Negotiation Chapter 6

Question 1

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.

Answer 1

E. All of the above describe perception.

Question 2

42. 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.

Answer 2

C. stimulus, attention, recognition, translation, behavior

Question 3

43. 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.

Answer 3

B. people generalize about a variety of attributes based on the knowledge of one attribute of an individual.

Question 4

44. 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.

Answer 4

D. people ascribe to others the characteristics or feelings that they possess themselves.

Question 5

45. 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

Answer 5

C. disputes are often nebulous and open to different interpretations.

Question 6

46. 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

Answer 6

C. Outcome

Question 7

47. 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.

Answer 7

D. Specific frames may be likely to be used with certain types of issues.

Question 8

48. 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

Answer 8

E. All of the above should be considered

Question 9

49. 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.

Answer 9

E. All of the above contribute to the shaping of the conversation.

Question 10

50. 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.

Answer 10

E. all of the above apply to reframing as parties often propose new ways to approach a problem.

Question 11

51. 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.

Answer 11

D.a negotiator’s commitment to a course of action, even when that commitment constitutes irrational behavior on his/her part.

Question 12

52. 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.

Answer 12

E. All of the above are cognitive biases.

Question 13

53. 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.

Answer 13

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.

Question 14

54. 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

Answer 14

E. Overconfidence

Question 15

55. 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.

Answer 15

D. is the tendency to overvalue something you own or believe you possess.

Question 16

56. 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.

Answer 16

E. All of the above are elements of reactive devaluation.

Question 17

57. 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.

Answer 17

E. All of the above help manage biases but may not be enough in and of themselves.

Question 18

58. 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

Answer 18

D. all of the above

Question 19

59. 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.

Answer 19

B. escalate the conflict.

Question 20

60. 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.

Answer 20

C. Negative feelings may create positive outcomes.