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

Which of the following statements about the three approaches for inoculating against the arguments of other parties is false?

Which of the following statements about the three approaches for inoculating against the arguments of other parties is false?

A) The most effective approach is the "double defense" approach.
B) The least effective approach is that of developing arguments only in support of our own position.
C) The best way to inoculate people against attacks on their position is to involve them in developing a defense.
D) Asking people to make public statements supporting their original position decreases their resistance to counterarguments.
E) All of the above statements are true.



Answer: D

How can negotiators prevent the other party from making public commitments?

How can negotiators prevent the other party from making public commitments? 

A) emphasize statements of commitment
B) respond to all statements of commitment
C) look for a rationale to explain why the commitment does not apply at this time
D) make pubic commitments of their own
E) All of the above can be used to prevent the other party from making public commitments.

Answer: C

What are three major things that a listener can do to resist another's influence efforts?

What are three major things that a listener can do to resist another's influence efforts? 

A) have a good BATNA, avoid public commitments, and defend one's self against the other's persuasive message
B) avoid BATNAs, make a public commitment, and pay close attention to the other's persuasive message
C) have a good BATNA, make a public commitment, and defend one's self against the other's persuasive message
D) avoid BATNAs, avoid public commitments, and pay close attention to the other's persuasive message
E) None of the above contains techniques that can be used to resist the other's influence efforts.

Answer: C

How can we reward people for what they say during a negotiation?

How can we reward people for what they say during a negotiation?

A) acknowledge and support a point that they have made
B) ignore or underplay points that we feel need to be emphasized but which weren't
C) encourage the other party to develop unfavorable points
D) accept all concessions and favors without returning any
E) None of the above tactics can be used to reward people for what they say during a negotiation.

Answer: A

Why is it important to explore the other party's outlook?

Why is it important to explore the other party's outlook? 

A) It can give us more information.
B) It can lead us to designing solutions to meet both sides' needs.
C) It further increases the other party's feeling of being listened to.
D) It makes the other party more receptive to meeting our needs.
E) It is important to explore the other party's outlook for all of the above reasons.




Answer: E