Promises and offers can be made more attractive in what way?

Promises and offers can be made more attractive in what way? 

A. minimizing the attractive qualities of the offer
B. showing how the offer meets your own needs
C. increasing the disadvantages of accepting the offer
D. setting deadlines on offers
E. Promises and offers can be made more attractive in none of the above ways.


Answer: D. setting deadlines on offers

Constructive bargaining relationships are typically marked by conditions of

Constructive bargaining relationships are typically marked by conditions of 

A. high trust.
B. high distrust.
C. high vigilance.
D. high monitoring behaviors
E. Constructive bargaining relationships are typically not marked by any of the above conditions.


Answer: A. high trust

Which of the following approaches can be used to de-escalate conflict by establishing commonalties or focusing on common objectives?

Which of the following approaches can be used to de-escalate conflict by establishing commonalties or focusing on common objectives? 

A. responding in kind
B. confronting offensive behavior
C. imaging
D. establishing superordinate goals
E. None of the above can be used to de-escalate conflict by establishing commonalties or focusing on common objectives.


Answer: D. establishing superordinate goals

In the GRIT strategy for synchronized de-escalation,

In the GRIT strategy for synchronized de-escalation, 

A. the party who desires to withdraw from the negotiation initiates the action.
B. unilateral actions are required of both sides.
C. a negotiator makes a concession and states that it is part of a deliberate strategy to reduce tension.
D. each party makes a concession only when he or she knows that the opposing party will reciprocate in kind.
E. All of the above are elements of the GRIT strategy.



Answer: C. a negotiator makes a concession and states that it is part of a deliberate strategy to reduce tension.

Which of the following techniques is the least effective in resolving impasses and defusing volatile emotion?

Which of the following techniques is the least effective in resolving impasses and defusing volatile emotion? 

A. separating the parties
B. tension management
C. active listening
D. synchronized de-escalation
E. all of the above techniques aid in resolving impasses


Answer: E. all of the above techniques aid in resolving impasses

Which is one of the six conflict-reduction strategies that can be applied in contentious situations used to resolve impasses?

Which is one of the six conflict-reduction strategies that can be applied in contentious situations used to resolve impasses? 

A. reinforcing tension in order to escalate hostility to the "breaking point"
B. enhancing the desirability of the options and alternatives that each party presents
C. Limiting communications to the minimum necessary for continued negotiations
D. allowing an unlimited number of issues to become part of the negotiations
E. All of the above are conflict reduction strategies that can be used to resolve disputes in difficult negotiations.


Answer: B. enhancing the desirability of the options and alternatives that each party presents

Which of the following makes a negotiation more intractable?

Which of the following makes a negotiation more intractable? 

A. The parties themselves are well organized
B. The conflict frequently de-escalates
C. The parties themselves are unorganized, loosely connected, and lacking structure
D. The social system from which the parties come is clearly structured
E. There is general consensus on underlying values, but a disagreement on how resources are to be allocated


Answer: C. The parties themselves are unorganized, loosely connected, and lacking structure

The longer discussion remains at the level of policy or principle, the more likely it is that the dispute can be successfully resolved.

The longer discussion remains at the level of policy or principle, the more likely it is that the dispute can be successfully resolved.

Answer: FALSE

Making demands more specific is making them more rigid; specific demands cannot be reformulated to meet the other's needs.

Making demands more specific is making them more rigid; specific demands cannot be reformulated to meet the other's needs.

Answer: FALSE

Single-issue conflicts are easier to manage because they quickly lead to win-win situations.

Single-issue conflicts are easier to manage because they quickly lead to win-win situations.

Answer: FALSE

Having fewer actors present, or even limiting the conflict to two individuals, will decrease the chances of reaching a favorable settlement.

Having fewer actors present, or even limiting the conflict to two individuals, will decrease the chances of reaching a favorable settlement.

Answer: FALSE

In the GRIT strategy for synchronized de-escalation, each party makes a concession only when he or she knows that the opposing party will reciprocate in kind.

In the GRIT strategy for synchronized de-escalation, each party makes a concession only when he or she knows that the opposing party will reciprocate in kind.

Answer: FALSE

Skilled negotiators know that by listening to the other person and allowing an expression of feelings, the catharsis will vent emotion and clear the air and may permit negotiations to return to a calmer pace.

Skilled negotiators know that by listening to the other person and allowing an expression of feelings, the catharsis will vent emotion and clear the air and may permit negotiations to return to a calmer pace.

Answer: TRUE

The longer the parties debate, the more likely it is that emotions will overrule reason.

The longer the parties debate, the more likely it is that emotions will overrule reason.

Answer: TRUE

Genuine impasse occurs when parties deliberately refuse to proceed with negotiation as a way to gain leverage or put pressure on the other party to make concessions.

Genuine impasse occurs when parties deliberately refuse to proceed with negotiation as a way to gain leverage or put pressure on the other party to make concessions.

Answer: FALSE

There is a growing body of evidence that suggests that women are at a disadvantage in negotiations as compared to male negotiators. The nature of this disadvantage may occur in

There is a growing body of evidence that suggests that women are at a disadvantage in negotiations as compared to male negotiators. The nature of this disadvantage may occur in 

A) being treated differently before and during negotiations than men.
B) receiving worse opening offers from the other party.
C) receiving worse outcomes in similar negotiations than males.
D) being penalized when they use the same negotiation tactic that males use successfully.
E) All of the above.


Answer: E

Which of the following are likely to "level the playing field" for women who seem to be at a disadvantage in negotiations?

Which of the following are likely to "level the playing field" for women who seem to be at a disadvantage in negotiations?

A) Motivational interventions.
B) Situational interventions.
C) Cognitive Interventions.
D) None of the above interventions can help rectify the disparity.
E) All of the above contribute to reducing the constraints.


Answer: E

Women tend to fare worse on salary negotiations because:

Women tend to fare worse on salary negotiations because:

A) they tend to ask for higher salaries during interviews.
B) they tend to accept what is offered them.
C) they tend to not ask for more.
D) they tend to anticipate a hypothetical salary.
E) they tend to become overly involved with salary negotiations.


Answer: C

Identify the one result from among the following empirical findings on gender differences that is not true.

Identify the one result from among the following empirical findings on gender differences that is not true.

A) Men and women conceive of negotiations in different ways.
B) Men and women communicate differently in negotiation.
C) Men and women are treated similarly in negotiation.
D) Men and women can use the same tactics to different effects.
E) Men and women stereotypes affect negotiator performance.


Answer: C

Which of the following statements about the important factors that affect how women and men approach negotiations is untrue?

Which of the following statements about the important factors that affect how women and men approach negotiations is untrue?

A) Women are more aware of the complete relationship among the parties who are negotiating and are more likely to perceive negotiation as part of the larger context within which it takes place than to focus only on the content of the issues being discussed.
B) Women tend not to draw strict boundaries between negotiating and other aspects of their relationships with other people but instead see negotiation as a behavior that occurs within relationships without large divisions marking when it begins and ends.
C) Men can be characterized as using power to achieve their own goals, or to force the other party to capitulate to their point of view.
D) Men use dialogue in two ways: (a) to convince the other party that their position is the correct one and (b) to support various tactics and ploys that are used to win points during the discussion.
E) Negative stereotypes about female bargainers do not shape expectations and behaviors by both men and women at the negotiating table.


Answer: E

Using dialogue to convince the other party that their position is correct and to support various tactics and ploys that are used to win points during the discussion is a characteristic of

Using dialogue to convince the other party that their position is correct and to support various tactics and ploys that are used to win points during the discussion is a characteristic of 

A) female negotiators.
B) male negotiators.
C) both male and female negotiators.
D) neither male nor female negotiators.
E) Either male or female negotiators, but not during the same negotiation.


Answer: B

According to Kolb and Coolidge, during a negotiation women tend to Lewicki/Barry/Saunders, Negotiation,

According to Kolb and Coolidge, during a negotiation women tend to Lewicki/Barry/Saunders, Negotiation,

A) use dialogue to convince the other party that their position is correct.
B) demarcate negotiating from other behaviors that occur in the relationship.
C) seek empowerment when there is interaction among all parties in the relationship.
D) use power to achieve their own goals.
E) All of the above.



Answer: C

According to Kolb and Coolidge, during a negotiation men tend to

According to Kolb and Coolidge, during a negotiation men tend to 

A) demarcate negotiating from other behaviors that occur in the relationship.
B) perceive negotiation as part of the larger context within which it takes place.
C) seek empowerment when there is interaction among all parties in the relationship.
D) to engage the other in a joint exploration of ideas.
E) None of the above.


Answer: A

Which theoretical finding about the role of women in negotiations is not true?

Which theoretical finding about the role of women in negotiations is not true? 

A) Women may place a greater emphasis on interaction goals (the interpersonal aspects of the negotiations).
B) Women's conceptualization of power may make them less comfortable than men with integrative versus distributive negotiation.
C) Women were more likely to perceive conflict episodes in relationship terms.
D) Women in negotiations are often treated worse than men during negotiations.
E) Women using the same negotiation tactic that men used were less successful than men.


Answer: B

Research on gender characteristics in negotiation

Research on gender characteristics in negotiation 

A) has shown a strength in the use of sex as the independent variable.
B) has yielded consistent findings to document significant differences between male and female negotiators.
C) has found there are differences in how males and females negotiate, but these differences are difficult to detect.
D) has a generalized influence on the dependent variables in a negotiation.
E) All of the above are results of research on gender characteristics in negotiation.


Answer: C

Who were the principals of the Camp David Peace Accords:

Who were the principals of the Camp David Peace Accords:

A. Begin, Sadat, Carter
B. Vance, Begin, Carter
C. Begin, Sadat, Vance
D. Begin, Vance, Carter
E. None of the above


Answer: A. Begin, Sadat, Carter

Which country was left out of the Munich Agreement of 1939:

Which country was left out of the Munich Agreement of 1939:

A. France
B. Germany
C. Italy
D. England
E. Czechslovakia


Answer: E. Czechslovakia

Who said "Trust with Verification"

Who said "Trust with Verification"

A. Jimmy Carter
B. Dwight David Eisenhower
C. Ronald Reagan
D. Lyndon B. Johnson
E. Bill Clinton


Answer: C. Ronald Reagan

"Optimism and pessimism are __________"

"Optimism and pessimism are __________" 

A. synonyms
B. opposites
C. infectious
D. adjectives
E. contagious



Answer: C. infectious

Dr. Joyce Brothers suggests you may gain power by :

Dr. Joyce Brothers suggests you may gain power by :

A. Act as If
B. Go to the balcony
C. Listen Carefully
D. Have an Ace up you sleeve
E. All of the above,
F. None of the above


Answer: E. All of the above,

Which of the following is not a major source of power from one of the five different groupings?

Which of the following is not a major source of power from one of the five different groupings?

A. Personal power
B. Reward power
C. Coercive power
D. Legitimate power
E. Referent power


Answer: A. Personal power

Expert power is

Expert power is

A. accorded to those who are seen as having achieved some level of command and mastery of specific information.
B. derived from the ability to allocate, suspense, or withhold resources.
C. derived from occupying a particular job, office or position in an organizational hierarchy
D. All of the above are characteristics of expert power.
E. None of the above are characteristics of expert power.


Answer: A. accorded to those who are seen as having achieved some level of command and mastery of specific information.

Which of the following statements about legitimate power is false

Which of the following statements about legitimate power is false

A. Legitimate power is at the foundation of our social structure
B. legitimate power creates social structures that are inherently inefficient
C. legitimate power cannot function without obedience
D. Legitimate power is often derived from manipulating the other sources of power
E. All of the above statements about legitimate power are true


Answer: B. legitimate power creates social structures that are inherently inefficient

Tactics designed to create power equalization are often employed as a way to

Tactics designed to create power equalization are often employed as a way to 

A. gain advantage in a distributive bargaining situation
B. block the other's power moves
C. level the playing field
D. diminsih the expert power of the other party
E. All of the above


Answer: C. level the playing field

Social structures are inherently inefficient, and this realization creates the basis for legitimate power.

Social structures are inherently inefficient, and this realization creates the basis for legitimate power.

Answer: FALSE

Negotiators who don't care about their power or who have matched power - equally high or low - will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome.

Negotiators who don't care about their power or who have matched power - equally high or low - will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome.

Answer: TRUE

Personal reward power cannot be derived from the target being influenced because the agent liked them or showed them some form of social acceptance.

Personal reward power cannot be derived from the target being influenced because the agent liked them or showed them some form of social acceptance.

Answer: FALSE

When agents, constituencies and external audiences are present in a negotiation, they can become actively involved to formally or informally pressure others as part of the negotiation process.

When agents, constituencies and external audiences are present in a negotiation, they can become actively involved to formally or informally pressure others as part of the negotiation process.

Answer: TRUE

The effectiveness of formal authority is derived from the willingness of followers to acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.

The effectiveness of formal authority is derived from the willingness of followers to acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.

Answer: TRUE

Expert power is derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes.

Expert power is derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes.

Answer: FALSE

Research supports which conclusion about role reversal?

Research supports which conclusion about role reversal?

A) Role reversal is effective in producing cognitive changes but not attitude changes.
B) When parties' positions are fundamentally compatible with one another, role reversal is likely to produce better results.
C) When parties' positions are fundamentally incompatible; role reversal may dull the perceptions of incompatibility.
D) Role reversal leads to easier resolutions of conflict, particularly when accurate communication reveals a fundamental incompatibility in the positions of the two sides.
E) All of the above conclusions are supported by research.


Answer: B

Successful reflective responding can be characterized by

Successful reflective responding can be characterized by

A) a greater emphasis on speaking than listening.
B) responding to abstract rather than personal points.
C) following the other rather than leading him or her into areas that the listener thinks should be explored.
D) suggesting or questioning what the speaker should be thinking or feeling.
E) All of the above are characteristics of reflective responding.


Answer: C

In passive listening

In passive listening

A) the receivers restate or paraphrase the sender's message in their own language.
B) the receivers interject responses to keep communicators sending messages.
C) the receiver provides no feedback to the sender about the accuracy or completeness of reception.
D) senders may misinterpret acknowledgments as the receiver's agreement with their position, rather than that they are simply receiving the message.
E) None of the above occurs in passive listening.


Answer: C

Questions can be used to

Questions can be used to

A) manage difficult or stalled negotiations.
B) pry or lever a negotiation out of a breakdown or an apparent dead end.
C) assist or force the other party to face up to the effects or consequences of their behaviors.
D) collect and diagnose information.
E) Questions can be used for all of the above.


Answer: E

Which of the following are types of manageable questions?

Which of the following are types of manageable questions?

A) close-out questions that force the other party into seeing things your way
B) leading questions that point toward an answer
C) impulse questions that occur "on the spur of the moment," without planning
D) loaded questions that put the other party on the spot regardless of his/her answer
E) None of the above are types of manageable questions.


Answer: B

What are the most dominant contributors to breakdowns and failures in negotiation?

What are the most dominant contributors to breakdowns and failures in negotiation?

A) failures and distortions in perception, meaning, and feedback
B) failures and distortions in perception, feedback, and behaviors
C) failures and distortions in perception, communication, and framing
D) failures and distortions in perception, cognition, and communication.
E) None of the above contribute to breakdowns and failures in negotiation.


Answer: D

Which of the following is not one of the four biases that threaten e-mail negotiations?

Which of the following is not one of the four biases that threaten e-mail negotiations?

A) Temporal synchrony bias is the tendency for e-mail negotiators to behave as if they are in a synchronous situation when they are not (parties are not working on the same time frame).
B) Sinister attribution bias occurs when one mistakenly assumes that another's behavior is caused by personality flaws, while overlooking the role of situational factors (dissimilarity between parties and shortage of rapport may exist among e-mail lead individuals to project sinister and deceitful motives onto the other party).
C) Impasse in e-mail negotiations bias is the tendency for the negotiators to disclose personal information through e-mail about themselves and the issues with the other party (no mutual self-disclosure on the part of the out-group party).
D) Burned bridge bias is the tendency for individuals to employ risky behavior during e-mail negotiations that they would not use during a face-to-face encounter (negotiators may be more willing to challenge the other party).
E) Squeaky wheel bias is the tendency for e-mail negotiators to use a negative emotional style to achieve their goals (resort to intimidation, rude behavior, poor etiquette to achieve outcomes).


Answer: C

Gibbons, Bradac, and Busch suggest that threats can be made more credible and more compelling by using

Gibbons, Bradac, and Busch suggest that threats can be made more credible and more compelling by using

A) positively polarized descriptions of the other party.
B) low immediacy.
C) high intensity.
D) low verbal diversity.
E) None of the above can make threats more credible and compelling.


Answer: C

Which of the following is not one of the five linguistic dimensions of making threats?

Which of the following is not one of the five linguistic dimensions of making threats?

A) the use of polarized language
B) the conveyance of verbal immediacy
C) the degree of lexical diversity
D) the extent of low-power language style
E) All of the above are elements of the five linguistic dimensions of making threats.


Answer: D

Define exonerating circumstances.

Define exonerating circumstances.

A) Negotiators suggest that they had no choice in taking the positions they did.
B) Negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative it derives from positive motives.
C) Outcomes can be explained by changing the context.
D) Negotiators who use multiple explanations are more likely to have better outcomes.
E) None of the above can define exonerating circumstances.


Answer: B

The presence of feedback can

The presence of feedback can

A) distort communication in negotiation.
B) lead negotiators to change the way that they negotiate or evaluate negotiation outcomes.
C) influence the offers that negotiators make.
D) motivate the sender to change his or her behavior, either in a positive or negative direction.
E) The presence of feedback can cause all of the above to occur.


Answer: E

"Interpretation" can be defined as

"Interpretation" can be defined as

A) the process by which the receiver reacts to the sender's message.
B) the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual.
C) the facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as a set of filters for interpreting the decoded messages.
D) small amounts of perceptual information that are used to draw large conclusions about individuals.
E) None of the above define "interpretation."


Answer: C

Which of the following would be likely to distort messages and their meaning, preventing them from being understood completely?

Which of the following would be likely to distort messages and their meaning, preventing them from being understood completely?

A) shared or common goals between the sender and receiver
B) the elimination of distraction and confusion in the communication environment
C) the avoidance of symbolic communication
D) the congruence or incongruence between multiple transmission channels
E) All of the above would be likely to distort messages and their meaning.


Answer: D

Encoding can be defined as

Encoding can be defined as

A) the facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as a set of filters for interpreting the decoded messages.
B) the process by which messages are put into symbolic form.
C) the process of translating messages from their symbolic form into a form that makes sense.
D) the process by which the receiver reacts to the sender's message.
E) Decoding can be defined as all of the above.


Answer: C

In which of the following examples is the communication model listed in the correct order?

In which of the following examples is the communication model listed in the correct order?

A) sender encodes the message, message is transmitted, receiver decodes the message, receiver provides feedback to the sender
B) message is transmitted, sender encodes the message, receiver decodes the message, receiver provides feedback to the sender
C) sender encodes the message, receiver decodes the message, message is transmitted, receiver provides feedback to the sender
D) sender encodes the message, message is transmitted, receiver provides feedback to the sender, receiver decodes the message
E) None of the above list the communication process in the correct order.


Answer: A

Manageable questions cause difficulty, give information, and bring the discussion to a false conclusion.

Manageable questions cause difficulty, give information, and bring the discussion to a false conclusion.

Answer: F

A negotiator's choice of words may only signal a position; it may never shape or predict it.

A negotiator's choice of words may only signal a position; it may never shape or predict it.

Answer: F

High levels of language intensity are used to convey strong feelings in the recipient, while low intensity conveys weak feelings.

High levels of language intensity are used to convey strong feelings in the recipient, while low intensity conveys weak feelings.

Answer: T

Low verbal immediacy is intended to engage or compel the other party, while high verbal immediacy is intended to create a sense of distance or aloofness.

Low verbal immediacy is intended to engage or compel the other party, while high verbal immediacy is intended to create a sense of distance or aloofness.

Answer: F

Sitkin and Bies suggest that negotiators who use multiple explanations are more likely to have better outcomes and that the negative effects of poor outcomes can be mitigated by communicating explanations for them.

Sitkin and Bies suggest that negotiators who use multiple explanations are more likely to have better outcomes and that the negative effects of poor outcomes can be mitigated by communicating explanations for them.

Answer: T

Mitigating circumstances occur where negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative it derives from positive motives.

Mitigating circumstances occur where negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative it derives from positive motives.

Answer: F

Thompson et al. found that winners and losers evaluated their own outcomes equally when they did not know how well the other party had done, but if they found out that the other negotiator had done better, or was even pleased with his or her outcome, then negotiators felt less positive about their own outcome.

Thompson et al. found that winners and losers evaluated their own outcomes equally when they did not know how well the other party had done, but if they found out that the other negotiator had done better, or was even pleased with his or her outcome, then negotiators felt less positive about their own outcome.

Answer: T

While the blend of integrative versus distributive communication content varies as a function of the issues being discussed, it is also clear that the content of communication is only partly responsible for negotiation outcomes.

While the blend of integrative versus distributive communication content varies as a function of the issues being discussed, it is also clear that the content of communication is only partly responsible for negotiation outcomes.

Answer: T

One-way communication is the only instance in which feedback is not essential to the communication process.

One-way communication is the only instance in which feedback is not essential to the communication process.

Answer: F

Decoding can be defined as the process by which messages are put into symbolic form.

Decoding can be defined as the process by which messages are put into symbolic form.

Answer: F

The more prone we are to use symbolic communication, the more likely it is that the symbols we choose may not accurately communicate the meaning we intend.

The more prone we are to use symbolic communication, the more likely it is that the symbols we choose may not accurately communicate the meaning we intend.

Answer: T

The more diverse the goals of the two parties, or the more antagonistic they are in their relationship, the lesser the likelihood that distortions and errors in communication will occur.

The more diverse the goals of the two parties, or the more antagonistic they are in their relationship, the lesser the likelihood that distortions and errors in communication will occur.

Answer: F

The elements of the communication model and the linkages among them are invulnerable to external factors.

The elements of the communication model and the linkages among them are invulnerable to external factors.

Answer: F

Communication "works" to the degree that a wide variety of information is completely and thoroughly shared among the parties, and mutual understanding is reached.

Communication "works" to the degree that a wide variety of information is completely and thoroughly shared among the parties, and mutual understanding is reached.

Answer: T

Most communication, particularly in negotiation, involves give-and-take dialogue and discussion between at least two parties.

Most communication, particularly in negotiation, involves give-and-take dialogue and discussion between at least two parties.

Answer: T