Rackham's study found that during face-to-face-bargaining, superior negotiators

Rackham's study found that during face-to-face-bargaining, superior negotiators 

A. made fewer immediate counterproposals.

B. frequently used defend-attack cycles.

C. avoided behavioral labeling.

D. asked few questions.

E. None of the above.


Answer: A

Rackham's study found that during pre-negotiation planning, superior negotiators

Rackham's study found that during pre-negotiation planning, superior negotiators 

A. considered a sole outcome option for the issue being discussed, and held firm to this ultimatum throughout the negotiation.

B. spent very little time looking for areas of common ground.

C. focused on the short-term consequences of different issues.

D. prepared their goals around fixed points.

E. None of the above.


Answer: E

What results were found in studies conducted on perspective-taking ability?

What results were found in studies conducted on perspective-taking ability? 

A. Negotiators with higher perspective-taking ability negotiated contracts of lower value that did negotiators with lower perspective-taking ability.

B. Perspective-taking ability may influence the negotiation process by decreasing the concession rate of the other negotiator.

C. Perspective takers are better able to uncover the underlying interests shared by two parties, and to come to more creative solutions.

D. The mean perspective-taking ability score of the negotiation pairs was negatively correlated with their joint outcomes.

E. None of the above results about perspective-taking ability were found to be accurate.


Answer: C

According to researchers on perspective-taking ability, negotiators who understand the other party's perspective will be more likely to

According to researchers on perspective-taking ability, negotiators who understand the other party's perspective will be more likely to 

A. form arguments that are convincing to the other party.

B. maintain a distributive stance throughout the entire negotiation.

C. develop high levels of trust with the other party.

D. use Machiavellianism as a tool to achieve more power in the negotiation.

E. Negotiators who understand the other party's perspective well will be more likely to accomplish all of the above.


Answer: A

Research by Fry suggests that

Research by Fry suggests that 

A. low Machs do better than high Machs in distributive negotiation.

B. high Mach's change their negotiation style as a function of the Machiavellianism of the other negotiator.

C. low Mach negotiators do not change their negotiation style as a function of the other party's Machiavellianism.

D. when negotiating with a high Mach other party, low Mach negotiators make fewer offers and are less effective negotiators than when negotiating with low Machs.

E. Fry's research suggests all of the above.


Answer: D

In experiments by Christie and Geis, high Machs

In experiments by Christie and Geis, high Machs 

A. attempted significantly more manipulative behaviors than low Machs.

B. initially tried harder to persuade the confederate not to cheat.

C. were constantly sought after by others to be in coalitions.

D. tended to become more exploitative over time.

E. All of the above describe the behavior of high Machs.


Answer: E