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Q:
(p.200)Why are negative reputations difficult to repair?
Q:
(p.200)Give some examples of traits that help influence the definition of a reputation.
Q:
(p.198)What two questions should be asked when arriving at an impasse?
Q:
(p.197)What does Salacuse say is the importance of prenegotiation?
Q:
(p.195)In relationship negotiation, the resolution of simple distributive issues can have what effects on future decisions?
Q:
(p.193)How does context affect negotiation?
Q:
(p.208)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.
Q:
(p.207)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?
Q:
(p.206)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.
Q:
(p.204, 205)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.
Q:
(p.204)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
Q:
(p.204)Which type of justice is about the process of determining outcomes?
A.Distributive
B.Interactive
C.Procedural
D.Systemic
E.None of the above.
Q:
(p.199)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.
Q:
(p.199)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
Q:
(p.197, 198)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.
Q:
(p.197)Jeswald Salacuse suggests which rule for negotiating a relationship?
A.Minimize the prenegotiation stage of the relationship
B.Recognize a long-term business deal as a continuing negotiation
C.Eliminate the need for mediation or conciliation
D.End all discussions when the contract is signed
E.Salacuse suggests all of the above rules for negotiating a relationship.
Q:
(p.196)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.
Q:
(p.195)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.
Q:
(p.195)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.
Q:
(p.194)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? Which one?
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 the above.
Q:
(p.206)Idiosyncratic deals are much more common today, and they are not reserved only for a special few.
Q:
(p.204)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.
Q:
(p.204)Systemic justice is about the way that organizations appear to treat groups of individuals.
Q:
(p.202)Reciprocity occurs among individuals who are better at taking the perspective of the other in a negotiation, and can also be coached' by encouraging a negotiator to consider the views of the other party in their decision making.
Q:
(p.201)It is the early research on trust that has revealed somewhat more complex relationships between trust and negotiation behavior.
Q:
(p.200)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.
Q:
(p.196)In relationship negotiations, parties should never make concessions on substantive issues to preserve or enhance the relationship.
Q:
(p.195)One of the disadvantages of negotiating in a game or simulation is that there is a defined end.
Q:
(p.195)In a relationship, gathering information about the other's ideas, preferences and priorities is often the most important activity.
Q:
(p.194)For decades researchers have examined negotiations in a relationship context, in order to offer better prescriptions on how to negotiate where the parties have a substantial history and anticipate a long future relationship.
Q:
(p.193)Negotiations occur in a rich and complex social context that has a significant impact on how the parties interact and how the process evolves.
Q:
(p.207)Trying to overcome a bad reputation, rebuilding trust, or restoring ____________ to a relationship are much easier to talk about than to actually do!
Q:
(p.205)Negotiators who helped develop a group negotiation strategy were more ____________ to it and to the group's negotiation goals.
Q:
(p.204)____________ justice is about how organizations appear to treat groups of individuals and the norms that develop for how they should be treated.
Q:
(p.204)Distributive justice is about the distribution of __________.
Q:
(p.201)Trustors, and those trusted, may focus on different things as ____________ is being built.
Q:
(p.201)Integrative processes tend to increase trust, while more ____________ processes are likely to decrease trust.
Q:
(p.201)An individual's ____________ ____________ toward trust can be described as individual differences in personality that make some people more trusting than others.
Q:
(p.201)McAllister defines ____________ as "an individual's belief in and willingness to act on the words, actions and decisions of another."
Q:
(p.199)____________ is the legacy that negotiators leave behind after a negotiation encounter with another party.
Q:
(p.199)According to John Gottman' studies; successful long-term relationships are characterized by continuing to stress what one likes, values, appreciates and ____________ in the other.
Q:
(p.197)Salacuse says that negotiators should recognize a long-term business deal as a ____________ negotiation.
Q:
(p.196)In some negotiations, relationship preservation is the overarching negotiation goal and parties may make concessions on ____________ issues to preserve or enhance the relationship.
Q:
(p.195)Distributive issues within ____________ negotiations can be emotionally hot.
Q:
(p.194)Only recently have researchers begun to examine actual negotiations in a rich ____________ context in order to offer better prescriptions on how to negotiate where the parties are deeply embedded in a relationship.
Q:
(p.191)Negotiators who are considering the use of deceptive tactics should ask themselves what three questions in order to evaluate the desirability of the tactic?
(1) Will this tactic really enhance my power and achieve my objective? (2) How will the use of these tactics affect the quality of my relationship with the other party in the future? (3) How will the use of these tactics affect my reputation as a negotiator?
Q:
(p.190)Some people continue to believe that they can tell by looking into someone's face if that person is inclined to be dishonest or truthful on a regular basis. What could study participants tell by photographs of aging men and women?
Q:
(p.187 - 191)What actions can a negotiator take to respond to the other party's use of deceptive tactics or "dirty tricks?"
Q:
(p.187)What is/are the risks associated with frequent use of the self-serving process?
Q:
(p.184)The use of unethical tactics may provoke what response from the "victim?"
Q:
(p.183)As a result of employing an unethical tactic, the negotiator will experience positive or negative consequences. These consequences are based on:
Q:
(p.183)When were negotiators significantly more likely to see the marginally ethical tactics as appropriate?
Q:
(p.181)What is the purpose of using marginally ethical ambiguous negotiating tactics?
Q:
(p.180)Considering the categories of marginally ethical negotiating tactics, what is the difference between misrepresentation and misrepresentation to opponent's networks?
Q:
(p.178)What is the implication of the dilemma of honesty?
Q:
(p.177)How does Carr argue that strategy in business is analogous to strategy in a game of poker?
Q:
(p.172)According to Hitt, what are the four standards for evaluating strategies and tactics in business and negotiation?
Q:
(p.172)Define ethics.
Q:
(p.191)Which of the following tactics is the least preferable method of responding to another party's distributive tactics or "dirty tricks"?
A.Ignoring the tactic
B."Calling" the tactic
C.Responding in kind
D.Discussing what you see and offer to help them change to more honest behaviors
E.None of the above tactics should be used to respond to another party's dirty tricks.
Q:
(p.188)When using the "altered information" tactic to detect deception, one should
A.try to get the other to admit a small or partial lie about some information and use this to push for admission of a larger lie.
B.exaggerate what you believe is the deception and state it, hoping that the other will jump in to "correct" the statement.
C.point out behaviors you detect in the other which might be an indication they are lying.
D.indicate one's true concern for the other's welfare.
E.None of the above actions would be used as part of the altered information tactic.
Q:
(p.188)When using the "intimidation" tactic to detect deception, one should
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.
E.None of the above actions would be used as part of the intimidation tactic.
Q:
(p.185, 186)When using the justification that "the tactic was unavoidable," the negotiator is saying that
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.
Q:
(p.185)McCornack and Levine found that victims had stronger emotional reactions to deception when
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 that 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.
Q:
(p.181)Research has shown that negotiators use what two forms of deception in misrepresenting the common value issue?
A.Misrepresentation by omission and misrepresentation by commission
B.Misrepresentation by permission and misrepresentation by omission
C.Misrepresentation by admission and misrepresentation by permission
D.Misrepresentation by admission and misrepresentation by commission
E.None of the above forms of deception are used in misrepresenting the common value issue.
Q:
(p.180)Which is a Category of Marginally Ethical Negotiating Tactics?
A.Traditional Competitive Bargaining
B.Emotional Manipulation
C.Misrepresentation to Opponent's Networks
D.Bluffing
E.All of the above
Q:
(p.179)Which tactic is seen as inappropriate and unethical in negotiation?
A.Misrepresentation
B.Bluffing
C.Misrepresentation to opponent's network
D.Inappropriate information collection
E.All of the above are seen as inappropriate and unethical tactics.
Q:
(p.177, 178)What is the implication of the dilemma of trust?
A.We believe everything the other says and can be manipulated by their dishonesty.
B.We do not believe anything the other says and therefore are immune to their dishonesty.
C.We tell the other party our exact requirements and limits in negotiation, and therefore we will never do better than this minimum level.
D.We never reveal our requirements and limits in negotiation, and therefore are able to far exceed that minimum level.
E.None of the above describes the implication of the dilemma of trust.
Q:
(p.177)Which of the following arguments refutes Carr's claim that business strategy is analogous to poker strategy?
A.Because good poker playing often involves concealing information and bluffing or deception, these rules ought to apply to business transactions.
B.If an executive refuses to bluff periodically he or she is probably ignoring opportunities permitted under the "rules" of business.
C.Most games do not legitimize deception, and therefore business should not be analogous to a game that does legitimize deception.
D.Bluffing, exaggeration and concealment are legitimate ways for corporations to maximize their self interest.
E.None of the above arguments refute Carr's claim.
Q:
(p.175)Ethical criteria for judging appropriate conduct define
A.what is wise based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other.
B.what a negotiator can actually make happen in a given situation.
C.what is appropriate as determined by some standard of moral conduct.
D.what the law defines as acceptable practice.
E.All of the above are defined by ethical criteria for judging appropriate conduct.
Q:
(p.173)Only one of the approaches to ethical reasoning has as its central tenet that actions are more right if they promote more happiness, more wrong as they produce unhappiness. Which approach applies?
A.End-result ethics.
B.Duty ethics.
C.Social context ethics.
D.Personalistic ethics.
E.Reasoning ethics.
Q:
(p.172)The concept of "duty ethics" states that
A.the rightness of an action is determined by evaluating the pros and cons of its consequences.
B.the rightness of an action is determined by existing laws and contemporary social standards that define what is right and wrong and where the line is.
C.the rightness of an action is based on the customs and norms of a particular society or community.
D.the rightness of an action is based on one's conscience and moral standards.
E.None of the above defines "duty ethics."
Q:
(p.189)The use of silence by a negotiator creates a "verbal vacuum" that makes the other uncomfortable and helps determine whether the other party is acting deceptively.
Q:
(p.186)One's own temptation to misrepresent creates a self-fulfilling logic in which one believes one needs to misrepresent because the other is likely to do it as well.
Q:
(p.184)Real consequencesrewards and punishments that arise from using a tactic or not using itshould not only motivate a negotiator's present behavior, but also affect the negotiator's predisposition to use similar strategies in similar circumstances in the future.
Q:
(p.183)Individuals are more willing to use deceptive tactics when the other party is perceived to be uniformed or unknowledgeable about the situation under negotiation; particularly when the stakes are high.
Q:
(p.181)Studies show that subjects were more willing to lie by omission than by commission.
Q:
(p.181)Misrepresentation by omission is defined as actually lying about the common value issue.
Q:
(p.177)Questions and debate regarding the ethical standards for truth telling are fundamental and ongoing in the negotiating process.
Q:
(p.176)Most of the ethics issues in negotiation are concerned with standards of truth telling and how individuals decide when they should tell the truth.
Q:
(p.173)The rightness of an action is determined by considering obligations to apply universal standards and principles is the definition of end-result ethics.