24

Which one of the following is as much a win-lose strategy as competition, although it has a decidedly different image?

Select one:

a.

collaboration

b.

avoidance

c.

engagement

d.

accommodation

e.

none of the above.

25

Which is a Category of Marginally Ethical Negotiating Tactics?

Select one:

a.

Traditional Competitive Bargaining.

b.

Emotional Manipulation

c.

Misrepresentation of Opponent's Networks.

d.

Bluffing.

e.

All of the above.

26

An individual who pursues his or her own outcomes strongly and shows little concern for whether the other party obtains his or her desired outcomes is using another of the following strategies. Which one?

Select one:

a.

yielding

b.

compromising

c.

contending

d.

problem solving

e.

None of the above.

27

The negotiator's basic strategy is to

Select one:

a.

get information about the opposition and its positions

b.

reach the final settlement as close to the other's resistance point as possible.

c.

convince members of the other party to change their minds about their ability to achieve their own goals.

d.

promote his or her own objectives as desirable, necessary, and inevitable.

28

Can positive Emotions have a positive effect on negotiatons?

Select one:

a.

They can lead the parties to more integrative processes

b.

They can create a positive attitude toward the other side

c.

They can promote persistence.

d.

They can set the state for successful subsequent negotiations

e.

All of the above are correct.

29

Which of the following processes is central to achieving almost all integrative agreements?

Select one:

a.

moderating the free flow of information to ensure that each party's position is accurately stated.

b.

exchanging information about each party's position on key issues.

c.

emphasizing the commonalities between the parties.

d.

searching for solutions that maximize the substantive outcome for both parties.

e.

All of the above processes are central to achieving integrative agreements.

30

The resistance point is established by the _________expected from a particular outcome, which is, in turn, the product of the _________ and ________of an outcome.

Select one:

a.

cost, value, worth

b.

value, worth, cost

c.

value, cost, timeliness

d.

cost, importance, value

e.

None of the above.

31

Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?

Select one:

a.

Which agenda should we follow?

b.

Where should we negotiate?

c.

What is the time period of the negotiation?

d.

What might be done if negotiations fails?

e.

How will we keep track of what is agreed to?

32

McCornack and Levine found that victims had stronger emotional reactions to deception when

Select one:

a.

they had a distant relationship with the subject.

b.

the information at stake was unimportant.

c.

lying was seen as an unacceptable type of behavior for the relationship.

d.

the victim had used deceptive tactics as well.

e.

Research found that victims did not have strong emotional reactions in any of the above cases.

33

In which major step of the integrative negotiation process of identifying and defining the problem would you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?

Select one:

a.

define the problem in a way that is mutually acceptable to both sides.

b.

state the problem which an eye toward practicalityandcomprehensiveness.

c.

state the problem as a goal and identify the obstacles to attaining this goal.

d.

depersonalizing the problem.

e.

separate the problem from the search for solutions.

34

Which is not a difference between strategy and tactics?

Select one:

a.

Scale

b.

Goals

c.

Perspective

d.

Immediacy

35

Substantive interests

Select one:

a.

are the interests that relate to the focal issues under negotiation.

b.

are related to the way we settle the dispute.

c.

mean that one or both parties value their relationship with each other and do not want to take actions that will damage the relationship.

d.

regard what is fair, what is right, what is acceptable, what is ethical, or what has been done in the past and should be done in the future.

e.

All of the above relate to substantive interests.

36

When using the justification that "the tactic was unavoidable," the negotiator is saying that

Select one:

a.

the negotiator was not in full control of his or her actions and hence should not be held responsible.

b.

what the negotiator did was really trivial and not very significant.

c.

the tactic helped to avoid greater harm

d.

the quality of the tactic should be judged by its consequences.

e.

the justification that "the tactic was unavoidable" implies all of the above.

37

Getting to know the other party and understanding similarities and differences represents what key step in the negotiating process:

Select one:

a.

preparation

b.

information gathering.

c.

relationship building.

d.

information using.

e.

None of the above.

38

Which of the following statements about interests is true?

Select one:

a.

There is only one type of interest in a dispute

b.

Parties are always in agreement about the type of interests at stake.

c.

Interestsare often based in more deeply rooted human needs or values.

d.

Interests do not change during the course of an integrative negotiation.

e.

All of the above statements about interests are true.

39

Interdependent parties' relationships are characterized by

Select one:

a.

interlocking goals.

b.

solitary decision making

c.

established procedures

d.

rigid structures

e.

interdependent relationships are characterized by all of the above.

40

Alarge majority of agreements in distributive bargaining are reached when the deadline is

Select one:

a.

near

b.

flexible.

c.

past.

d.

undefined.

e.

None of the above.

41

Effective planning requires hard work on the following points:

Select one:

a.

substantive, directly related to the focal issues under negotiation.

b.

process based, related to the manner in which we settle this dispute.

c.

relationship based, tied to the current or desired future relationship between the parties.

d.

based on the intangibles of the negotiation.

based upon the intangibles of the negotiation.

e.

All of the above.

42

Research results have generally indicated that higher levels of moral development are associated with

Select one:

a.

less ethical decisions

b.

more cheating behavior

c.

less helping behavior.

d.

more resistance to authority figures who are attempting to dictate unethical behavior.

e.

Higher levels of moral development are associated with all of the above.

43

Most situations are mixed-motive negotiations, containing some elements that require distributive bargaining processes, and others that require integrative negotiation.

Select one:

True

False

44

The less concrete and measurable goals are:

Select one:

a.

the harder it is to communicate to the other party what we want.

b.

the easier it is to understand what your opponents want.

c.

the easier it is to determine whether a particular outcome satisfies our goals.

d.

the harder it is to restate what the initial goal was.

e.

all of the above.

45

A strong interest in achieving only substantive outcomes tends to support which of the following strategies?

Select one:

a.

collaborative

b.

accommodating

c.

competitive

d.

avoidance

e.

none of the above.

46

When using the "intimidation" tactic to detect deception, one should

Select one:

a.

emphasize the futility and impending danger associated with continued deceit.

b.

lie to the other to make them believe you have uncovered their deception

c.

play down the significance of any deceptive act.

d.

make a "no-nonsense" accusation of the other.

47

What is not a key step in an ideal negotiation process?

Select one:

a.

Preparation

b.

Relationship Building

c.

Information Gathering

d.

Bidding

e.

all of the above are key steps