One psychological bias that can lead to faulty judgments in negotiation is the ________, which
refers to the fact that most people think others agree with them more than is actually the case.
A) false consensus effect B) illusory correlation
C) hindsight bias D) even-split ploy
Question 2The leadership at Goldman Sachs is known for creating a culture that balanced employee needs and well being with organizational performance goals.
a. true
b. false
Question 3What technique decreases the inert knowledge problem in negotiation and increases people's
ability to transfer knowledge they possess when faced with a situation that could potentially
benefit from that knowledge?
A) Use trial and error to gradually find elements that work
B) Persevere through failure to eventually come to the right solution
C) Increase group size
D) Compare multiple examples that all illustrate a similar idea or strategy
Question 4Which process is most likely to occur in an after-activity review?
A) selection of the most qualified team leader for the next activity
B) recognition of members for their contributions to the team
C) analysis of what was done well and what needs to be changed
D) determination of responsibility for errors and mistakes
Question 5When it comes to learning, negotiators often fail to apply knowledge from past situations to the
present problem. Which of the following scenarios best illustrates the inert knowledge problem?
A) A businessman cannot make up his mind about which machine to purchase for his
factory.
B) A salesperson, when confronted by a problem with a customer order, cannot remember a
similar, previous situation that was in a different context.
C) A manager cannot remember the terms of an agreement made with their client and calls a
coworker to find out that information.
D) A manager is confronted with a new business challenge and consults her knowledge base
from previous problems in an attempt to see which past problem-solving strategy might
be useful in solving the current challenge.
Question 6Leaders and organizational founders play a key role in the development of the culture of an organization.
a. true
b. false
Question 7Which condition is least important for the success of a new strategy?
A) It has a few clear themes relevant to the shared values of the members.
B) It is similar to a strategy that was previously successful.
C) It is based on the core competencies of the organization.
D) It is compatible with significant changes in the external environment.
Question 8In order for contingency contracts to be viable and useful in negotiation, they must:
A) have a high degree of clarity and measurability
B) involve three or more parties in the contract
C) apply to the present interaction, not related to a future interaction
D) accurately predict the future
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