Negotiation and Conflict Management
Final Test Solutions
Course Introduction
This course explores the theories, processes, and practical techniques of negotiation and conflict management in various organizational and interpersonal settings. Students will examine key concepts such as dispute resolution, communication strategies, and the psychological dynamics of conflict. Through case studies, simulations, and role-playing exercises, students will develop effective negotiation skills, learn how to manage and resolve conflicts constructively, and gain insight into cultural and ethical considerations in negotiation scenarios. By the end of the course, participants will be equipped with the tools necessary to handle complex negotiations and foster positive outcomes in personal and professional environments.
Recommended Textbook
The Mind and Heart of the Negotiator 5th Edition by Leigh Thompson
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16 Chapters
779 Verified Questions
779 Flashcards
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Chapter 1: Negotiation: The Mind and the Heart
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Sample Questions
Q1) A highly experienced negotiator credits his successes solely to his spontaneous gut feeling.His attitude pertains to the myth that ________.
A) negotiations are fixed sum
B) negotiation skills are god-gifted
C) good negotiators rely on intuition
D) experienced negotiators have accuracy
Answer: C
Q2) Unable to arrive at common ground,the negotiators end up rejecting the terms offered by the other although the option offered is demonstrably better than any other option available to them.What is this shortcoming better known as?
A) turning away from the table
B) turning one's back from the table
C) walking away from the table
D) running away from the table
Answer: C
Q3) Experience improves our confidence and accuracy.
A)True
B)False
Answer: False
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Page 3
Chapter 2: Preparation: What to Do Before Negotiation
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54 Verified Questions
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Sample Questions
Q1) Why do negotiators avoid revealing their deadlines?
A) because they think that it will not have any impact on the negotiations
B) because they think that the other party cannot take advantage of the situation
C) because they think that it will be construed as a strategic weakness
D) because they think that they can concede at their convenience
Answer: C
Q2) Negotiations can arise from either necessity or ________.
A) opportunity
B) goodwill
C) competition
D) consensus
Answer: A
Q3) What risks must negotiators consider while preparing for negotiations?
A) operational risk, BATNA risk, compliance risk
B) financial risk, operational risk, BATNA risk
C) compliance risk, strategic risk, financial risk
D) BATNA risk, strategic risk, contractual risk
Answer: D
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Chapter 3: Distributive Negotiation: Slicing the Pie
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Sample Questions
Q1) The first offer that ________ acts as a powerful anchor point in negotiation.
A) creates the focusing effect
B) falls within the bargaining zone
C) creates the chilling effect
D) sets low aspirations
Answer: B
Q2) In a positive bargaining zone,the most the buyer is willing to pay is greater than the least the seller will accept.
A)True
B)False
Answer: True
Q3) The strategy of making one's first offer one's final offer is known as ________.
A) illusion of control
B) the blue ocean strategy
C) the gambler's fallacy
D) boulwarism
Answer: D
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Page 5
Chapter 4: Win-Win Negotiation: Expanding the Pie
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Sample Questions
Q1) ________ occurs when people believe that their interests are incompatible with the other party's interests when,in fact,they are not.
A) False optimism
B) Illusory conflict
C) Premature concession
D) The illusion of transparency
Q2) Negotiating each issue separately does not allow negotiators to make trade-offs between issues.
A)True
B)False
Q3) A contingency contract is often required when negotiators ________.
A) capitalize on their differences
B) must get the contract ratified by others
C) reach a consensus about the future
D) find that their views coincide
Q4) The multiple-offer strategy involves ________.
A) devising multiple single-issue offers
B) devising offers that split the difference between the parties
C) making all the offers sequentially
D) devising offers that are all of equal value to yourself
Page 6
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Chapter 5: Developing a Negotiating Style
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Sample Questions
Q1) Conventional arbitration is more effective than the arb-med method.
A)True
B)False
Q2) Sam and Mike are negotiating a contract.Sam has a cooperative orientation whereas Mike has a competitive orientation.Sam begins the negotiation in a cooperative fashion but he soon realizes that he is facing a competitive negotiator.Which of the following is most likely to be Sam's reaction?
A) Sam will continue his negotiation in the cooperative fashion.
B) Sam will try to use integrative bargaining strategies.
C) Sam will start behaving competitively.
D) Sam will make large concessions.
Q3) ________ refers to a negotiator's belief in her or his ability to create resources.
A) Circular logrolling
B) Self-serving bias
C) Emotional contagion
D) Integrative self-efficacy
Q4) One of the fastest ways to extinguish a behavior is simply not to respond.
A)True
B)False
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Chapter 6: Establishing Trust and Building a Relationship
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Sample Questions
Q1) Which of the following best describes the mere exposure effect?
A) the phenomenon by which individual performance decreases as the number of people in the group increases
B) the phenomenon by which conflicts subside when people have time apart
C) the phenomenon by which hostility between parties is defused through frequent meetings
D) the phenomenon that makes people seek scapegoats even when they are themselves are at fault
Q2) When people assume that the cause of a particular behavior is something external to the individual,this is known as ________.
A) dispositional attribution
B) situational attribution
C) ultimate attribution error
D) fundamental attribution
Q3) Which of the following can lead to contentions in a task conflict?
A) The two negotiators have different ideas about a project.
B) The negotiators have different personality types.
C) One of the negotiators tends to monopolize the discussion.
D) One of the negotiators has an abrasive style of speaking.
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Page 8
Chapter 7: Power,Persuasion,and Ethics
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Sample Questions
Q1) Potential power is a function of the counterparty's dependence on you.
A)True
B)False
Q2) Those negotiators who ________ actually feel worse about their outcomes.
A) negotiate a lot of issues
B) cultivate their BATNA before the negotiation
C) pursue the peripheral route to negotiation
D) use the rights-based approach
Q3) Richard is negotiating a sales contract for selling printers that are manufactured by his company.He should cultivate his BATNA ________.
A) after the other party makes their opening offer
B) prior to negotiating
C) after identifying the other party's reservation point
D) before the other party makes their final offer
Q4) In contrast to the peripheral route,little cognitive or mindful work is performed when attempting to persuade someone via the central route.
A)True
B)False
Q5) Discuss the door-in-the-face technique of persuasion.
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Chapter 8: Creativity and Problem Solving in Negotiations
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Sample Questions
Q1) Which of the following examples illustrates the concept of nonspecific compensation?
A) Gary frames the issue under negotiation in terms of the potential problems rather than dwelling on shared interests.
B) Jake trades off a concession on a less important item for a concession from his opposite on a more important item.
C) Sally agrees to a compromise and is remunerated for her work in services rather than cash.
D) Piper undertakes to cancel an outstanding debt from her competitor in return for publicity rights.
Q2) Which of the following is likely to promote cooperative negotiation?
A) a fixed-pie perception
B) similar BATNAs
C) the set effect
D) similar metacognition
Q3) The fixed-pie perception is the belief that negotiation is a win-or-lose enterprise.
A)True
B)False
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Chapter 9: Multiple Parties,Coalitions,and Teams
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Q1) In a multiparty negotiation,the weak group members can obtain a greater share of resources by ________.
A) using sequential bargaining
B) revealing their reservation points
C) using the rights-based approach
D) uniting to form a coalition
Q2) Majority rule hinders the development of mutually beneficial trade-offs.
A)True
B)False
Q3) Full-group communication ________.
A) minimizes perceptions of competition
B) is less time-consuming
C) reduces equality of group members' outcomes
D) decreases joint profitability
Q4) Common-identity groups are composed of members who are attracted to particular members in the group.
A)True
B)False
Q5) What are the advantages of using agents to represent one's interests?
Q6) Discuss the disadvantages of majority rule.
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Chapter 10: Cross-Cultural Negotiation
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Sample Questions
Q1) U.S.company BCT's negotiations with its Japanese supplier hit a roadblock when the U.S.negotiators felt that the Japanese were unnecessarily prolonging the negotiations and refusing to come to a conclusion.The Japanese neither agreed nor disagreed with any of the U.S.proposals.Given that the U.S.is an individualistic culture that values direct communication and egalitarian power relationships,while Japan is collectivist,hierarchical and prefers indirect communication,what are the possible reasons for the behavior of the Japanese negotiators?
Q2) Which of the following is a dimension of culture?
A) individualism versus collectivism
B) homogeneity versus heterogeneity
C) simultaneous versus parallel communication
D) demographic versus topographic features
Q3) What intercultural negotiation challenge can be seen from the fact that joint gains were significantly lower in negotiations across different cultures,as compared to negotiations within the same culture?
A) dividing the pie
B) ethnocentrism
C) affiliation bias
D) expanding the pie
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Page 12
Chapter 11: Tacit Negotiations and Social Dilemmas
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Sample Questions
Q1) You are facing a prisoner's dilemma and you realize that the spiral of defection is escalating.In such a situation which of the following strategies can be implemented by you?
A) See your actions as the response to the counterparty's behavior.
B) Rebuild trust incrementally by taking a series of small steps.
C) Ensure some time delay between your decision and your counterparty's decision.
D) Offer large concessions in the hope that the other party will cooperate.
Q2) In general,people behave more competitively (in a self-interested fashion)in social dilemmas when compared to prisoner's dilemmas.Which of the following statements,if true,will weaken this argument?
A) Social dilemmas provide anonymity.
B) In the case of social dilemma, it is easy to alter and reinforce behaviors of others.
C) Social dilemmas are riskier than prisoner's dilemmas.
D) In the case of a social dilemma the costs of defection are spread out, rather than concentrated upon one person.
Q3) Discuss the steps to be taken for encouraging cooperation in social dilemmas when companies should not privately collude.
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Chapter 12: Negotiating Via Information Technology
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Sample Questions
Q1) In which of the following modes of communication are the sender and the receiver likely to have the least psychological distance between them?
A) e-mail messaging
B) telephone conversations
C) written correspondence
D) face-to-face communication
Q2) Formal numerical documentation conveys the richest information of any medium.
A)True
B)False
Q3) Which of the following modes of communication offers both parties the most kinetic cues?
A) videoconferencing
B) face-to-face communication
C) telephonic conversation
D) computer messaging
Q4) According to the framing effect,people are risk-averse for gains and risk-seeking for losses.
A)True
B)False
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Chapter 13: Are You a Rational Person Check Yourself
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Sample Questions
Q1) You are organizing a team outing to Alabama.You have to make a choice between hunting,fishing,and outing at an amusement park.However,you have little idea about the weather in Alabama and its impact on each of these alternatives.The decision making under these circumstances is an example of ________.
A) riskless choice
B) decision making under uncertainty
C) probabilistic decision making
D) risky choice
Q2) ________ rationality focuses on how people make independent decisions.
A) Game theoretic
B) Probabilistic
C) Virtual
D) Individual
Q3) Can you think of two situations where you,or someone known to you,made a decision that was consistent with the certainty effect?
Q4) Rational models serve a diagnostic purpose to negotiators.
A)True
B)False
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Chapter 14: Nonverbal Communication and Lie Detection
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Sample Questions
Q1) Nonverbal communication is anything that is "not words."
A)True
B)False
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) Which of the following statements is true regarding illustrators?
A) Usually, when people lie, their use of illustrators increases.
B) Illustrators symbolize certain messages, such as the North American thumbs-up for "okay."
C) Use of illustrators decreases when people are more involved with what is being said.
D) Illustrators are used to help explain ideas that are difficult to put into words.
Q4) Differentiate between monitoring-dependent lies and monitoring-independent lies.
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Chapter 15: Third-Party Intervention
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Sample Questions
Q1) Ben and Janie are getting a divorce and their friend Josh recommends that they divide their property using arbitration rather than costly litigation.Which of the following methods should Josh recommend to ensure that they arrive at the fairest possible settlement as quickly as with as little argument as possible?
A) traditional arbitration
B) final-offer arbitration
C) arb-med
D) med-arb
Q2) Which of the following third-party intervention styles is characterized by mediators who serve as a channel of communication among disputing parties?
A) formulation
B) manipulation
C) facilitation
D) imposition
Q3) 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
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Chapter 16: Negotiating a Job Offer
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Sample Questions
Q1) ________ are job offers that should be accepted by a prospective employee within a short period of time before they are withdrawn.
A) Exploding offers
B) Standing offers
C) Unconditional offers
D) Lateral offers
Q2) Which of the following is classified as a necessary living expense?
A) continuing education
B) taxes
C) recreation and entertainment
D) charity
Q3) Briefly describe a rational strategy to choose among multiple job offers.
Q4) Which of the following is a component of protection benefits?
A) stock/equity interest
B) disability insurance
C) bonuses
D) sick and personal days off
Q5) How should candidates deal with employers who attempt to gain information on their BATNAs?
Q6) Write a brief note on BATNAs and their significance in job negotiations.
Page 18
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