Trinadh Negotiation and Conflict Mngt Exam 2

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Kenyatta University *

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EET 205

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Communications

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Nov 24, 2024

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45

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48.00/50.00 Grade 96.00 out of 100.00 Question 1 Correct 1.00 points out of 1.00 Flag question Question text McCornack and Levine found that victims had stronger emotional reactions to deception when Select one: 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. Feedback correct Accessibility: Keyboard Navigation The correct answer is: lying was seen as an unacceptable type of behavior for that relationship. Question 2
Correct 1.00 points out of 1.00 Flag question Question text Characteristics of collaborative strategies include: Select one: a. long-term focus b. trust and openness c. efforts to find mutually satisfying solutions d. pursuit of goals held jointly with others e. all of the above Feedback correct Accessibility: Keyboard Navigation The correct answer is: all of the above Question 3 Correct 1.00 points out of 1.00
Flag question Question text One of the most important aspects of framing as issue development is the process of reframing, or the manner in which the thrust, tone, and focus of a conversation change as the parties engage in it. Reframing is or occurs: Select one: a. the way parties challenge each other, as they present their own case or refute the other's. b. a dynamic process that may occur many times in a conversation. c. when using metaphors, analogies, or specific cases to illustrate a point. d. and may be used intentionally by one side or the other. e. all of the above apply to reframing as parties often propose new ways to approach a problem. Feedback correct Accessibility: Keyboard Navigation The correct answer is: all of the above apply to reframing as parties often propose new ways to approach a problem. Question 4 Correct 1.00 points out of 1.00
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Flag question Question text Research has shown that negotiators use what two forms of deception in misrepresenting the common-value issue? Select one: a. misrepresentation by omission and misrepresentation by commission b. misrepresentation by permission and misrepresentation by omission c. misrepresentation by admission and misrepresentation by permission d. misrepresentation by admission and misrepresentation by commission e. None of the above forms of deception is used in misrepresenting the common-value issue. Feedback correct Accessibility: Keyboard Navigation The correct answer is: misrepresentation by omission and misrepresentation by commission Question 5 Correct 1.00 points out of 1.00 Flag question
Question text A negotiator should ask which of the following questions when presenting issues to the other party to assemble information? Select one: a. What facts support my point of view? b. Whom may I consult or take with to help me elaborate or clarify the facts? c. What is the other party's point of view likely to be? d. How can I develop and present the facts so they are most convincing? e. All of the above questions should be asked. Feedback correct Accessibility: Keyboard Navigation The correct answer is: All of the above questions should be asked. Question 6 Correct 1.00 points out of 1.00 Flag question Question text The less concrete and measurable goals are: Select one:
a. the harder it is to communicate to the other party what we want b. the easier it is to understand what your opponent wants c. the easier it is to determine whether a particular outcome satisfies our goals d. the harder it is to restate what the initial goal was e. all of the above Feedback correct Accessibility: Keyboard Navigation The correct answer is: the harder it is to communicate to the other party what we want Question 7 Correct 1.00 points out of 1.00 Flag question Question text Which of the following arguments refutes Carr's claim that business strategy is analogous to poker strategy? Select one: a. Because good poker playing often involves concealing information and bluffing or deception, these rules ought to apply to business transactions.
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b. If an executive refuses to bluff periodically he or she is probably ignoring opportunities permitted under the "rules" of business. c. Most games do not legitimize deception, and therefore business should not be analogous to a game that does legitimize deception. d. Bluffing, exaggeration and concealment are legitimate ways for corporations to maximize their self interest. e. None of the above arguments refute Carr's claim. Feedback correct Accessibility: Keyboard Navigation The correct answer is: Most games do not legitimize deception, and therefore business should not be analogous to a game that does legitimize deception. Question 8 Correct 1.00 points out of 1.00 Flag question Question text Which of the following is not a cognitive bias? Select one: a. the irrational escalation of commitment b. the belief that the issues under negotiation are all "fixed pie"
c. the process of anchoring and adjustment in decision making d. the winner's curse e. All of the above are cognitive biases. Feedback correct Accessibility: Keyboard Navigation The correct answer is: All of the above are cognitive biases. Question 9 Incorrect 0.00 points out of 1.00 Flag question Question text Only one of the approaches to ethical reasoning has as its central tenet that actions are more right if they promote more happiness, more wrong as they produce unhappiness. Which approach applies? Select one: a. End-result ethics. b. Duty ethics. c. Social context ethics.
d. Personalistic ethics. e. Reasoning ethics. Feedback correct Accessibility: Keyboard Navigation The correct answer is: End-result ethics. Question 10 Correct 1.00 points out of 1.00 Flag question Question text Which is not a key step to an ideal negotiation process? Select one: a. Preparation b. Relationship Building c. Information Gathering d. Bidding e. All of the above are key steps
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Feedback correct Accessibility: Keyboard Navigation The correct answer is: All of the above are key steps Question 11 Correct 1.00 points out of 1.00 Flag question Question text Which is not a difference between strategy and tactics? Select one: a. Scale b. Goals c. Perspective d. Immediacy e. Adaptation Feedback correct Accessibility: Keyboard Navigation
The correct answer is: Goals Question 12 Correct 1.00 points out of 1.00 Flag question Question text The best way to manage perceptual and cognitive biases is: Select one: a. to be aware that they exist. b. to participate in group discussions. c. to tell people about the bias. d. complete a questionnaire. e. All of the above help manage biases but may not be enough in and of themselves. Feedback correct Accessibility: Keyboard Navigation The correct answer is: All of the above help manage biases but may not be enough in and of themselves. Question 13 Correct
1.00 points out of 1.00 Flag question Question text Which tactic is seen as inappropriate and unethical in negotiation? Select one: a. misrepresentation b. bluffing c. misrepresentation to opponent's network d. inappropriate information collection e. All of the above are seen as inappropriate and unethical tactics. Feedback correct Accessibility: Keyboard Navigation The correct answer is: All of the above are seen as inappropriate and unethical tactics. Question 14 Correct 1.00 points out of 1.00 Flag question
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Question text When using the "intimidation" tactic to detect deception, one should Select one: a. emphasize the futility and impending danger associated with continued deceit. b. lie to the other to make them believe you have uncovered their deception. c. play down the significance of any deceptive act. d. make a "no-nonsense" accusation of the other. e. None of the above actions would be used as part of the intimidation tactic. Feedback correct Accessibility: Keyboard Navigation The correct answer is: make a "no-nonsense" accusation of the other. Question 15 Correct 1.00 points out of 1.00 Flag question Question text Which one of the following is as much a win-lose strategy as competition, although it has a decidedly different image? Select one:
a. collaboration b. avoidance c. engagement d. accommodation e. reciprocation Feedback correct Accessibility: Keyboard Navigation The correct answer is: accommodation Question 16 Correct 1.00 points out of 1.00 Flag question Question text What is the implication of the dilemma of trust? Select one: a. We believe everything the other says and can be manipulated by their dishonesty. b. We do not believe anything the other says and therefore are immune to their dishonesty.
c. We tell the other party our exact requirements and limits in negotiation, and therefore we will never do better than this minimum level. d. We never reveal our requirements and limits in negotiation, and therefore are able to far exceed that minimum level. e. None of the above describes the implication of the dilemma of trust. Feedback correct Accessibility: Keyboard Navigation The correct answer is: We believe everything the other says and can be manipulated by their dishonesty. Question 17 Correct 1.00 points out of 1.00 Flag question Question text Effective planning requires hard work on the following points: Select one: a. Defining the issues b. Defining the bargaining limit c. Defining interests
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d. Defining limits and alternatives e. All of the above Feedback correct Accessibility: Keyboard Navigation The correct answer is: All of the above Question 18 Correct 1.00 points out of 1.00 Flag question Question text An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following? Select one: a. Negotiators can use more than one frame. b. Mismatches in frames between parties are sources of conflict. c. Particular types of frames may led to particular types of agreements. d. Specific frames may be likely to be used with certain types of issues.
e. Parties are likely to assume a particular frame because of various factors. Feedback correct Accessibility: Keyboard Navigation The correct answer is: Specific frames may be likely to be used with certain types of issues. Question 19 Correct 1.00 points out of 1.00 Flag question Question text Which of the following is not a reason that negotiations fail? Select one: a. Allowing insufficient time for planning b. Failing to set clear objectives c. Understanding the strengths and weaknesses of their and the other party's positions d. Depending on being quick and clever during negotiations e. Designing a road map that will guide to an agreement Feedback
correct Accessibility: Keyboard Navigation The correct answer is: Understanding the strengths and weaknesses of their and the other party's positions Question 20 Correct 1.00 points out of 1.00 Flag question Question text Which of the following lists the stages of the perceptual process in the correct order? Select one: a. stimulus, translation, attention, recognition, behavior b. stimulus, behavior, translation, attention, recognition c. stimulus, attention, recognition, translation, behavior d. behavior, stimulus, recognition, attention, translation e. None of the above lists the stages of the perceptual process in the correct order. Feedback correct Accessibility: Keyboard Navigation The correct answer is: stimulus, attention, recognition, translation, behavior
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Question 21 Correct 1.00 points out of 1.00 Flag question Question text Perception is Select one: a. the process by which individuals connect to their environment. b. strongly influenced by the receiver's current state of mind, role and understanding or comprehension of earlier communications. c. a factor that can affect how meanings are ascribed. d. a complex physical and psychological process. e. All of the above describe perception. Feedback correct Accessibility: Keyboard Navigation The correct answer is: All of the above describe perception. Question 22 Correct 1.00 points out of 1.00
Flag question Question text Frames are shaped by conversations that the parties have with each other about the issues in the bargaining mix. Which of the following factors can affect how the conversation is shaped? Select one: a. Negotiators tend to argue for stock issues, or concerns that are raised every time the parties negotiate. b. Each party attempts to make the best possible case for his or her preferred position or perspective. c. Frames may define major shifts and transitions in a complex overall negotiation. d. Multiple agenda items operate to shape issue development. e. All of the above contribute to the shaping of the conversation. Feedback correct Accessibility: Keyboard Navigation The correct answer is: All of the above contribute to the shaping of the conversation. Question 23 Correct 1.00 points out of 1.00
Flag question Question text Negative emotions may lead parties to Select one: a. more integrative processes. b. escalate the conflict. c. promote persistence. d. define the situation as integrative. e. more integrative outcomes. Feedback correct Accessibility: Keyboard Navigation The correct answer is: escalate the conflict. Question 24 Correct 1.00 points out of 1.00 Flag question
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Question text In which type of frame would parties be more likely to engage primarily in distributive (win-lose or lose-lose) negotiations than in other types? Select one: a. Identity b. Loss-gain c. Outcome d. Process e. Substantive Feedback correct Accessibility: Keyboard Navigation The correct answer is: Outcome Question 25 Correct 1.00 points out of 1.00 Flag question Question text The availability of information bias operates with which of the following statements? Select one:
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a. when negotiators sometimes maintain commitment to a course of action even when that commitment constitutes irrational behavior on their part. b. when thorough preparation, along with the use of a devil's advocate or reality check, can help prevent errors. c. when information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options. d. when the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true. e. when the tendency will often lead to a self-fulfilling prophecy, as follows: People who expect to be treated in a distributive manner will (1) be more likely to perceive the other party's behavior as distributive, and (2) treat the other party in a more distributive manner. Feedback correct Accessibility: Keyboard Navigation The correct answer is: when information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options. Question 26 Correct 1.00 points out of 1.00 Flag question Question text Ethical criteria for judging appropriate conduct define
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Select one: a. what is wise based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other. b. what a negotiator can actually make happen in a given situation. c. what is appropriate as determined by some standard of moral conduct. d. what the law defines as acceptable practice. e. All of the above are defined by ethical criteria for judging appropriate conduct. Feedback correct Accessibility: Keyboard Navigation The correct answer is: what is appropriate as determined by some standard of moral conduct. Question 27 Correct 1.00 points out of 1.00 Flag question Question text Which of the following tactics is the least preferable method of responding to another party's distributive tactics or "dirty tricks"? Select one: a. ignoring the tactic
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b. "calling" the tactic c. responding in kind d. discussing what you see and offer to help them change to more honest behaviors e. None of the above tactics should be used to respond to another party's dirty tricks. Feedback correct Accessibility: Keyboard Navigation The correct answer is: responding in kind Question 28 Correct 1.00 points out of 1.00 Flag question Question text Projection occurs when Select one: a. attributes are assigned to an individual solely on the basis of his or her membership in a particular social or demographic group. b. people generalize about a variety of attributes based on the knowledge of one attribute of an individual.
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c. the perceiver singles out certain information that supports or reinforces a prior belief, and filters out information that does not confirm that belief. d. people ascribe to others the characteristics or feelings that they possess themselves. e. All of the above describe projection. Feedback correct Accessibility: Keyboard Navigation The correct answer is: people ascribe to others the characteristics or feelings that they possess themselves. Question 29 Correct 1.00 points out of 1.00 Flag question Question text What is the primary determinant for success in negotiation? Select one: a. a distributive vs. integrative strategy b. the planning that takes place prior to the dialogue c. the discussions that precede planning sessions d.
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the tactics selected in support of strategic goals e. all of the above Feedback correct Accessibility: Keyboard Navigation The correct answer is: the planning that takes place prior to the dialogue Question 30 Correct 1.00 points out of 1.00 Flag question Question text When using the "altered information" tactic to detect deception, one should Select one: a. try to get the other to admit a small or partial lie about some information and use this to push for admission of a larger lie. b. exaggerate what you believe is the deception and state it, hoping that the other will jump in to "correct" the statement. c. point out behaviors you detect in the other which might be an indication they are lying. d. indicate one's true concern for the other's welfare. e. None of the above actions would be used as part of the altered information tactic.
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Feedback correct Accessibility: Keyboard Navigation The correct answer is: exaggerate what you believe is the deception and state it, hoping that the other will jump in to "correct" the statement. Question 31 Correct 1.00 points out of 1.00 Flag question Question text What are the most critical precursors for achieving negotiation objectives? Select one: a. effective strategizing and planning b. goal setting and target planning c. defining frames and setting goals d. framing and strategizing e. none of the above Feedback correct Accessibility: Keyboard Navigation
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The correct answer is: effective strategizing and planning Question 32 Correct 1.00 points out of 1.00 Flag question Question text In an accommodative negotiation, the relationships have: Select one: a. a short-term focus b. a long-term focus c. may be either short term or long term d. secrecy and defensiveness e. none of the above Feedback correct Accessibility: Keyboard Navigation The correct answer is: may be either short term or long term Question 33 Correct 1.00 points out of 1.00
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Flag question Question text Which of the following cognitive biases can lead negotiators to discount the worth or validity of the judgment of others? Select one: a. Irrational escalation of commitment b. Mythical fixed-pie beliefs c. Anchoring and adjustment d. Availability of information e. Overconfidence Feedback correct Accessibility: Keyboard Navigation The correct answer is: Overconfidence Question 34 Correct 1.00 points out of 1.00 Flag question
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Question text Those attempting to negotiate in China recognize the value the Chinese place in saving "face." Which of the following cultural elements should also be examined in approaching discussions with the Chinese? Select one: a. Social linkage b. Harmony c. Roles d. Reciprocal obligations e. All of the above should be considered Feedback correct Accessibility: Keyboard Navigation The correct answer is: All of the above should be considered Question 35 Correct 1.00 points out of 1.00 Flag question Question text Interests can be:
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Select one: a. substantive, directly related to the focal issues under negotiation b. process-based, related to the manner in which we settle this dispute c. relationship-based, tied to the current or desired future relationship between the parties d. based in the intangibles of the negotiation e. all of the above Feedback correct Accessibility: Keyboard Navigation The correct answer is: all of the above Question 36 Correct 1.00 points out of 1.00 Flag question Question text The Endowment Effect Select one: a. is making attributions to the person or the situation. b.
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is drawing conclusions from small sample sizes. c. is negotiators believing that their ability to be correct or accurate is greater than actually true. d. is the tendency to overvalue something you own or believe you possess. e. is none of the above in describing the Endowment Effect. Feedback correct Accessibility: Keyboard Navigation The correct answer is: is the tendency to overvalue something you own or believe you possess. Question 37 Correct 1.00 points out of 1.00 Flag question Question text A strong interest in achieving only substantive outcomes tends to support which of the following strategies? Select one: a. collaborative b. accommodating c. competitive
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d. avoidance e. none of the above Feedback correct Accessibility: Keyboard Navigation The correct answer is: competitive Question 38 Correct 1.00 points out of 1.00 Flag question Question text The irrational escalation of commitment bias refers to Select one: a. the standard against which subsequent adjustments are measured during negotiation. b. the perspective or point of view that people use when they gather information and solve problems. c. how easily information can be recalled and used to inform or evaluate a process of a decision. d. a negotiator's commitment to a course of action, even when that commitment constitutes irrational behavior on his/her part. e.
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None of the above refer to irrational escalation of commitment. Feedback correct Accessibility: Keyboard Navigation The correct answer is: a negotiator's commitment to a course of action, even when that commitment constitutes irrational behavior on his/her part. Question 39 Correct 1.00 points out of 1.00 Flag question Question text When using the justification that "the tactic was unavoidable," the negotiator is saying that Select one: a. the negotiator was not in full control of his or her actions and hence should not be held responsible. b. what the negotiator did was really trivial and not very significant. c. the tactic helped to avoid greater harm. d. the quality of the tactic should be judged by its consequences. e. The justification that "the tactic was unavoidable" implies all of the above. Feedback
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correct Accessibility: Keyboard Navigation The correct answer is: the negotiator was not in full control of his or her actions and hence should not be held responsible. Question 40 Correct 1.00 points out of 1.00 Flag question Question text Halo effects occur when Select one: a. attributes are assigned to an individual solely on the basis of his or her membership in a particular social or demographic group. b. people generalize about a variety of attributes based on the knowledge of one attribute of an individual. c. the perceiver singles out certain information that supports or reinforces a prior belief, and filters out information that does not confirm that belief. d. people ascribe to others the characteristics or feelings that they possess themselves. e. All of the above describe halo effects. Feedback
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correct Accessibility: Keyboard Navigation The correct answer is: people generalize about a variety of attributes based on the knowledge of one attribute of an individual. Question 41 Correct 1.00 points out of 1.00 Flag question Question text If the other party has a strong and viable alternative, he/she will Select one: a. be dependent on achieving a satisfactory agreement. b. appear aggressive and hostile in negotiations. c. set and push for high objectives. d. have unlimited negotiating authority. e. all of the above. Feedback correct Accessibility: Keyboard Navigation The correct answer is: set and push for high objectives.
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Question 42 Correct 1.00 points out of 1.00 Flag question Question text The concept of "duty ethics" states that Select one: a. the rightness of an action is determined by evaluating the pros and cons of its consequences. b. the rightness of an action is determined by existing laws and contemporary social standards that define what is right and wrong and where the line is. c. the rightness of an action is based on the customs and norms of a particular society or community. d. the rightness of an action is based on one's conscience and moral standards. e. None of the above defines "duty ethics." Feedback correct Accessibility: Keyboard Navigation The correct answer is: the rightness of an action is determined by existing laws and contemporary social standards that define what is right and wrong and where the line is. Question 43 Correct
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1.00 points out of 1.00 Flag question Question text Which of the following statements about how emotion plays a part in negotiation is accurate? Select one: a. Negotiations only create negative emotions. b. Positive feelings do not promote persistence. c. Negative feelings may create positive outcomes. d. Positive emotion may result from impasse. e. Negative emotions do not undermine a negotiator's ability to analyze a situation accurately. Feedback correct Accessibility: Keyboard Navigation The correct answer is: Negative feelings may create positive outcomes. Question 44 Correct 1.00 points out of 1.00 Flag question
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Question text Does any of the following represent the point at which we realistically expect to achieve a settlement? Select one: a. specific target point b. resistance point c. alternative d. asking price e. none of the above Feedback correct Accessibility: Keyboard Navigation The correct answer is: specific target point Question 45 Correct 1.00 points out of 1.00 Flag question Question text Reactive devaluation Select one:
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a. leads negotiators to minimize the magnitude of a concession made by a disliked other. b. leads to reduced willingness to respond with a concession of equal size. c. may be minimized by maintaining a more objective view of the process. d. can lead to motivation to seek even more once a concession has been made. e. All of the above are elements of reactive devaluation. Feedback correct Accessibility: Keyboard Navigation The correct answer is: All of the above are elements of reactive devaluation. Question 46 Correct 1.00 points out of 1.00 Flag question Question text Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised? Select one: a. What agenda should we follow?
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b. Where should we negotiate? c. What is the time period of the negotiation? d. What might be done if negotiation fails? e. How will we keep track of what is agreed to? Feedback correct Accessibility: Keyboard Navigation The correct answer is: How will we keep track of what is agreed to? Question 47 Correct 1.00 points out of 1.00 Flag question Question text Which is a Category of Marginally Ethical Negotiating Tactics? Select one: a. Traditional Competitive Bargaining b. Emotional Manipulation c. Misrepresentation to Opponent's Networks
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d. Bluffing e. All of the above Feedback correct Accessibility: Keyboard Navigation The correct answer is: All of the above Question 48 Incorrect 0.00 points out of 1.00 Flag question Question text The distinction between mood and emotion is based on which of the following characteristics? Select one: a. specificity b. intensity c. duration d. all of the above e. none of the above
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Feedback correct Accessibility: Keyboard Navigation The correct answer is: all of the above Question 49 Correct 1.00 points out of 1.00 Flag question Question text Reactive strategies: Select one: a. encourage negotiators to be more flexible and creative b. can efficiently clear up confusion about issues c. will lessen a negotiator's defensive posture d. can make negotiators feel threatened and defensive e. none of the above Feedback correct Accessibility: Keyboard Navigation
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The correct answer is: can make negotiators feel threatened and defensive Question 50 Correct 1.00 points out of 1.00 Flag question Question text Frames are important in negotiation because Select one: a. they allow parties to develop separate definitions of the issues. b. they can be avoided. c. disputes are often nebulous and open to different interpretations. d. do not allow negotiators to articulate an aspect of a complex social situation. e. all of the above. Feedback correct Accessibility: Keyboard Navigation The correct answer is: disputes are often nebulous and open to different interpretations.
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