Conflict escalation threatens the ability of negotiators to reach agreement. One of the most
effective ways to respond to a power move by an opponent is:
A) punishment B) encourage a bigger threat
C) laugh at the behavior D) do not reciprocate
Question 2When a culture is high in uncertainty avoidance, people are likely to:
a. search for absolute truths
b. expect their leaders to allow participation
c. rely on their community for information
d. have a short term orientation
Question 3refers to the process of providing support to assure the change becomes permanent.
a. Unfreezing
b. Changing
c. Refreezing
d. Transforming
Question 4With regard to reputation in negotiation, negotiators who use adversarial, stubborn, and
ethically-questionable behavior often have the effect of:
A) being regarded as ineffective B) enhancing their reputations
C) improving their business relationships D) decreasing their group status
Question 5Regarding some of the major shortcomings that negotiators struggle to overcome, lose-lose
negotiation occurs when negotiators:
A) settle for too little by making concessions that are too small
B) accept all terms offered by the counterparty
C) leave money on the table because they fail to recognize and exploit opportunities for
mutual gain
D) do not sign a binding contract
Question 6Why is the human tendency to satisfice over the long run of a negotiation relationship
detrimental?
A) The satisficing party settles for a mediocre option, or something less than they could
otherwise have.
B) The satisficing party's aspirations are too high and therefore they push too aggressively
during negotiation, creating a feeling of enmity with the other's party.
C) The tendency of a person to see what they want when appraising their performance leads
people to selectively seek information that confirms what they believe is true.
D) Satisficing creates a competitive negotiation which affects the potential for pie-expansion.
Question 7A number of biases affect a negotiator's ability to negotiate effectively. One of these biases, the
confirmation bias, is best defined as:
A) setting high aspirations and attempting to achieve as much as possible
B) the tendency of people to see what they want to see when evaluating a situation for
themselves
C) being aware of one's own incompetence
D) settling for something less than what could have been achieved with better effort
Question 8The tendency for people to view their decision making and negotiation abilities in a way that is
flattering or fulfilling for them is known as:
A) egocentrism B) focal points
C) self-reinforcing confidence D) reactive devaluation
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