Question 1

Which of the following should be one of the first steps a negotiator should take to effectively repair broken trust?

Accepted Answer

A) Discuss who was right and who was wrong 
B) Arrange a personal meeting and let the counterparty vent 
C) Immediately apologize 
D) Defend the reasoning behind your actions

Question 2

Generate some examples of embedded relationships (personal or historical).What are some of the pitfalls associated with these relationships?

Accepted Answer

The answer of Generate some examples of embedded relationships (personal...

Question 3

The resources that people exchange in a relationship vary in its terms of ______,or how much utility we derive from who is providing the resource,and _____,or the resource's tangibility.

Accepted Answer

A) identity ; scarcity 
B) particularism ; concreteness 
C) social status ; reciprocity 
D) fairness ; similarity

Question 4

Identify some of the ways that repairing a 'bad reputation' is similar to repairing broken trust?

Accepted Answer

The answer of Identify some of the ways that repairing...

Question 5

In negotiation,the reactance principle is the tendency for people to:

Accepted Answer

A) do the opposite of what someone tells them to do if they feel they are not given a choice 
B) speak before they have actually heard the other party 
C) quickly reanchor when the other party makes an opening offer,especially an extreme one 
D) quickly react by giving up their desired outcome

Question 6

Negotiators often develop trusting,long-term relationships with people who are physically close to them,or located nearby.This effect is known as the:

Accepted Answer

A) reactance theory 
B) halo effect 
C) propinquity effect 
D) networking game

Question 7

Negative emotions don't always negatively affect outcomes.Which of the following negative states can foster the development of integrative outcomes in negotiation because it can drive a search for information?

Accepted Answer

A) Anger 
B) Suspicion 
C) Depression 
D) Greed

Question 8

What are some of the advantages and disadvantages of negotiations between businesspeople and how do they differ from purely personal negotiations?

Accepted Answer

The answer of What are some of the advantages and...

Exam 6: Establishing Trust and Building a Relationship