise and is remunerated for her work in services rather than cash.
D)   Piper undertakes to cancel an outstanding debt from her competitor in return for publicity rights.

Question 20

Which of the following best describes the base rate fallacy?

Accepted Answer

A)   the tendency to treat chance events as though they have a built-in, evening-out mechanism
B)   the tendency of people to continue to believe that something is true even when it is revealed to be false or has been disproved
C)   the tendency to infer an unwarranted causal relationship between two events that are unrelated
D)   the tendency of people to discount valid information and choose to concentrate on other information

Exam 8: Creativity and Problem Solving in Negotiations