The ________ is the tendency for negotiators to behave as if they are communicating
synchronously when in fact they are not.
A) 11th hour negotiation effect B) temporal synchrony bias
C) framing effect D) fundamental attribution error
Question 2When dealing with neighbors it is best to use an integrative approach to any negotiations with them.
Indicate whether the statement is true or false
Question 3A pivotal norm in the sales department could be a peripheral norm in the finance department, even within the same organization.
Indicate whether the statement is true or false
Question 4According to Fiedler, the least influential element of the leadership situation is_________.
a. leader-member relation
b. task structure
c. follower maturity
d. position power
Question 5An employee who utilizes creative individualism accepts peripheral norms and questions the peripheral norms.
Indicate whether the statement is true or false
Question 6Negotiations between parties that do not have an established relationship tend to be more distributive.
Indicate whether the statement is true or false
Question 7What information do people primarily rely upon in face-to-face negotiation that makes it such a
preferred method of communication?
A) Nonverbal signals B) The vocabulary used
C) The pace of the conversation D) Shared interests
Question 8satisfies nearly all criteria for effective development.
a. Coaching
b. Experience
c. Mentoring
d. Self-awareness
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