International Negotiations Exam Bank
Course Introduction
This course provides students with a comprehensive understanding of the strategies, processes, and dynamics involved in negotiations at the international level. Emphasizing both theoretical frameworks and practical applications, the course explores topics such as cross-cultural communication, conflict resolution, diplomacy, and the impact of global political and economic factors on negotiation outcomes. Through case studies, simulations, and role-playing exercises, students will develop analytical and interpersonal skills essential for effective negotiation in diverse international settings, preparing them to successfully manage complex agreements and resolve disputes in a globalized world.
Recommended Textbook
The Mind and Heart of the Negotiator 5th Edition by Leigh Thompson
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Page 2
Chapter 1: Negotiation: The Mind and the Heart
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Sample Questions
Q1) Effective negotiation requires ________ and ________.
A) inherent skills; feedback
B) practice; feedback
C) practice; performance
D) inherent skills; practice
Answer: B
Q2) Which of the following statements is true?
A) Feedback can be largely ineffective in improving negotiation skills.
B) People tend to remember their failures.
C) Success adds to experience which always improves our ability to negotiate.
D) Experienced people can have inaccurate judgment.
Answer: D
Q3) Negotiations occur only at the topmost hierarchical levels in the business world.
A)True
B)False
Answer: False
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Chapter 2: Preparation: What to Do Before Negotiation
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Q1) At the negotiating table,Leo and David take opposite viewpoints of the matter in discussion.Leo takes offence at David's comments because he views any opposition as an ego threat.It is safe to assume that Leo is a(n)________ negotiator.
A) cynical
B) accommodating
C) positional
D) intuitive
Answer: C
Q2) What is a monolithic party?
A) a party which is entirely owned and controlled by one person at the top dictating the negotiation terms and aspirations
B) a party whose members are unanimous in their negotiation terms and aspirations
C) a party which is owned and controlled by multiple people at the top who determine the negotiation terms and aspirations
D) a party whose members are not unanimous in their negotiation terms and aspirations
Answer: B
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Chapter 3: Distributive Negotiation: Slicing the Pie
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Sample Questions
Q1) During a negotiation which of the following is likely to result in greater profit?
A) making your first offer your final offer
B) focusing on avoiding negative outcomes
C) setting easy and nonspecific goals
D) setting high aspirations and focusing on them
Answer: D
Q2) ________ concessions are concessions made by one party.
A) Distributive
B) Singular
C) Unilateral
D) Representative
Answer: C
Q3) The ________ occurs when the negotiator's first offer is immediately accepted by the counterparty.
A) framing effect
B) winner's curse
C) distinction bias
D) chilling effect
Answer: B
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Page 5
Chapter 4: Win-Win Negotiation: Expanding the Pie
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Q1) Bonet Inc.and Madison & Co.are on the verge of beginning negotiation talks with regard to a tentative merger.However,the management of both companies can't agree on the kind of manufacturing technology to be employed once the companies merge.As neither wants to forgo the merger,the intermediaries decide to chalk out a presettlement settlement (PreSS).Which of the following conditions must be satisfied in order for the settlement to hold good?
A) The PreSS must occur after the negotiations and should be designed to be replaced by a long-term agreement.
B) The PreSS should occur in advance of the parties undertaking full-scale negotiations and is designed to be replaced by a long-term agreement.
C) The PreSS must occur in advance of the parties' undertaking full-scale negotiations and cannot be replaced by a long-term agreement.
D) The PreSS must occur after full-scale negotiations and negotiators must agree to explore other options with the goal of finding another that both prefer.
Q2) Describe the multiple-offer strategy for negotiations.
Q3) Explain the criteria under which contingency contracts are effective.
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Page 6
Chapter 5: Developing a Negotiating Style
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Sample Questions
Q1) ________ is an active and unpleasant emotion.
A) Sadness
B) Stress
C) Depression
D) Boredom
Q2) During any negotiation,Peter always seeks equality and tries to minimize the difference between negotiators' outcomes.Based on this information,identify Peter's motivation orientation.
A) altruism
B) individualism
C) cooperation
D) martyrdom
Q3) ________ is a hybrid model traced to South Africa in which an arbitrator makes a decision and places it in a sealed envelope.The threat of the arbitrator's decision sits on a table and is destined to be opened unless the parties reach mutual agreement.
A) Arb-med
B) Final offer arbitration
C) Med-arb
D) Minitrial
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Page 7
Chapter 6: Establishing Trust and Building a Relationship
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Q1) Most friendships are built on ________.
A) operator norms
B) exchange norms
C) uniform norms
D) communal norms
Q2) The problem with reciprocity arises when different parties place different value on aspects of a relationship.
A)True
B)False
Q3) Reactance theory explains ________.
A) why people are likely to conform when the group is homogeneous
B) why people are more likely to obey authority figures than peers
C) why compliance is more common than acceptance of rules
D) why people tend to be resistant to rules that curb their freedom
Q4) Negotiators are advised to adopt ________ as a method of building trust with the counterparty.
A) ridicule
B) mimicry
C) derision
D) defiance
Page 8
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Chapter 7: Power,Persuasion,and Ethics
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Sample Questions
Q1) A person's ________ is a primary status characteristic.
A) age
B) ethnicity
C) rank within an organization
D) cultural background
Q2) Which of the following is an unethical traditional competitive bargaining behavior?
A) using a rights-based approach during the negotiation
B) making very high or low opening offers
C) making your opening offer your final offer
D) giving out false information about your reservation point
Q3) Which of the following statements is true about negotiators who are higher in power?
A) They change their behavior to fit the situation.
B) They are less likely to act in a risk-seeking fashion.
C) They are more likely to divulge their interests in a negotiation.
D) They tend to be more accurate about the situation.
Q4) Negotiators who are suspicious are less effective at the bargaining table.
A)True
B)False
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Chapter 8: Creativity and Problem Solving in Negotiations
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Q1) Illusory correlation is the tendency of people to continue to believe that something is true even when it is revealed to be false or has been disproved.
A)True
B)False
Q2) The haggling model is based on ________.
A) the negotiators' desire to invent options for mutual gain
B) the need to make sacrifices to create long-term goodwill
C) the fixed-pie perception of the negotiating parties
D) the need to build rapport to nurture a long-term relationship
Q3) In which model of negotiation are negotiators more likely to concede some of their desires in order to appease their competitor?
A) partnership
B) game-playing
C) haggling
D) cost-benefit analysis
Q4) The haggling model is based upon the principle of expanding the pie during negotiation.
A)True
B)False
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Chapter 9: Multiple Parties,Coalitions,and Teams
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Q1) Bernard is a marketing manager at Apex Inc.His team is developing a marketing strategy for launching a new product.Bernard knows that most groups suggest fewer and lower-quality ideas than do individuals thinking independently.So he asks his team members to write down their ideas independently and later,when the group meets,they share those ideas.Which of the following strategies is Bernard using in this case?
A) the Delphi technique
B) brainwriting
C) the GRIT model
D) circular logrolling
Q2) Message tuning refers to ________.
A) how the communication media is altered to prevent the interference of noise
B) the process of decoding the message at the receiver's end
C) how senders tailor messages for specific recipients
D) the process of generating feedback for the message
Q3) Reciprocal trade-offs are more risky than circular tradeoffs.
A)True
B)False
Q4) Discuss the disadvantages of majority rule.
Q5) What are the advantages of using agents to represent one's interests?
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Chapter 10: Cross-Cultural Negotiation
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Q1) You work for a firm that specializes in negotiation consultation.Your firm has branches in several countries.You are asked to oversee negotiations between two parties in Japan (which is a collectivist,hierarchical country)and oversee another negotiation in the U.S.(which is an individualistic and egalitarian country).Which method (bargaining,mediation,adversarial adjudication,and inquisitorial adjudication)would you recommend for each situation and why?
Q2) The United States is a direct communication culture,while Japan is predominantly an indirect communication culture.
A)True
B)False
Q3) What is an attribution error?
A) the tendency to ascribe someone's behavior to external factors, outside the person's control
B) the tendency to favor one's own group over other groups
C) the tendency to ascribe someone's behavior to the wrong cause
D) the tendency to categorize members of other cultures not as individuals but as part of a group
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Chapter 11: Tacit Negotiations and Social Dilemmas
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Q1) Which of the following terms refers to a two-person dilemma?
A) environmental dilemma
B) tacit dilemma
C) prisoner's dilemma
D) explicit dilemma
Q2) Tit-for-tat strategy can never do better than its opponent because ________.
A) it always cooperates
B) it defects on the first trial
C) it always defects
D) it cooperates on the first trial
Q3) Psychological contracts are commonly known as ________.
A) handshake deals
B) superordinate goals
C) escalated commitments
D) social sanctions
Q4) Public goods dilemmas are also known as ________.
A) social fences
B) environmental traps
C) collective fences
D) collective traps
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Chapter 12: Negotiating Via Information Technology
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Q1) Which of the following modes of communication conveys the richest information?
A) e-mail
B) memos
C) voice mail
D) face-to-face
Q2) Which of the following statements is true regarding e-mail communication?
A) As compared to face-to-face negotiation, people negotiating via e-mail are less likely to negatively confront one another.
B) It provides a continuous feedback loop so that people can immediately clarify their doubts.
C) As compared to face-to-face negotiation, e-mail negotiations offer more context cues and are therefore richer.
D) People who would normally not approach others in person are much more likely to initiate e-mail exchange.
Q3) Formal numerical documentation conveys the richest information of any medium.
A)True
B)False
Q4) Discuss the key biases that affect the ability of people to negotiate via e-mail.
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14
Chapter 13: Are You a Rational Person Check Yourself
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Sample Questions
Q1) Which of the following statements depicts the regressiveness principle?
A) Adding two probabilities, p1 and p2, should yield a probability p3 = p1 + p2.
B) The utility function of an individual should be either convex or concave.
C) Extreme values of a quantity do not deviate very much from the average value of that quantity.
D) Except for guaranteed or impossible events, weights for complementary events do not sum to 1.
Q2) You are going to buy an apartment in Alaska.You have to choose between eleven different proposals.This decision making scenario is an example of a risky choice.
A)True
B)False
Q3) According to the uniqueness axiom,a unique solution exists for each bargaining situation.
A)True
B)False
Q4) Briefly explain the three main types of decisions to be made by a decision maker.
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Chapter 14: Nonverbal Communication and Lie Detection
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Q1) In a negotiation,the negotiators of OneTime accused those of Bluegray of exaggerating the facts to make their case more favorable.OneTime's negotiators asserted that a negotiation was impossible if both parties were not honest.Bluegray challenged OneTime's negotiators saying that they had withheld information that might have changed their opinion.Which of the following is evident in this situation?
A) confirmation bias
B) cognitive bias
C) egocentric bias
D) selection bias
Q2) You are about to interview a candidate for the post of sales executive.You have decided that while talking to the candidate you will pay attention to the vocal cues.So during the interview,you would be observing the candidate's ________.
A) gestures
B) facial expressions
C) posture
D) tone and pace of speech
Q3) What are the various components of nonverbal communication?
Q4) Differentiate between monitoring-dependent lies and monitoring-independent lies.
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Page 16
Chapter 15: Third-Party Intervention
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Q1) The exaggeration of conflict bias occurs when parties on both sides of a conflict view an even-handed media report to be partial to the other side.
A)True
B)False
Q2) ________ is a procedure whereby a third party assists disputants in achieving a voluntary settlement,but cannot impose a settlement on the disputants.
A) Arbitration
B) Mediation
C) Litigation
D) Adjudication
Q3) ________ is a procedure whereby a third party holds a hearing,at which time disputants state their position on the issues,call witnesses,and offer supporting evidence for their respective positions.
A) Mediation
B) Negotiation
C) Expert determination
D) Arbitration
Q4) Compare and contrast the two major types of arbitration available to disputants.
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Chapter 16: Negotiating a Job Offer
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Sample Questions
Q1) Potential job recruits should indicate their BATNAs to employers in order to increase the effectiveness of their negotiations.
A)True
B)False
Q2) Briefly describe a rational strategy to choose among multiple job offers.
Q3) You are in a much weaker position to negotiate before you have a job offer than after you are offered a position.
A)True
B)False
Q4) Exploding offers are those that are extended to prospective job recruits such that they can choose to accept or reject once they have exercised their BATNA.
A)True
B)False
Q5) How do comparables and benchmarks influence the process of negotiating a job offer?
Q6) Negotiators should always assume that a job offer is negotiable.
A)True
B)False
Q7) Write a brief note on BATNAs and their significance in job negotiations.
Page 18
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