The Mind and Heart of the Negotiator, 7e (Thompson) Chapter 1 Negotiation: The Mind and The Heart 1.1 Multiple-Choice Questions 1) Anytime you cannot get what you want without the cooperation of others, you are negotiating. In simple terms, negotiation is best described as: A) a contest of wills between opposing parties B) an interpersonal decision-making process necessary whenever people cannot achieve their objectives single-handedly C) a third-party mediation D) the process of compromise so as to instigate conflict, with one side coming out the victor Answer: B Page Ref: 1 AACSB: Interpersonal relations and teamwork Difficulty: Moderate 2) Negotiators need to be effective in terms of maximizing all areas of potential value at the bargaining table. In virtually any negotiation, two things are at stake: economic value and: A) personal reputation B) a person's ego C) relationships and trust D) money and scarce resources Answer: C Page Ref: 2 AACSB: Interpersonal relations and teamwork Difficulty: Moderate 3) Within organizations, people are increasingly interdependent both laterally and hierarchically. When negotiators are described as being interdependent, that means those people need to know how to: A) integrate their interests and work across functional areas B) have similar incentive structures C) be self-sufficient and self-focused D) develop different norms of communication Answer: A Page Ref: 5 AACSB: Interpersonal relations and teamwork Difficulty: Moderate
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