Week 7 Quiz (Summer 2023)  Due Jul 23 at 11:59pm  Points 100  Questions 16  Available Jul 22 at 7am - Jul 23 at 11:59pm  Time Limit 60 Minutes Instructions The week 7 quiz assesses your understanding and application of the content from pages 209-213 in chapter 12, the online content in the week 7 module and the movie, "Twelve Angry Men" (1957 version in the week 7 module). Key information:  Exam availability - 7:00am Saturday - 11:59pm Sunday  Attempts - 1  Number of questions - 16  Number of points per question - 5 to 15, depending on the level of difficulty  Types of questions - multiple choice

 Time limit - 1 hour (approximately 3.75 minutes per question). Please do not save or submit and walk away from the quiz because the clock continues to tick and will submit automatically in 1 hour even if you do not complete and submit the quiz.  Points available - 100  Students must select the best answer from the answers provided.  Students must work alone without support or the participation of others.  Students must not take screen shots of the quiz.  Students must not discuss the quiz content with anyone prior to, during or after completing the quiz.  Technical problems - Contact the student help desk first for assistance to resolve the problem; secure a ticket number and contact me via Canvas message to provide ticket number and explain what happened NOTE: Some questions are general, while others are based on the scenario in the movie, "Twelve Angry Men" (see in week 7 module). This quiz was locked Jul 23 at 11:59pm. Attempt History Attempt Time Score LATEST Attempt 1 20 minutes 80 out of 100 Correct answers are hidden. Score for this quiz: 80 out of 100 Submitted Jul 23 at 6:28pm This attempt took 20 minutes. Question 1 5 / 5 pts Ury's breakthrough strategy consists of: Don't react...go to the balcony. Don't argue...step to the other's side. Don't reject...reframe. Don't push...build them a golden bridge. Don't escalate...use power to educate. Don't continue...go to the balcony.

Don't argue...step to the other's side. Don't reject...reframe. Don't push...build them a golden bridge. Don't escalate...use power to educate. Don't react...go to the balcony. Don't argue...step to the other's side. Don't reject...reframe. Don't resist...build them a golden bridge. Don't escalate...use power to educate. Don't react...go to the balcony. Don't argue...step to the other's side. Don't reject...reframe. Don't push...build them a golden gate. Don't escalate...use power to educate. Don't react...go to the balcony. Don't argue...step to the other's side. Don't reject...reframe. Don't push...build them a golden bridge. Don't escalate...use power to educate. Incorrect Question 2 0 / 5 pts Juror no. 1, the foreman , suggests a vote soon after all jurors are seated. Juror no. 8 resists no. 1's effort toward getting a quick, unanimous decision, because it will .... be an anchor and affect the outcome of the vote.

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create a representative bias in the vote. cause a reactive devaluation among the jurors. violate the prospect theory that applies. This is a decision bias that may cause unprepared negotiators to go along with the other negotiator's first offer because the first offer often anchors all other offers in a negotiation. Question 3 5 / 5 pts Going to the balcony is similar to... looking over the edge of the balcony to secure important information. watching a play in a detached manner from the balcony of a theater. looking over the edge of the balcony to see the other's perspective. jumping over the edge of the balcony to flee the negotiation. Ury states that going to the balcony gives the negotiator an opportunity to take a mental break in order to respond effectively. Question 4 5 / 5 pts Stepping to the other's side may indicate that a negotiator... is crossing personal boundaries.

has become even more positional. is trying to understand the other's perspective. has given in to the other negotiator's demands. Stepping to the other negotiator's side indicates that she is trying to see and understand the other negotiator's perspective. Question 5 5 / 5 pts The part of the breakthrough strategy that involves reframing requires a negotiator to resist... playing head games. acquiescing and standing firm on his last offer. accepting the negotiator's last offer. rejecting another negotiator's offer and confirming his underlying interest. This step in the strategy suggests that it's effective to withhold a firm answer to an offer in order to confirm and address the other negotiator's underlying interest. Incorrect Question 6 0 / 5 pts Building them a golden bridge really means giving them... what they demand. a good reason to move from their position and accept a new offer.

"cover" for acquiescing. the power to say "no". Giving them a good reason to accept a new offer now can be based on new information or an additional concession from you. Question 7 5 / 5 pts Don't escalate...use power to educate suggests that... at least one of the negotiators understands her BATNA. at least one of the negotiators isn't acting emotionally. both of the answers above. none of the answers above. Given that the negotiator has a BATNA and understands that it may be necessary to pursue it, he/she may be willing to share it and discuss the other negotiator's BATNA for a bit of reality testing when trying to educate him/her about what would happen if an agreement isn't reached. Question 8 5 / 5 pts An impasse in negotiation is a/an... deadlock. role-reversal. time-out.

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breakthrough. An impasse is a deadlock. Incorrect Question 9 15 / 15 pts Juror no. 8 demonstrates the breakthrough strategy after he votes "not guilty" the first time by ....  immediately reacting  recognizing the others viewed the evidence differently  suggesting that this was a life and death issue  suggesting that the defendant might be innocent  implying that there would be serious consequences if they are wrong  not immediately reacting  recognizing the others viewed the evidence differently  suggesting that this was a life and death issue  suggesting that the defendant might be innocent  implying that there would be serious consequences if they are wrong  not immediately reacting  recognizing the others viewed the evidence differently  suggesting that this was a life and death issue  suggesting that the defendant might be innocent  not immediately reacting  recognizing the others viewed the evidence differently  suggesting that this was a life and death issue  suggesting that the defendant might be guilty  implying that there would be serious consequences if they are wrong

These are the 5 steps with an explanation of juror no. 8's actions/statements.  Don't react - go to the balcony: not immediately reacting  Don't argue - step to the other's side: recognizing the others viewed the evidence differently  Don't reject - reframe: suggesting that this was a life and death issue  Don't push - build a golden bridge: suggesting that the defendant might be innocent  Don't escalate - use power to educate: implying that there would be serious consequences if they are wrong Question 10 5 / 5 pts Juror no. 8's initial vote of "not guilty" and explanation that, "it isn't easy to send a boy off to die without talking about it first" and "we owe him a few words" reflects a .... differences with the others, particularly with jurors no. 3, 7 and 10, based on prospect theory. difference in values with the others, particularly with jurors no. 3, 7 and 10. difference in culture with the others, particularly with jurors no. 3, 7 and 10. difference in gender with the others, particularly with jurors no. 3, 7 and 10. difference in values with the others, particularly with jurors no. 3, 7 and 10. Juror no. 8 is biased in favor of providing a fair process of evaluating the evidence required by due process under the law. Question 11 10 / 10 pts Two examples of communication through nonverbal messages occurred in the movie when ....

juror no. 9 stood and looked juror no. 10 in the eye when discussing the boy's possible innocence and juror no. 9 asked no. 10 if he was "born with a monopoly on the truth?" the jurors stood and turned their backs on juror no. 3 and the jurors asked juror no. 8 if he "thought the boy was innocent". the jurors stood and turned their backs on juror no. 3 and juror no. 9 asked no. 10 if he was "born with a monopoly on the truth?" the jurors stood and turned their backs on juror no. 3 and juror no. 9 stood and looked juror no. 10 in the eye when discussing the boy's possible innocence. These are examples of nonverbal communication: the jurors stood and turned their backs on juror no. 3 and juror no. 9 stood and looked juror no. 10 in the eye when discussing the boy's possible innocence. Question 12 10 / 10 pts Juror no. 10 suggests that they "can't believe a word they say" and that "they're born liars". Then Juror no. 5, who is similar in appearance to the defendant,

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 later states that he's from the same neighborhood ;  explains how a switchblade knife is actually used; and  appears to be believed by the other jurors. Juror no. 5's statements and actions above suggest that the defendant may also be believable . This is an example of overcoming .... cultural and representative biases. emotional reactions and availability bias. availability and overconfidence biases. cultural and gender biases. These are examples of cultural and representative biases. Being from the same neighborhood implies that this juror and defendant may share the same culture and that the juror, who appears to be believable, represents a group of people from that culture who live in this neighborhood, suggesting that people, including the defendant, are able to be believed. Question 13 5 / 5 pts Juror no. 3 sticks with his vote of "guilty" even when all other jurors appear to be convinced that the evidence doesn't prove guilt and have changed their votes accordingly. Juror no. 3's behavior is an example of which bias? the irrational escalation of commitment bias. an irrational outburst.

an emotional outburst. the irrational escalation of availability bias. Juror no. 3's inexplicable commitment to a guilty vote despite convincing evidence to the contrary and a near unanimous vote of not guilty illustrates the irrational escalation of commitment bias. Incorrect Question 14 0 / 5 pts William Ury suggests in his book, "Getting Past No", that negotiators typically react in one of three ways when an impasse occurs. One of these reactions is: giving a hug giving an excuse striking back striking a deal It's typical for negotiators to react by striking back, giving in or breaking off the negotiation, when negotiation reaches an impasse. Incorrect Question 15 0 / 5 pts Ury suggests that negotiators view each other as .... friends

counterparts partners enemies He suggests viewing each other as partners to promote working together in negotiation. Question 16 5 / 5 pts Assume for this question that juror no. 3 rants during one of his outbursts that "kids are so ungrateful" and that they "can't be trusted" . If juror no. 8 responds to this rant by standing close to no. 3 and passionately saying , "kids can break our hearts" , then juror no. 8 is .... parroting no. 3's statements mirroring no. 3's statements coercing no. 3's beliefs punishing no. 3's behavior Mirroring another's statements or actions suggests that one is attempting to establish or re-establish rapport with another negotiator. Quiz Score: 80 out of 100

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Week 7 Quiz

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