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Q:
(p.145)Questions can be used to
A.manage difficult or stalled negotiations.
B.pry or lever a negotiation out of a breakdown or an apparent dead end.
C.assist or force the other party to face up to the effects or consequences of their behaviors.
D.collect and diagnose information.
E.Questions can be used for all of the above.
Q:
(p.144, 145)What are the most dominant contributors to breakdowns and failures in negotiation?
A.Failures and distortions in perception, meaning, and feedback.
B.Failures and distortions in perception, feedback, and behaviors.
C.Failures and distortions in perception, communication, and framing.
D.Failures and distortions in perception, cognition, and communication.
E.None of the above contribute to breakdowns and failures in negotiation.
Q:
(p.140)Gibbons, Bradac, and Busch suggest that threats can be made more credible and more compelling by using
A.positively polarized descriptions of the other party.
B.low immediacy.
C.high intensity.
D.low verbal diversity.
E.None of the above can make threats more credible and compelling.
Q:
(p.140)Which of the following is not one of the five linguistic dimensions of making threats?
A.The use of polarized language
B.The conveyance of verbal immediacy
C.The degree of lexical diversity
D.The extent of low-power language style
E.All of the above are elements of the five linguistic dimensions of making threats.
Q:
(p.138)Define exonerating circumstances.
A.Negotiators suggest that they had no choice in taking the positions they did.
B.Negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative it derives from positive motives.
C.Outcomes can be explained by changing the context.
D.Negotiators who use multiple explanations are more likely to have better outcomes.
E.None of the above can define exonerating circumstances.
Q:
(p.145)Manageable questions cause difficulty, give information, and bring the discussion to a false conclusion.
Q:
(p.141)A negotiator's choice of words may only signal a position; it may never shape or predict it.
Q:
(p.140)High levels of language intensity are used to convey strong feelings in the recipient, while low intensity conveys weak feelings.
Q:
(p.140)Low verbal immediacy is intended to engage or compel the other party, while high verbal immediacy is intended to create a sense of distance or aloofness.
Q:
(p.138)Sitkin and Bies suggest that negotiators who use multiple explanations are more likely to have better outcomes and that the negative effects of poor outcomes can be mitigated by communicating explanations for them.
Q:
(p.138)Mitigating circumstances occur where negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative it derives from positive motives.
Q:
(p.137, 138)Thompson et al. found that winners and losers evaluated their own outcomes equally when they did not know how well the other party had done, but if they found out that the other negotiator had done better, or was even pleased with his or her outcome, then negotiators felt less positive about their own outcome.
Q:
(p.136)While the blend of integrative versus distributive communication content varies as a function of the issues being discussed, it is also clear that the content of communication is only partly responsible for negotiation outcomes.
Q:
(p.149)Achieving _____________ in negotiation is, in large part, making decisions to accept offers, to compromise priorities, to trade off across issues with the other party, or some combination of these elements.
Q:
(p.148)_____________ - ____________ techniques allow negotiators to understand more completely the other party's positions by actively arguing these positions until the other party is convinced that they are understood.
Q:
(p.145)_____________ ____________ involves receiving a message while providing no feedback to the sender about the accuracy or completeness of reception.
Q:
(p.145)_____________ questions cause attention, get information and start thinking.
Q:
(p.143)Researchers have been examining the effects of channels in general, and _____________ in particular, on negotiation processes and outcomes during much of the past decade.
Q:
(p.142)Nonverbal communicationdone wellmay help negotiators achieve better outcomes through _____________ coordination.
Q:
(p.140)High levels of _____________ ____________ denote comfort and competence with language, and low levels denote discomfort, anxiety, or inexperience.
Q:
(p.140)The use of _____________ ____________ is defined as when negotiators use positive words when speaking of their own positions, and negative words when referring to the other party's position.
Q:
(p.139)In negotiations, language operates at two levels: the _____________ level (for proposals or offers) and the _____________ level (for semantics, syntax, and style).
Q:
(p.125)Describe the double-edged effect of overconfidence.
Q:
(p.125)What is the best remedy for the winner's curse?
Q:
(p.124)Both risk-averse and risk-seeking framing is part of what theory?
Q:
(p.124)What can help prevent errors of anchoring and adjustment?
Q:
(p.123)Explain "irrational escalation of commitment."
Q:
(p.122)Define cognitive biases.
Q:
(p.121)How do multiple agenda items operate to shape issue development?
Q:
(p.120)What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?
Q:
(p.119)List the five concepts from Chinese culture, as identified by C. Tinsley that those attempting to negotiate in China should recognize.
Q:
(p.117, 118)Why are mismatches in frames between parties sources of conflicts?
Q:
(p.116)How does an outcome frame function in an environmental dispute?
Q:
(p.116)How are frames critical in negotiations?
Q:
(p.115)A key issue in perception and negotiation is framing. What is framing?
Q:
(p.115)How does projection occur?
Q:
(p.113)What is stereotyping?
Q:
(p.113)Define perceptual distortion by generalization.
Q:
(p.113)Define perception.
Q:
(p.132)Which of the following statements about how emotion plays a part in negotiation is accurate?
A.Negotiations only create negative emotions.
B.Positive feelings do not promote persistence.
C.Negative feelings may create positive outcomes.
D.Positive emotion may result from impasse.
E.Negative emotions do not undermine a negotiator's ability to analyze a situation accurately.
Q:
(p.130)Negative emotions may lead parties to
A.more integrative processes
B.escalate the conflict
C.promote persistence
D.define the situation as integrative
E.more integrative outcomes
Q:
(p.129)The distinction between mood and emotion is based on which of the following characteristics?
A.Specificity
B.Intensity
C.Duration
D.All of the above
E.None of the above
Q:
(p.128, 129)The best way to manage perceptual and cognitive biases is:
A.to be aware that they can occur.
B.to be aware of the negative aspects of these effects.
C.to discuss them in a structured manner within their team and with their counterparts.
D.be a willing participant in much-needed research.
E.All of the above help manage biases but may not be enough in and of themselves.
Q:
(p.128)Reactive devaluation
A.leads negotiators to minimize the magnitude of a concession made by a disliked other.
B.leads to reduced willingness to respond with a concession of equal size.
C.may be minimized by maintaining a more objective view of the process.
D.can lead to motivation to seek even more once a concession has been made.
E.All of the above are elements of reactive devaluation.
Q:
(p.127)The Endowment Effect
A.is making attributions to the person or the situation
B.is drawing conclusions from small sample sizes
C.is negotiators believing that their ability to be correct or accurate is greater than actually true
D.is the tendency to overvalue something you own or believe you possess
Q:
(p.125)Which of the following cognitive biases can lead negotiators to discount the worth or validity of the judgment of others?
A.Irrational escalation of commitment
B.Mythical fixed-pie beliefs
C.Anchoring and adjustment
D.Availability of information
E.Overconfidence
Q:
(p.125)The availability of information bias operates with which of the following statements?
A.When negotiators sometimes maintain commitment to a course of action even when that commitment constitutes irrational behavior on their part.
B.When thorough preparation, along with the use of a devil's advocate or reality check, can help prevent errors.
C.When information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options.
D.When the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true.
E.When the tendency will often lead to a self-fulfilling prophecy, as follows: People who expect to be treated in a distributive manner will (1) be more likely to perceive the other party's behavior as distributive, and (2) treat the other party in a more distributive manner.
Q:
(p.123)The irrational escalation of commitment bias refers to
A.the standard against which subsequent adjustments are measured during negotiation.
B.the perspective or point of view that people use when they gather information and solve problems.
C.how easily information can be recalled and used to inform or evaluate a process of a decision.
D.a negotiator's commitment to a course of action, even when that commitment constitutes irrational behavior on his/her part.
E.None of the above refer to irrational escalation of commitment.
Q:
(p.122, 123)Which of the following is not a cognitive bias?
A.The irrational escalation of commitment
B.The belief that the issues under negotiation are all "fixed pie"
C.The process of anchoring and adjustment in decision making
D.The winner's curse
E.All of the above are cognitive biases.
Q:
(p.121, 122)One of the most important aspects of framing as issue development is the process of reframing, or the manner in which the thrust, tone, and focus of a conversation change as the parties engage in it. Reframing is or occurs:
A.the way parties challenge each other, as they present their own case or refute the other's.
B.a dynamic process that may occur many times in a conversation.
C.when using metaphors, analogies, or specific cases to illustrate a point.
D.and may be used intentionally by one side or the other.
E.all of the above apply to reframing as parties often propose new ways to approach a problem.
Q:
(p.120, 121)Frames are shaped by conversations that the parties have with each other about the issues in the bargaining mix. Which of the following factors can affect how the conversation is shaped?
A.Negotiators tend to argue for stock issues, or concerns that are raised every time the parties negotiate.
B.Each party attempts to make the best possible case for his or her preferred position or perspective.
C.Frames may define major shifts and transitions in a complex overall negotiation.
D.Multiple agenda items operate to shape issue development.
E.All of the above contribute to the shaping of the conversation.
Q:
(p.119)Those attempting to negotiate in China recognize the value the Chinese place in saving "face." Which of the following cultural elements should also be examined in approaching discussions with the Chinese?
A.Social linkage
B.Harmony
C.Roles
D.Reciprocal obligations
E.All of the above should be considered
Q:
(p.118)An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following?
A.Negotiators can use more than one frame.
B.Mismatches in frames between parties are sources of conflict.
C.Particular types of frames may led to particular types of agreements.
D.Specific frames may be likely to be used with certain types of issues.
E.Parties are likely to assume a particular frame because of various factors.
Q:
(p.116)In which type of frame would parties be more likely to engage primarily in distributive (win-lose or lose-lose) negotiations than in other types?
A.Identity
B.Loss-gain
C.Outcome
D.Process
E.Substantive
Q:
(p.115)Frames are important in negotiation because
A.they allow parties to develop separate definitions of the issues
B.they can be avoided
C.disputes are often nebulous and open to different interpretations
D.do not allow negotiators to articulate an aspect of a complex social situation
E.all of the above
Q:
(p.115)Projection occurs when
A.attributes are assigned to an individual solely on the basis of his or her membership in a particular social or demographic group.
B.people generalize about a variety of attributes based on the knowledge of one attribute of an individual.
C.the perceiver singles out certain information that supports or reinforces a prior belief, and filters out information that does not confirm that belief.
D.people ascribe to others the characteristics or feelings that they possess themselves.
E.All of the above describe projection.
Q:
(p.114)Halo effects occur when
A.attributes are assigned to an individual solely on the basis of his or her membership in a particular social or demographic group.
B.people generalize about a variety of attributes based on the knowledge of one attribute of an individual.
C.the perceiver singles out certain information that supports or reinforces a prior belief, and filters out information that does not confirm that belief.
D.people ascribe to others the characteristics or feelings that they possess themselves.
E.All of the above describe halo effects.
Q:
(p.139)Which of the following lists the stages of the perceptual process in the correct order?
A.Stimulus, translation, attention, recognition, behavior
B.Stimulus, behavior, translation, attention, recognition
C.Stimulus, attention, recognition, translation, behavior
D.Behavior, stimulus, recognition, attention, translation
E.None of the above lists the stages of the perceptual process in the correct order.
Q:
(p.113)Perception is
A.the process by which individuals connect to their environment.
B.the perceiver's current state of mind, role, and comprehension of earlier communications.
C.a "sense-making" process.
D.selective, tuning in on some stimuli while tuning out others.
E.All of the above describe perception.
Q:
(p.129)Negotiators who feel positive emotions are more likely to be inflexible in how they arrive at a solution to a problem.
Q:
(p.128)The question of how best to manage perceptual and cognitive bias is not a difficult one.
Q:
(p.127)Negotiators always ask about the other party's perceptions and thoughts.
Q:
(p.121)When brought into the conversation, these secondary concerns often transform the conversation about the primary issues.
Q:
(p.121)Early in a negotiation, it is common for the parties to "talk past each other."
Q:
(p.120)The definition of issues at stake in a negotiation may not change as the discussion evolves.
Q:
(p.118)Disputes over rights are sometimes referred to formal or informal arbitrators to decide whose standards or rights are more appropriate.
Q:
(p.118)Parties are likely to assume a particular frame because of one factor.
Q:
(p.117)The frames of those who hear or interpret communication may create biases of their own.
Q:
(p.117)A characterization frame can clearly be shaped by experience with the other party but identity frames (of self) tend to be negative while the characterization frames tend to be positive.
Q:
(p.115)Frames are important in negotiation because disputes are often nebulous and open to different interpretations.
Q:
(p.115)Framing is about focusing, shaping, and organizing the world around us but does not define persons, events or processes.
Q:
(p.115)A perceptual bias is the subjective mechanism through which people evaluate and make sense out of situations.
Q:
(p.114)Halo effects can be positive or negative.
Q:
(p.113)Stereotyping and halo effects are examples of perceptual distortion by the anticipation of encountering certain attributes and qualities in another person.
Q:
(p.113)Perception is the process by which individuals "connect" to their environment.
Q:
(p.133)Negotiators may intentionally manipulate ____________ in order to get the other side to adopt certain beliefs or take certain actions.
Q:
(p.129)Considering mood and emotion, negotiators are portrayed as rational beings who seem __________, calm, and in control.
Q:
(p.128)Misperceptions and cognitive biases typically arise out of ____________ ____________ as negotiators gather and process information.
Q:
(p.128)____________ ____________ is the process of devaluing the other party's concessions simply because the other party made them.
Q:
(p.124)Negotiations in which the outcomes are ____________ framed tend to produce fewer concessions, reach fewer agreements, and perceive outcomes as less fair.