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Q:
What is stereotyping?
Q:
Define perceptual distortion by generalization.
Q:
Define perception.
Q:
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:
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:
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:
The best way to manage perceptual and cognitive biases is:
A.to be aware that they exist.
B.to participate in group discussions.
C.to tell people about the bias.
D.complete a questionnaire.
E.All of the above help manage biases but may not be enough in and of themselves.
Q:
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:
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.
E.is none of the above in describing the Endowment Effect.
Q:
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:
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:
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:
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:
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:
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:
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:
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:
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:
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:
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:
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:
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:
Perception is
A.the process by which individuals connect to their environment.
B.strongly influenced by the receiver's current state of mind, role and understanding or comprehension of earlier communications.
C.a factor that can affect how meanings are ascribed.
D.a complex physical and psychological process.
E.All of the above describe perception.
Q:
Negotiators who feel positive emotions are more likely to be inflexible in how they arrive at a solution to a problem.
Q:
Telling people about a perceptual or cognitive bias, or having them discuss things in a group meeting, will make the bias go away.
Q:
Reframing does not require negotiators to be flexible during a negotiation but they should anticipate that multiple contingencies may arise during negotiations.
Q:
The question of how best to manage perceptual and cognitive bias is not a difficult one.
Q:
Negotiators always ask about the other party's perceptions and thoughts.
Q:
The way an issue is framed will not influence how negotiators perceive risk and behave in relation to it.
Q:
When brought into the conversation, these secondary concerns often transform the conversation about the primary issues.
Q:
Early in a negotiation, it is not uncommon for the parties to "talk past each other."
Q:
The definition of issues at stake in a negotiation may not change as the discussion evolves.
Q:
Disputes over rights are sometimes referred to formal or informal arbitrators to decide whose standards or rights are more appropriate.
Q:
Parties are likely to assume a particular frame because of one factor.
Q:
The frames of those who hear or interpret communication may create biases of their own.
Q:
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:
Frames are important in negotiation because disputes are often nebulous and open to different interpretations.
Q:
Framing is about focusing, shaping, and organizing the world around us but does not define persons, events or processes.
Q:
A perceptual bias is the subjective mechanism through which people evaluate and make sense out of situations.
Q:
If perceptual distortions and initial assumptions are correct, then negotiators may not be able to reverse their effects.
Q:
Halo effects can be positive or negative.
Q:
Stereotyping and halo effects are examples of perceptual distortion by the anticipation of encountering certain attributes and qualities in another person.
Q:
Perception is the process by which individuals "connect" to their environment.
Q:
Negotiators may intentionally manipulate ____________ in order to get the other side to adopt certain beliefs or take certain actions.
Q:
Considering mood and emotion, negotiators are portrayed as rational beings who seem ___________, calm, and in control.
Q:
Misperceptions and cognitive biases typically arise out of ________________________ as negotiators gather and process information.
Q:
________________________ is the process of devaluing the other party's concessions simply because the other party made them.
Q:
The ____________________________ is the tendency to neglect to use information that is available but expressed in numerical probabilities.
Q:
Negotiations in which the outcomes are ____________ framed tend to produce fewer concessions, reach fewer agreements, and perceive outcomes as less fair.
Q:
Negotiators operating under ____________ also reached agreements having higher joint value for the two parties.
Q:
Frames shape what the parties define as the ________________________ and how they talk about them.
Q:
____________ can also occur as one party uses metaphors, analogies, or specific cases to illustrate a point.
Q:
Disputes settled by ____________ usually create clear winners and losers.
Q:
Parties who focus on ____________ in a dispute are often able to find ways to resolve that dispute.
Q:
____________ in frames between parties are sources of conflict.
Q:
The frames of those who hear or interpret communication may create ____________ of their own.
Q:
A ____________ is the subjective mechanism through which people evaluate and make sense out of situations, leading them to pursue or avoid subsequent actions.
Q:
Projection occurs when people ascribe to others the characteristics or ____________ that they possess themselves.
Q:
________________________ occur when people generalize about a variety of attributes based on the knowledge of one attribute of an individual.
Q:
The perceiver's own needs, desires, motivations, and personal experiences may be likely to create a ____________ about the other party in an upcoming negotiation.
Q:
Perception is a "sense-making" process; people interpret their ____________ so they can make appropriate responses to it.
Q:
Negotiators who are considering the use of deceptive tactics should ask themselves what three questions in order to evaluate the desirability of the tactic?
Q:
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:
What actions can a negotiator take to respond to the other party's distributive tactics or "dirty tricks?"
Q:
(p.174)What is/are the risks associated with frequent use of the self-serving process?
Q:
As a result of employing an unethical tactic, the negotiator will experience positive or negative consequences. These consequences are based on:
Q:
When were negotiators significantly more likely to see the marginally ethical tactics as appropriate?
Q:
What is the purpose of using marginally ethical ambiguous negotiating tactics?
Q:
Considering the categories of marginally ethical negotiating tactics, what is the difference between misrepresentation and misrepresentation to opponent's networks?
Q:
What is the implication of the dilemma of honesty?
Q:
How does Carr argue that strategy in business is analogous to strategy in a game of poker?
Q:
According to Hitt, what are the four standards for evaluating strategies and tactics in business and negotiation?
Q:
Define ethics.
Q:
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:
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:
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:
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:
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:
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 is used in misrepresenting the common-value issue.
Q:
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.