Adversaries can be described as

Adversaries can be described as

A) parties who will not take a stand one way or the other on the issue.
B) people with whom negotiator has conflicting goals and objectives, but who can be trusted to
be principled and candid in their opposition.
C) parties who a negotiator believes are in agreement with their goals and vision, and whom they trust.
D) negotiators who are low in agreement and low in trust.
E) None of the above statements describes adversaries.


Answer: D

Bedfellows are parties with whom a negotiator has

Bedfellows are parties with whom a negotiator has

A) high agreement and low trust.
B) low agreement and high trust.
C) low agreement and low trust.
D) high agreement and high trust.
E) Bedfellows have none of the above characteristics.


Answer: A

Allies can be defined as

Allies can be defined as

A) people with whom a negotiator has conflicting goals and objectives, but who can be trusted to be principled and candid in their opposition.
B) parties who are in agreement with their goals and vision, and whom the negotiator trusts.
C) parties with whom a negotiator has high agreement on the vision or objectives, but low to moderate levels of trust.
D) negotiators who are low in agreement and low in trust.
E) None of the above statements defines allies.


Answer: B

Block argues that authentic tactics require parties to

Block argues that authentic tactics require parties to

A) say "yes" when they mean "no."
B) share only the information that is relevant to the issue at hand.
C) use language that describes reality.
D) reposition their endorsement or support for the sake of acceptance.
E) Authentic tactics require parties to do all of the above.


Answer: C

Strategic power in coalitions

Strategic power in coalitions

A) emerges from the availability of alternative coalition partners.
B) derives from what parties consider a fair or just distribution of the outcomes and results of a coalition.
C) is dependent on which party's arguments ultimately shape the allocation rule used by the group.
D) is shaped by the compatibility of preferences between two or more parties.
E) Strategic power in coalitions is described by all of the above.


Answer: A

Which of the following statements about strength in coalitions is false?

Which of the following statements about strength in coalitions is false?

A) Those parties who have relatively fewer resources in a coalition may be stronger.
B) The more resources one holds or controls, the more likely that he or she will be a criticaL coalition member.
C) Coalition players with strength often become the center of communication networks.
D) The more power one holds or controls, the more likely that he or she will be a central figure in pulling the coalition together and dictating its strategy.
E) All of the above statements about strength in coalitions are true.


Answer: E

Those advocating a need allocation standard argue that

Those advocating a need allocation standard argue that

A) those who contributed more should receive more, in proportion to the magnitude of their contribution.
B) everyone should receive the same outcome.
C) parties should receive more in proportion to some demonstrated need for the resource.
D) decision rules in coalitions should be made on an individual, case-by-case basis.
E) Those advocating a need standard argue for all of the above.


Answer: C

The "strength-is-weakness" dynamic in coalitions states that

The "strength-is-weakness" dynamic in coalitions states that

A) coalition founders will go to those who are the weakest for support.
B) the weakest members may need to be in the coalition the most.
C) the weakest members will demand the least payoff from joining the coalition.
D) the weakest members may hold power in the coalition.
E) The "strength is weakness" dynamic in coalitions states all of the above.



Answer: E

The "joining threshold" is

The "joining threshold" is

A) the total number of people who can join a specific coalition.
B) the level where a minimum number of people have joined a coalition and others begin to join because they recognize that their current friends and associates are already members.
C) the minimum number of people required for a coalition to be successful.
D) the level at which a new member must "pay" in order to join the coalition.
E) None of the above defines the joining threshold.


Answer: B

Coalitions build by

Coalitions build by

A) organizing members through formal meetings .
B) adding one member at a time.
C) mobilizing departments or divisions.
D) unification in a single, defining event.
E) Coalitions are built by all of the above.


Answer: B

What is the "paradox" of being a coalition founder?

What is the "paradox" of being a coalition founder?

A) Early in the coalition building process, the founder may have to give away a lot in order to apparently gain a little.
B) The founder's position shifts from strength to weakness as the coalition grows.
C) The founder is usually not a part of the leadership of the coalition.
D) The founder's early share in the coalition is large, and grows as more members are added.
E) None of the above describes the paradox of being a coalition founder.


Answer: A

Which of the following lists three of the major types of coalitions?

Which of the following lists three of the major types of coalitions?

A) potential coalitions, operating coalitions, and recurring coalitions
B) external coalitions, operating coalitions, and recurring coalitions
C) latent coalitions, established coalitions, and potential coalitions
D) established coalitions, operating coalitions, and temporary coalitions
E) None of the above lists three major types of coalitions.


Answer: A

A coalition is determined by the commitment of its members to

A coalition is determined by the commitment of its members to

A) meet on a regular basis.
B) collectively focus their action on an intended target.
C) the formal hierarchy of the coalition.
D) maintain regular and accurate communication.
E) A coalition is determined by the commitment of its members to all of the above.


Answer: B

Which of the following is not a property of a coalition?

Which of the following is not a property of a coalition?

A) A coalition is an interacting group of individuals.
B) A coalition is independent of the formal structure of the organization.
C) A coalition consists of mutually perceived membership.
D) A coalition is focused on a goal or goals internal to the coalition.
E) All of the above are properties of coalitions.


Answer: E

A constituency is Cu tri

A constituency is Cu tri

A) one or more parties whose interests, demands, or priorities are being represented by the focal negotiator at the table.
B) a negotiator representing the interests of another party.
C) any individual or group of people who are not directly involved in or affected by a negotiation, but who have a chance to observe and react to the ongoing events.
D) two or more parties on the same side who are working together and collectively advocating the same positions and interests.
E) A constituency can be defined by all of the above.


Answer: A

Within relationships, we see that parties shift their focus considerably, away from a sole focus on price and exchange, to also attend to

Within relationships, we see that parties shift their focus considerably, away from a sole focus on price and exchange, to also attend to

A) the future of the relationship.
B) the level of trust between the parties.
C) the emotions and evaluations of the other negotiator.
D) questions of fairness.
E) Within relationships, parties shift their focus to attend to all of the above.


Answer: E

Which question that should be asked about working on the improvement of a relationship is false?

Which question that should be asked about working on the improvement of a relationship is false?

A) If the relationship is in difficulty, what might have caused it, and how can I gather information or perspective to improve the situation?
B) How can we take the pressure off each other so that we can give each other the freedom of choice to talk about what has happened, and what is necessary to fix it?
C) Trust repair is a long and slow process. It requires adequate explanations for past behavior, apologies, and perhaps even reparations. Interestingly, cultures differ in the way they manage this process
D) Must we surface the deeply felt emotions that have produced anger, frustration, rejection and disappointment? Should we effectively vent these emotions, or understand their causes, so that we can move beyond them?
E) How can we begin to appreciate each other's contributions, and the positive things that we have done together in the past? How can we restore that respect and value each other's contributions?


Answer: D

Denise Rousseau has researched and defined the "idiosyncratic deal" as the unique ways that employers may come to treat certain employees compared to others in the same office or environment. Which observation stated below is inaccurate?

Denise Rousseau has researched and defined the "idiosyncratic deal" as the unique ways that employers may come to treat certain employees compared to others in the same office or environment. Which observation stated below is inaccurate?

A) Deals are more common when workers are willing to negotiate.
B) Deals are more likely to work effectively when performance criteria are clear and well specified.
C) Deals are more common in certain countries, such as the United States, the United Kingdom and New Zealand.
D) Deals are more common when workers are located in large organizations.
E) Deals are more likely to work when workers trust the performance appraisal process.


Answer: D

Which of the following conclusions about the issue of fairness is not a true statement?

Which of the following conclusions about the issue of fairness is not a true statement?

A) Involvement in the process of helping to shape a negotiation strategy increases commitment to that strategy and willingness to pursue it.
B) Negotiators (buyers in a market transaction) who are encouraged ("primed") to think about fairness are more cooperative in distributive negotiations.
C) Parties who are made offers they perceive as unfair may reject them out of hand, even though the amount offered may be better than the alternative settlement, which is to receive nothing at all.
D) Establishment of some "objective standard" of fairness has a positive impact on the negotiations and satisfaction with the outcome.
E) All of the above are true statements.


Answer: E

How parties treat each other in one-to-one relationships is the process of which of the following justices?

How parties treat each other in one-to-one relationships is the process of which of the following justices?

A) Procedural
B) Interactional
C) Systemic
D) Distributive
E) None of the above


Answer: B