One of the major shortcomings in negotiation occurs when negotiators make an offer that is too
generous and is immediately accepted by the counterparty. This negotiation trap is called:
A) the winner's curse B) the confirmation bias
C) the mixed-motive negotiator D) egocentrism
Question 2Negotiators who have developed a bargaining style that works only within a narrow subset of
the business world will suffer unless they can:
A) broaden their negotiation skills across businesses, industries, and cultures
B) act more cooperatively
C) take risks
D) act more competitively
Question 3With regard to negotiation, the winner's curse occurs when:
A) the counterparty demonstrates retaliative behavior
B) no one can be trusted
C) a negotiator sets his/her aspirations too high
D) a negotiator makes an offer that is immediately accepted by the other party
Question 4Self-leadership relies on receiving feedback and rewards from others outside of the team.
a. true
b. false
Question 5Which influence tactic is used most frequently in organizations?
A) pressure B) exchange
C) rational persuasion D) consultation
Question 6Jonas Falk, CEO of OrganicLife, states that leadership is taking an average team of individuals and transforming them into superstars.
Explain what she means by that statement, why it is important, and give an example that demonstrates her belief.
What will be an ideal response?
Question 7When negotiators are described as being interdependent, that means people need to know how
to:
A) develop different norms of communication
B) integrate their interests and work together
C) have similar incentive structures
D) be self-sufficient and self-focused
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