Negotiation and Conflict Management Test Questions
Course Introduction
Negotiation and Conflict Management explores the theories, strategies, and practical skills necessary for effective negotiation and the resolution of conflicts in various contexts, including business, organizational, and interpersonal settings. This course examines the psychological and structural aspects of conflicts, communication dynamics, and collaborative problem-solving techniques. Students will engage in simulated negotiations and conflict scenarios to develop their analytical abilities, understand cultural and ethical considerations, and foster constructive outcomes that address the interests of all parties involved.
Recommended Textbook
Negotiation 7th Edition by Roy J Lewicki
Available Study Resources on Quizplus
20 Chapters
1460 Verified Questions
1460 Flashcards
Source URL: https://quizplus.com/study-set/3188 Page 2
Chapter 1: The Nature of Negotiation
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/63135
Sample Questions
Q1) Is the give-and-take process used to reach an agreement the "heart of the negotiation" as most people assume?
Answer: While that give-and-take process is extremely important,negotiation is a very complex social process;many of the most important factors that shape a negotiation result do not occur during the negotiation,but occur <i>before</i> the parties start to negotiate,or shape the context around the negotiation.
Q2) The Dual Concerns Model is a two-dimensional framework that postulates that people in conflict have two independent types of concern.What are those two types of concerns?
Answer: Concern about their own outcomes (shown on the horizontal dimension of the figure)and concern about the other's outcomes (shown on the vertical dimension of the figure).
Q3) In any industry in which repeat business is done with the same parties,there is always a balance between pushing the limit on any particular negotiation and making sure the other party-and your relationship with him-survives intact.
A)True
B)False
Answer: True
To view all questions and flashcards with answers, click on the resource link above.
3
Chapter 2: Strategy and Tactics of Distributive Bargaining
Available Study Resources on Quizplus for this Chatper
100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/63134
Sample Questions
Q1) The more you can convince the other that you value a particular outcome outside the other's bargaining range,the more pressure you put on the other party to set by one of the following resistance points.
A) high
B) low
C) modest
D) extreme
E) None of the above.
Answer: C
Q2) The target point is the
A) point at which a negotiator would like to conclude negotiations.
B) negotiator's bottom line.
C) first offer a negotiator quotes to his opponent.
D) initial price set by the seller.
E) None of the above describes the target point.
Answer: A
Q3) In some ways,the ultimate weapon in negotiation is to threaten to __________________.
Answer: terminate negotiations
To view all questions and flashcards with answers, click on the resource link above.
Page 4
Chapter 3: Strategy and Tactics of Integrative Negotiation
Available Study Resources on Quizplus for this Chatper
100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/63133
Sample Questions
Q1) Effective ____________ exchange promotes the development of good integrative solutions.
Answer: information
Q2) What are the four major steps in the integrative negotiation process?
Answer: Identifying and defining the problem,surfacing interests and needs,generating alternative solutions to the problem,and evaluating those alternatives and selecting among them.
Q3) For integrative negotiation to succeed,the parties must be motivated to ____________ rather than to compete.
Answer: collaborate
Q4) Successful integrative negotiation requires that the negotiators search for solutions that meet the ____________ and ____________ of both (all)sides.
Answer: needs;objectives
Q5) "Expanding the pie" as a method of generating alternative solutions is a complex process,as it requires much more detailed information about the other party than do other methods.
A)True
B)False
Answer: False
To view all questions and flashcards with answers, click on the resource link above. Page 5
Chapter 4: Negotiation: Strategy and Planning
Available Study Resources on Quizplus for this Chatper
100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/63132
Sample Questions
Q1) What are the three types of goals negotiators must anticipate to achieve in a negotiation?
Q2) Multiple-issue negotiations lend themselves more to more ____________ negotiations.
Q3) A single planning process can be followed for both a distributive and an integrative process.
A)True
B)False
Q4) What are the types of questions typically addressed by phase research?
Q5) In the Negotiation Planning Guide it is not necessary to define the alternatives (BATNAs).
A)True
B)False
Q6) What strategic negotiation purposes can be served by avoidance?
Q7) Why is important for goals to be concrete,specific and measurable?
Q8) What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?
To view all questions and flashcards with answers, click on the resource link above. Page 6
Q9) When negotiating for a large consistency such as an entire company or a union or community,the process of consulting can be elaborate and ____________.
Chapter 5: Ethics in Negotiation
Available Study Resources on Quizplus for this Chatper
100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/63131
Sample Questions
Q1) Incidences in cheating in the Boston Marathon included all but one motive.Which one was not identified as a motive for cheating in the race?
A) Some cheaters were angry or disturbed.
B) Some cheaters were seeking family approval.
C) Some cheaters were middle-aged males.
D) Some cheaters were after recognition.
E) Some cheaters were simply "caught up in the moment."
Q2) McCornack and Levine found that victims had stronger emotional reactions to deception when
A) they had a distant relationship with the subject.
B) the information at stake was unimportant.
C) lying was seen as an unacceptable type of behavior for that relationship.
D) the victim had used deceptive tactics as well.
E) Research found that victims did not have strong emotional reactions in any of the above cases.
Q3) The concept of end-result ethics argues that it is deemed acceptable to break a rule or violate a procedure in the service of some greater good.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.
Page 7
Chapter 6: Perception, Cognition, and Emotion
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/63130
Sample Questions
Q1) What is the best remedy for the winner's curse?
Q2) Define perceptual distortion by generalization.
Q3) Both risk-averse and risk-seeking framing is part of what theory?
Q4) If perceptual distortions and initial assumptions are correct,then negotiators may not be able to reverse their effects.
A)True
B)False
Q5) Perception is the process by which individuals "connect" to their environment.
A)True
B)False
Q6) A characterization frame can clearly be shaped by experience with the other party but identity frames (of self)tend to be negative while the characterization frames tend to be positive.
A)True
B)False
Q7) Negotiators may intentionally manipulate ____________ in order to get the other side to adopt certain beliefs or take certain actions.
Q8) How do multiple agenda items operate to shape issue development?
Q9) Disputes settled by ____________ usually create clear winners and losers.
To view all questions and flashcards with answers, click on the resource link above. Page 8
Chapter 7: Communication
Available Study Resources on Quizplus for this Chatper
60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/63129
Sample Questions
Q1) Decoding can be defined as the process by which messages are put into symbolic form.
A)True
B)False
Q2) Questions can be used to
A) manage difficult or stalled negotiations.
B) pry or lever a negotiation out of a breakdown or an apparent dead end.
C) assist or force the other party to face up to the effects or consequences of their behaviors.
D) collect and diagnose information.
E) Questions can be used for all of the above.
Q3) Define the "information is weakness" effect.
Q4) _____________ and ____________ are the conduits by which messages are carried.
Q5) One-way communication is the only instance in which feedback is not essential to the communication process.
A)True
B)False
Q6) What are the five linguistic dimensions of making threats?
To view all questions and flashcards with answers, click on the resource link above. Page 9
Q7) What three main techniques are available for improving communication in negotiation?
Chapter 8: Finding and Using Negotiation Power
Available Study Resources on Quizplus for this Chatper
60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/63128
Sample Questions
Q1) If power is in the eye of the beholder,then how is power effective?
Q2) During economic downsizings,labor unions can find themselves negotiating new contracts that delay wage increases or even reduce wages,which means giving hard-won concessions back to management-something union officials want to do.
A)True
B)False
Q3) The hands of the unskilled,power can be dramatically ____________.
Q4) How can the use of threats be effective?
Q5) 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 other sources of power.
E) All of the above statements about legitimate power are true.
Q6) Social structures are inherently inefficient,and this realization creates the basis for legitimate power.
A)True
B)False
Q7) Define legitimate power.
Page 10
To view all questions and flashcards with answers, click on the resource link above.
Chapter 9: Influence
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/63127
Sample Questions
Q1) 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.
Q2) What is the philosophy behind the technique of "violating expectations?"
Q3) The effective use of persistence means
A) pursuing one's goals blindly and rigidly.
B) communicating with natural enthusiasm,sincerity and spontaneity.
C) finding new,unique,and creative ways to pursue the same request.
D) considering the long term consequences of their behavior on their future reputations.
E) None of the above defines the effective use of persistence.
Q4) Negotiators frequently give very little attention to the other party's opinions and point of view.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.
Page 11
Chapter 10: Relationships in Negotiation
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/63126
Sample Questions
Q1) The values that govern a market pricing relationship are determined by a market system and include all but which of the following?
A) utility points
B) the relationship with the negotiator
C) ratio of price to goods
D) fair pricing
E) the dollars
Q2) In a transactional negotiation,the most important issue is usually the
A) enhancing the relationship.
B) better deal.
C) dependence dynamics.
D) inventory questions.
E) all of the above.
Q3) With respect to trust in relationship contexts,research has found that trustors tend to make judgments about trustees on what dimensions?
Q4) Identification-based trust is defined as confident positive expectations regarding another's ____________ and is grounded in perceived compatibility of values,common goals,and positive emotional attachment to the other.
To view all questions and flashcards with answers, click on the resource link above.
Page 12
Chapter 11: Agents, Constituencies, Audiences
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/63125
Sample Questions
Q1) Audiences who are ____________ derive their payoffs as a direct result of the negotiator's behavior and effectiveness.
Q2) As a genuine tactic,the negotiator's constituency has actually defined limits to what the negotiator can decide on his or her own and is part of which of the following tactics?
A) Limit one's own concessions by making negotiations visible to the constituency.
B) Use the constituency to show militancy.
C) Use the constituency to limit one's own authority.
D) Use great caution in exceeding one's authority.
E) Increase the possibility of concession to the other negotiator by reducing visibility to constituencies.
Q3) The ____________ play an integral role by serving as both an audience themselves and as a communication vehicle to reach other audiences.
Q4) What is a negotiator's intent when communicating directly to bystanders and audiences?
Q5) Why should a negotiator use great caution in exceeding authority?
Q6) Many experienced negotiators refer to expressions of common fate as:
Q7) What is a negotiating team?
To view all questions and flashcards with answers, click on the resource link above. Page 13
Chapter 12: Coalitions
Available Study Resources on Quizplus for this Chatper
60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/63124
Sample Questions
Q1) What are recurring coalitions?
Q2) In coalition research,how is the commons dilemma avoided?
Q3) Coalition ____________ may include the amount of effort one has exerted,the ability or skill one contributes to the task or problem,or the level of expertise one has obtained.
Q4) 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.
Q5) ___________________ are emergent interest groups that have not yet formed into an operating coalition.
A) Informal coalitions
B) Formal coalitions
C) Latent coalitions
D) Dormant coalitions
E) All of the above are emergent interest groups that have not yet formed into an operating coalition.
Q6) Why do coalitions form?
Page 14
To view all questions and flashcards with answers, click on the resource link above.
Chapter 13: Multiple Parties and Teams in Negotiation
Available Study Resources on Quizplus for this Chatper
60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/63123
Sample Questions
Q1) There are five ways in which the complexity increases as three or more parties simultaneously engage in negotiation.One of those listed below is not a correct statement.Which one?
A) There are simply more parties involved in the negotiation.
B) More parties bring more issues and positions to the table,and thus more perspectives must be presented and discussed.
C) When negotiations become socially more complex,the social norms emerge that affect member participation,which reduces the stronger pressures to conform and suppress disagreement.
D) As the negotiations become procedurally more complex,the parties may have to negotiate a new process that allows them to coordinate their actions more effectively.
E) As the negotiations become more strategically complex,the parties must monitor the moves and actions of several other parties in determining what each will do next.
Q2) Explain the concept of exchanging relevant information with nongroup members.
Q3) Multiparty negotiations have more ____________ at the table.
Q4) Summarize the five ways in which the complexity increases as three or more parties simultaneously engage in negotiation.
To view all questions and flashcards with answers, click on the resource link above. Page 15
Chapter 14: Individual Differences I: Gender and Negotiation
Available Study Resources on Quizplus for this Chatper
40 Verified Questions
40 Flashcards
Source URL: https://quizplus.com/quiz/63122
Sample Questions
Q1) Women may place a ____________ emphasis on interaction goals (the interpersonal aspects of the negotiations)than men.
Q2) There have been no new research developments in the areas of sex and gender in the last few years that give a clearer picture of the underlying psychology of gender in negotiation.
A)True
B)False
Q3) Which theoretical finding about the role of women in negotiations is not true?
A) Women may place a greater emphasis on interaction goals (the interpersonal aspects of the negotiations).
B) Women's conceptualization of power may make them less comfortable than men with integrative versus distributive negotiation.
C) Women were more likely to perceive conflict episodes in relationship terms.
D) Women in negotiations are often treated worse than men during negotiations.
E) Women using the same negotiation tactic that men used were less successful than men.
Q4) What did Robin Pinkley find when she explored how disputants interpret,or "frame," conflict situations?
To view all questions and flashcards with answers, click on the resource link above.
Page 16
Chapter 15: Individual Differences II: Personality and Abilities
Available Study Resources on Quizplus for this Chatper
48 Verified Questions
48 Flashcards
Source URL: https://quizplus.com/quiz/63121
Sample Questions
Q1) The compromising style is low on both assertiveness and cooperativeness as identified by Thomas' research.
A)True
B)False
Q2) As identified by Thomas' research,the accommodating style is
A) high on assertiveness and low on cooperativeness.
B) low on assertiveness and high on cooperativeness.
C) high on assertiveness and high on cooperativeness.
D) low on assertiveness and low on cooperativeness.
E) None of the above describes the accommodating style.
Q3) The ability to understand the other person's ____________ will be more likely to help find an agreement that satisfies the other party.
Q4) Neale and Northcraft define perspective-taking ability as:
Q5) In research on the behavioral approach,what is the disadvantage of using laboratory simulations?
Q6) As identified by Thomas' research,the ____________ style is high on assertiveness and cooperativeness.
Q7) How do scholars feel about the overall importance of dispositions?
Q8) What is the difference between high self-monitors and low self-monitors? Page 17
To view all questions and flashcards with answers, click on the resource link above.
Page 18
Chapter 16: International and Cross-Cultural Negotiation
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/63120
Sample Questions
Q1) The "culture-as-shared-value" approach
A) concentrates on documenting the systematic negotiation behavior of people in different cultures.
B) concentrates on understanding the central values and norms of a culture and then building a model for how these norms and values influence negotiations within that culture.
C) recognizes that all cultures contain dimensions or tensions among their different values.
D) recognizes that no human behavior is determined by a single cause.
E) All of the above are elements of the "culture as shared" value approach.
Q2) To avoid offending the other party in negotiations across borders,the international negotiator needs to observe cultural rules of ____________ carefully.
Q3) What are the disadvantages to using the "induce the other party to use your approach" strategy?
Q4) Countries differ in the extent to which the government regulates ____________ and organizations.
Q5) What are Phatak and Habib's immediate context factors?
Q6) What is the challenge in using the "adapt to the other party's approach" strategy?
To view all questions and flashcards with answers, click on the resource link above. Page 19
Chapter 17: Managing Negotiation Impasses
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/63119
Sample Questions
Q1) Small conflicts can rapidly become intractable disputes when their resolution is not treated as an isolated event,but instead must be consistent with a broader ____________ or principle.
Q2) What are personal analogies?
Q3) Constructive bargaining relationships are typically marked by conditions of A) high trust.
B) high distrust.
C) high vigilance.
D) high monitoring behaviors.
E) Constructive bargaining relationships are typically not marked by any of the above conditions.
Q4) Intransigence can be defined as
A) an unwillingness to move to any fall-back position through concession or compromise.
B) the use of concession or compromise to deceive an opponent.
C) a propensity to use distributive bargaining in all negotiation situations.
D) the escalation of power in international negotiations.
E) Intransigence can be defined as all of the above.
Q5) How does a value difference have a particular important influence on the impasse of negotiations?
To view all questions and flashcards with answers, click on the resource link above. Page 20
Chapter 18: Managing Difficult Negotiations
Available Study Resources on Quizplus for this Chatper
40 Verified Questions
40 Flashcards
Source URL: https://quizplus.com/quiz/63118
Sample Questions
Q1) An ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant
A) group.
B) arbitrator.
C) opponent.
D) team member.
E) cooperator.
Q2) Having conversations with difficult people is not easy.Describe three ways of preparation in anticipation of dealing with a difficult conversation.
Q3) Confrontation and impending impasse typically elicit negative emotions for both sides.
A)True
B)False
Q4) The ____________ negotiation occurs in parallel with the substantive negotiation and is concerned with how the negotiation will proceed.
Q5) The essence of Ury's "breakthrough approach" is direct action.
A)True
B)False
Q6) What are the advantages of Ury's "go to the balcony" approach?
Page 21
To view all questions and flashcards with answers, click on the resource link above.
Chapter 19: Third Party Approaches to Managing Difficult
Negotiations
Available Study Resources on Quizplus for this Chatper
100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/63117
Sample Questions
Q1) What attributes should a process consultant possess?
Q2) What is the major difference between mediation and arbitration?
Q3) Parties who are in disputes that are marked by __________ tend to respond well to forceful,proactive mediation behaviors.
A) high intensity and high levels of interparty hostility
B) low intensity and high levels of interparty hostility
C) high intensity and low levels of interparty hostility
D) low intensity and low levels of interparty hostility
E) Parties in disputes marked by all of the above respond well to proactive mediation behaviors.
Q4) As mediation progresses,mediators often become less active and allow the disputing parties to take on more aggressive roles.
A)True B)False
Q5) The involvement of third parties signals that the negotiation process has stalled. A)True B)False
Q6) When do negotiators initiate third-party interventions?
To view all questions and flashcards with answers, click on the resource link above. Page 22
Chapter 20: Best Practices in Negotiations
Available Study Resources on Quizplus for this Chatper
32 Verified Questions
32 Flashcards
Source URL: https://quizplus.com/quiz/63116
Sample Questions
Q1) Why is a negotiator like an athlete?
Q2) The best negotiators do not take time to analyze each negotiation after it has concluded.
A)True
B)False
Q3) What are the three things that negotiators can do to manage the perceptions of fairness and rationality proactively?
Q4) What often happens to negotiators without a strong BATNA?
Q5) Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn.
A) preparation
B) cooperation
C) communication
D) process
E) innovation
Q6) While some people may look like born negotiators,negotiation is fundamentally a skill involving ____________ and _____________ that everyone can learn.
Q7) Why is the BATNA an important source of power in a negotiation?
Q8) Why is it said that reputations are like eggs?
To view all questions and flashcards with answers, click on the resource link above. Page 23