Deck 10: Workplace Negotiation

Question 1

What is the least expensive form of conflict resolution because it gives the parties the greatest control over the outcome?

A) arbitration
B) groupthink
C) mediation
D) negotiation

Answer 1

D

Question 2

According to the authors, a best alternative to a negotiated agreement (BATNA) serves as this form of power.

A) expert
B) legitimate
C) nuisance
D) reward

Answer 2

C

Question 3

Research by Mayer (2009) indicated what two skills were effective in leading to the resolution of even long-held disputes?

A) active listening and assertive speaking
B) active listening and stress management
C) assertive speaking and motivation
D) communication and motivation

Answer 3

A

Question 4

Competitive approaches to negotiation encourage individuals to find positions for _______________ gain.

A) collective
B) individual
C) mutual
D) universal

Question 5

What type of mind-set guide is marked by beliefs that someone must lose, to the winner go the spoils, and focuses on the short-term?

A) abundance mind-set
B) intergroup mind-set
C) mutual mind-set
D) scarcity mind-set

Question 6

A process that is characterized by low levels of true, a belief that one side wins while the other loses, precedent, and involves little sharing of information about needs and interests is called _______________.

A) distributive negotiation
B) integrative negotiation
C) mutual negotiation
D) quality negotiation

Question 7

_______________ negotiation emphasizes the overlapping interests of the parties seeking to resolve a conflict while seeking out a solution that provides joint benefit while producing increased satisfaction with the outcome.

A) Distributive
B) Integrative
C) Logical
D) Quality

Question 8

Blaine typically makes use of heuristics and holds strongly stereotyped perceptions of his opponents when negotiating. He also tends to ignore information that contradicts his views and positions and he often fails to move away from his initial offer during negotiations. Blaine may score high in the psychological concept of _______________.

A) cognition
B) cognitive closure
C) consistency
D) esteem

Question 9

Christoph is upset by how he was treated by Brad and B. J. His friend Diane recommends that he "try on" the thoughts, values, and practices of Brad and B. J. to better understand their assumptions and to broaden his own perspective. This is an example of _______________

A) empathy
B) jumping to conclusions
C) the ladder of inference
D) positive affirmations

Question 10

Patrice is reviewing the literature to determine the best manner for communicating during a negotiation and he has identified and has identified four options: one-one live contact, live intergroup contact, paper advice, and electronic programs. Which should he choose to produce enlightened problem solving?

A) electronic programs
B) live intergroup contact
C) one-one live contact
D) paper advice

Question 11

Larry, Darryl, and Darryl work in an environment where their work as graphic designers is in competition with each other for earning bonuses. Their boss believes this will increase the tension to a level to keep each from becoming complacent. What is the greatest danger caused by this continual exposure to a highly competitive environment?

A) decreased motivation
B) decreased privacy and communication
C) increased stress and negative communication styles
D) inhibited creativity and innovative problem solving

Question 12

Suppose that you approach negotiation with the following assumptions: the two parties involve share interdependence in all things, negotiation is a collaborative process that seeks to uncover win-win agreements, and if someone loses, then everyone loses. This is representative of what type of mindset?

A) abundance
B) logical/rational
C) position-based
D) scarcity

Question 13

When communication between the parties in a negotiation relies heavily on nonverbal cues, body language, and gestures and conflict resolution makes only indirect references to the problem issue, it is certain that the negotiation is occurring in a/an ______________ culture.

A) abundance mind-set
B) collective
C) high-context
D) low-context

Question 14

A manager is in an organization where there is a preference for high power distance between members in different positions and different levels of the organizational hierarchy. In what country is this manager most likely working?

A) German
B) Japan
C) New Zealand
D) The United States

Question 15

In what type of culture are conflict resolution strategies concerned with face-saving behaviors while the negotiations less formal, more outcome focused, and the locus of control assumed to be at the personal level due personal autonomy being a key societal expectation?

A) high context/dignity/collectivist
B) high context/face/collectivist
C) low context/dignity/individualist
D) low context/face/individualist

Question 16

Analyze how integrative negotiation differs from distributive negotiation.

Question 17

What is one key element of a quality negotiation and discuss how it produces high quality outcomes and solutions.

Question 18

Discuss how one could use their sources of power at the negotiating table.

Question 19

Explain how the abundance mind-set differs from the scarcity mind-set during a negotiation.

Question 20

Contrast how high-context and low-context cultures would approach a negotiation.