Q&A Hero

Q: Which of the following best describes an autotelic experience? A) following a predetermined set of actions recommended by an authority figure in order to obtain the desired outcome B) engaging in an activity done not with the expectation of some future benefit, but simply because the doing itself is the reward C) the knowledge or belief obtained neither by reason nor by perception but by inherent motivations D) the conviction that one has already experienced a current situation, even though the circumstances of the previous encounter are uncertain

Q: You read that 30% of a country's male population has received technical education. On the same day you learn that 30% of the people in that country are rich. Combining these facts, you conclude that technical education makes people richer. This is an example of ________. A) an illusory correlation B) the perseverance effect C) a causal relationship D) the base rate fallacy E) the gambler's fallacy

Q: Which of the following refers to the process of incubation? A) The negotiators create a new alternative that meets parties' underlying interests. B) The negotiators align the issues in such a way that permits the issues to be negotiated independently and, ideally, traded off. C) The negotiating teams agree to take a break and convene the next day to iron out a solution to their problem. D) The rival negotiating teams each make one concession in return for securing approval for a contract.

Q: While developing the strategies, a negotiator adopts past habits and tried-but-true approaches to solve new problems. What is this known as? A) the set effect B) the perseverance effect C) inert knowledge D) the availability heuristic

Q: Which of the following refers to functional fixedness? A) concentrating on a fixed, predetermined goal B) adjusting functions to arrive at a particular solution C) finding alternative solutions to a problem D) adopting a fixed approach to solve a problem

Q: Once the outcome of a negotiation was clear, Jon, reflecting on the different occurrences along the way, felt that he had indeed seen it coming. Which of the following terms best defines this thought process? A) clustering illusion B) hindsight bias C) anchoring bias D) confirmation bias

Q: Warren Manufacturing produces a few small die-cast parts for automobile manufacturers. The process is repetitive and unvarying, with little scope for change or improvement. In this situation, which of the following would be an effective method of handling problems? A) selective attention B) the perseverance effect C) functional fixedness D) the hindsight bias

Q: Which of the following best describes creeping determinism? A) discovering opportunities for negotiation during a negotiation B) discovering opportunities in negotiation in hindsight C) believing in the good intentions of the opponent D) believing that the outcome of negotiation is determined by fate

Q: The concept that helps observers deal with perceived inequities in others' lives and yet maintain the belief that the world is just refers to ________ attribution. A) explanatory B) situational C) predictive D) defensive

Q: A negotiator has a bracelet that she considers to be her lucky mascot ever since she once successfully concluded a negotiation when wearing it. However, she disregards the times she wore it and did not fare well. This is an example of the ________. A) gambler's fallacy B) hot hand theory C) illusory correlation D) base rate fallacy

Q: Which of the following best describes the perseverance effect? A) the tendency of people to favor information that confirms their preconceptions or hypotheses B) the tendency of people to continue to believe that something is true even when it is revealed to be false C) the tendency of people to falsely perceive an association between two events or situations D) the tendency of people to erroneously believe that the onset of a certain random event is less likely following another event

Q: Suppose you flip a coin and it comes up heads five times in a row. What do you think the next outcome will be? Most people feel that the probability is high that the coin will come up tails. This refers to ________. A) a fundamental attribution error B) the gambler's fallacy C) Murphy's law D) the base rate fallacy

Q: Which of the following best describes the base rate fallacy? A) the tendency to treat chance events as though they have a built-in, evening-out mechanism B) the tendency of people to continue to believe that something is true even when it is revealed to be false or has been disproved C) the tendency to infer an unwarranted causal relationship between two events that are unrelated D) the tendency of people to discount valid information and choose to concentrate on other information

Q: The Green Party of a particular state received a large amount of favorable media attention prior to the state elections, much more than its competitors did. However, despite the publicity, it came a far third in the elections. Which of the following most likely explains this situation? A) the inert knowledge problem B) surface-level transfer C) the hindsight bias D) the false consensus effect

Q: At her interview, Amy meets the human resources representative, the team manager and the department head. They all seem aggressive in their way of speaking and reacting and she assumes that the company has an aggressive culture and that most other people from that firm will also be aggressive. Amy's assumption is based on the ________. A) gambler's fallacy B) anchoring heuristic C) representativeness heuristic D) availability heuristic

Q: Which of the following should you avoid in order to ensure a successful negotiation? A) using the availability heuristic to solve problems B) dividing negotiation issues into solvable parts C) making concessions to the other party D) cost cutting to reduce the other party's costs

Q: What is the false consensus effect? A) people's tendency to underestimate the degree to which their own behavior, attitudes, beliefs, and so on are shared by other people B) people's tendency to infer a causal relationship between two events even though they don't know the direction of causality C) people's tendency to make a judgment based on what they can remember, rather than complete data D) people's tendency to overestimate the degree to which their own behavior, attitudes, beliefs, and so on are shared by other people

Q: Which of the following best describes the availability heuristic? A) the inclination to see events that have already occurred as being more predictable than they were before they took place B) the phenomenon in which people predict the frequency of an event based on how easily an example can be brought to mind C) a cognitive bias that limits a person to using an object only in the way it is traditionally used D) the tendency for people to favor information that confirms their preconceptions regardless of whether the information is true

Q: In which of the following situations will a deep-level knowledge transfer be applicable between cases in different contexts? A) The cases are completely different. B) The cases are superficially similar. C) The cases have similar structural features. D) The cases have different superficial features.

Q: Though he is an expert in his field, a negotiator does not make use of an important lesson from his previous experience and ultimately repeats a mistake he once made. What can this be attributed to? A) the zeigarnik effect B) conditionalized knowledge C) inert knowledge D) the recency effect

Q: Which of the following is an advantage of a contingency contract? A) Negotiators can easily and accurately formalize such agreements. B) It allows negotiators to safeguard themselves if they are concerned about being cheated. C) It gives negotiators scope to focus on their speculative disagreements. D) It requires one-time or minimal interaction between the negotiating parties.

Q: January Inc. enters into negotiations with its longtime supplier, DBC Supplies to iron out the renewal of its contract. Predicting a slowing market in the immediate future, January is reluctant to grant DBC a significant improvement on the previous terms. However, DBC insists that the market will hold steady, and a significant change is justified. January's negotiators suggest that the two formulate a contingency contract that reconciles both points of view. Which of the following, if true, would prevent DBC from accepting these terms? A) January Inc. has a history of overconfidence in negotiations. B) DBC believes that January Inc.'s negotiators are lying about their expectations. C) January Inc. expects the market to grow in the near future. D) DBC believes that the market will shrink in the next year.

Q: RGB Inc. and Greengold Distributors have been locked in negotiations for a number of months. The negotiators of the parties involved decided not to finalize their terms and conditions until a particular event took place. Which of the following methods has been used in this case? A) logrolling B) non-specific compensation C) pie-expansion D) contingency contract

Q: Which of the following examples illustrates the concept of nonspecific compensation? A) Gary frames the issue under negotiation in terms of the potential problems rather than dwelling on shared interests. B) Jake trades off a concession on a less important item for a concession from his opposite on a more important item. C) Sally agrees to a compromise and is remunerated for her work in services rather than cash. D) Piper undertakes to cancel an outstanding debt from her competitor in return for publicity rights.

Q: Which of the following provides the best explanation of bridging in negotiation? A) the tendency to treat chance events as though they have a built-in, evening-out mechanism B) the process of drawing logical conclusions by solving logical syllogisms C) the tendency to continue to believe that something is true even when it is revealed to be false D) the process of creating alternatives in alignment with the other party's interests

Q: Integrative models of negotiation would be difficult if negotiators ________. A) have a consistent hindsight bias B) have a fixed-pie perception C) use bridging strategies D) use a cost cutting technique

Q: Which of the following is likely to promote cooperative negotiation? A) a fixed-pie perception B) similar BATNAs C) the set effect D) similar metacognition

Q: Which of the following models of negotiation is most likely to involve collaboration between the parties involved in the negotiation? A) cost-benefit analysis B) haggling C) problem-solving D) game-playing

Q: The partnership model requires that the negotiators must ________. A) always choose compromise over outright victory B) always use a fixed-pie perception of the negotiation C) stand their ground regardless of the opponent's views D) create goodwill in order to maintain a long-term relationship

Q: The research department at a university has developed a revolutionary new drug that it wants to mass-produce. Unfortunately, late in the research process, it discovers that one of the primary processes used in synthesizing the drug has been patented by ChemTex. The university enters into negotiations in order to secure the rights to use the technology. Which of the following, if true, would prevent ChemTex from using the haggling and game-playing models of negotiation? A) The revenue obtained from the product is likely to be significant. B) The university does not have the resources to produce the drug. C) ChemTex is struggling financially and is lagging behind its rivals. D) ChemTex is weak in the research and development of new drugs.

Q: In which model of negotiation are negotiators more likely to concede some of their desires in order to appease their competitor? A) partnership B) game-playing C) haggling D) cost-benefit analysis

Q: A negotiator weighs the pros and cons of every decision she faces with a view to maximizing her returns. What decision-making model is she resorting to? A) exploratory research B) content analysis C) case study D) cost-benefit analysis

Q: Which of the following lists the five popular mental models with regard to negotiation? A) conciliation, overexpectation, distribution, role playing and satisficing B) cost-benefit analysis, issue mix, reference point, haggling and resource assessment C) haggling, cost-benefit analysis, game playing, partnership and problem-solving D) game playing, reservation point, partnership, compromising and distribution

Q: The haggling model is based on ________. A) the negotiators' desire to invent options for mutual gain B) the need to make sacrifices to create long-term goodwill C) the fixed-pie perception of the negotiating parties D) the need to build rapport to nurture a long-term relationship

Q: In which mental model of negotiation does each negotiator try to procure the lion's share of the bargaining zone? A) capitulating B) haggling C) compromising D) partnership

Q: What is a mental model, with reference to negotiation? A) a theory about how inherent factors guide an individual to respond in a particular way B) a theory of how changes in surroundings can effect change in behavioral traits C) a subjective theory of what causes a person to behave in a certain way D) an individualized theory about behaviors and their corresponding outcomes

Q: The fixed-pie perception of negotiators makes them more likely to focus on ________. A) determining pie-enlarging strategies B) the competitive aspect of negotiations C) reaching conciliatory agreements D) engaging in premature concessions

Q: Cognitive consistency refers to people's tendency to attribute a greater value to an outcome they had to put effort into acquiring or achieving.

Q: Deductive reasoning is the process of drawing logical conclusions.

Q: Functional fixedness occurs when a problem solver bases a strategy on familiar methods.

Q: Illusory correlation is the tendency of people to continue to believe that something is true even when it is revealed to be false or has been disproved.

Q: Base rates are the frequency with which some event or pattern occurs in a general population.

Q: Contingency contracts do not allow negotiators to ascertain the veracity of the other party.

Q: Haggling refers to creating a new alternative that meets parties' underlying interests.

Q: In game playing, or the chess game model, each person has his own interests in mind.

Q: The haggling model is based upon the principle of expanding the pie during negotiation.

Q: The fixed-pie perception is the belief that negotiation is a win-or-lose enterprise.

Q: You are negotiating a maintenance contract on behalf of your company. In order to preempt the counterparty's attempts to manipulate your BATNA, the best strategy would be to ________. A) avoid reciprocating B) research your BATNA and develop your reservation price before negotiating C) generate several options, all of equal value and importance for both the parties D) discuss what may seem to be an implicit or unspoken agenda

Q: The best way to avoid making unilateral concessions is to ________. A) use the peripheral route to persuasion B) reveal your reservation point during the negotiation C) make the opening offer so that it becomes the anchoring point D) generate several options to present to the other party

Q: Those negotiators who ________ actually feel worse about their outcomes. A) negotiate a lot of issues B) cultivate their BATNA before the negotiation C) pursue the peripheral route to negotiation D) use the rights-based approach

Q: A person's prestige, credibility, or likeability determine whether they will be successful when negotiations occur through the ________ route. A) central B) sequential C) peripheral D) indirect

Q: Persuasion is more likely to occur through the ________ route when the negotiator is distracted or highly emotionally involved in the situation. A) peripheral B) sequential C) indirect D) central

Q: Which of the following routes to persuasion is direct, mindful, and information-based? A) the indirect route B) the peripheral route C) the sequential route D) the central route

Q: Meg is about to begin negotiations for a sales contract. From her background research she is alerted to the fact that her opponent is an analytical person who focuses on information, facts, and data. According to this information, which of the following routes to persuasion should Meg use during the negotiation? A) central B) indirect C) sequential D) peripheral

Q: Which of the following types of power indicates a negotiator's assessment of each party's potential power, which may or may not square with reality? A) apparent power B) perceived power C) potential power D) realized power

Q: Which of the following negotiators will do better in terms of slicing the pie? A) a negotiator who cultivates and improves his BATNA before the negotiation starts B) a negotiator who uses a rights-based approach for negotiations C) a negotiator who reveals his or her own reservation points D) a negotiator who thinks about the other party's BATNA before the negotiation starts

Q: Which of the following statements is true regarding a BATNA? A) You should prepare your BATNA after the other party makes their final offer. B) You should reveal your BATNA early in the negotiation so that the other party will make appropriate concession to their offer. C) You should asses the other party's BATNA and begin your research even before the negotiations start. D) You should reveal your BATNA only if the other party reveals their BATNA as this will help in expanding the bargaining zone.

Q: It is important to develop your BATNA before you actually begin the negotiation. This conclusion is based on which of the following assumptions? A) Your opponent will not reveal his true reservation point. B) The first offer that falls within the bargaining zone acts as a powerful anchor point in negotiation. C) Negotiations can breakdown at any point due to a variety of reasons. D) A negotiation is all about distributing the fixed pie.

Q: Richard is negotiating a sales contract for selling printers that are manufactured by his company. He should cultivate his BATNA ________. A) after the other party makes their opening offer B) prior to negotiating C) after identifying the other party's reservation point D) before the other party makes their final offer

Q: Sam is negotiating a contract to purchase raw materials for his company. Which of the following will be his most important source of power during the negotiation? A) his social status B) his BATNA C) his negotiation skills D) his target and reservation points

Q: Passive misrepresentation occurs when a negotiator does not mention true preferences and allows the other party to arrive at an erroneous conclusion.

Q: Physically attractive people are more effective in getting what they want than are less physically attractive people, independent of their actual skills.

Q: Generally, high-status individuals seldom talk, even when they know a lot about the topic.

Q: Marshaling defense strategies is more difficult in the case of peripheral route persuasion tactics than in the case of central route persuasion tactics.

Q: Negotiators who are suspicious are less effective at the bargaining table.

Q: People are risk-averse for losses and risk-seeking when it comes to gains.

Q: In contrast to the peripheral route, little cognitive or mindful work is performed when attempting to persuade someone via the central route.

Q: Perceived power is the extent to which negotiators claim benefits from an interaction.

Q: Potential power is a function of the counterparty's dependence on you.

Q: When the bargaining zone is small, contributions exert a stronger effect on resource allocation than do BATNAs.

Q: Discuss the door-in-the-face technique of persuasion.

Q: Discuss primary and the secondary status characteristics.

Q: People view themselves and their actions much more favorably than others view them. This is called ________. A) bounded rationality B) the illusion of superiority C) bounded ethicality D) the illusion of control

Q: Bounded ethicality refers to ________. A) the tendency of people to view themselves and their actions much more favorably than others view them B) the belief of people that they have more control over events than they really do C) the tendency of people to be overconfident about their knowledge D) the limits of people to make ethical decisions because they are either unaware or fail to fully and deliberately process information

Q: In which of the following situations is a negotiator least likely to lie? A) when the situation is purely distributive B) when there is no potential for a long term relationship C) when he dislikes the other party D) when the other party has more power

Q: In which of the following situations is a negotiator most likely to lie? A) when the other party has more power B) when he dislikes the other party C) when he thinks the other party is lying D) when the situation is purely distributive

Q: Which of the following is an unethical traditional competitive bargaining behavior? A) using a rights-based approach during the negotiation B) making very high or low opening offers C) making your opening offer your final offer D) giving out false information about your reservation point

Q: Which of the following statements is true about negotiators who are higher in power? A) They change their behavior to fit the situation. B) They are less likely to act in a risk-seeking fashion. C) They are more likely to divulge their interests in a negotiation. D) They tend to be more accurate about the situation.

Q: Sweetening the deal refers to the ________ technique. A) foot-in-the-door B) that's-not-all C) rejection-then-retreat D) door-in-the-face

Q: The door-in-the face technique is also called ________ tactic. A) reactance B) foot-in-the-door C) that's-not-all D) rejection-then-retreat