Deck 6: Establishing Trust and Building a Relationship

Question 1

What is the drawback of deterrence-based trust systems?

A) They do not promote cohesion.
B) Both parties run the risk of exploitation.
C) They are expensive to maintain.
D) They cannot provide long-term results.

Answer 1

C

Question 2

Capitalism is the ultimate expression of market pricing.

Answer 2

True

Question 3

Knowledge-based trust increases dependence and commitment among parties.

Answer 3

True

Question 4

What are the three types of trust relationships people develop with each other?

A) deterrence-based trust, knowledge-based trust, and identification-based trust
B) incentive-based trust, application-based trust, and imperative-based trust
C) encouragement-based trust, isolation-based trust, and responsiveness-based trust
D) ubiquity-based trust, aspiration-based trust, and opinion-based trust

Question 5

Purposeless small talk can lead negotiators to build trust and should be encouraged.

Question 6

Which of the following is true for the economic models of negotiation?

A) The maximization of wealth and profit is the sole consideration of these models.
B) Personal relationships between the parties are not a factor in decisions.
C) They focus on maximizing utility, which includes considerations such as security or peace of mind.
D) These models consider values or properties that are tangible and measurable.

Question 7

Two people empathize with each other and begin to adopt each other's values.Which of the following terms most suitably denotes the kind of trust shared between the two of them?

A) deterrence-based trust
B) identification-based trust
C) emotional contagion
D) knowledge-based trust

Question 8

Particularism describes the utility of a resource depending on ________.

A) how tangible it is
B) who the recipient is
C) how often it is provided
D) who is providing it

Question 9

Whenever informational uncertainty characterizes a relationship,it provides opportunity for greater trust.

Question 10

A national chain of sandwich stores encourages the development of uniformity among customer-facing employees in all its outlets to increase familiarity and trust with the brand.To attain consistency in behavior,managers of the various outlets keep a record of employees who make errors and those who adhere to protocol.Successful employees are rewarded,while negligent employees are reprimanded.The managers in this case are using ________.

A) knowledge-based trust
B) deterrent-based trust
C) identification-based trust
D) isolation-based trust

Question 11

Identification-based trust occurs when a person has enough information about others to understand them and accurately predict their behavior.

Question 12

Which of the following is an area assessed by the Subjective Value Inventory when applied to negotiators?

A) determination of a strategy
B) trust between negotiators
C) cost analysis of options
D) causes of the dispute

Question 13

Negotiators who mimic the mannerisms of the counterparty build trust.

Question 14

When it comes to pie-slicing,the kind of relationship shared by negotiators becomes immaterial.

Question 15

Reactance theory explains ________.

A) why people are likely to conform when the group is homogeneous
B) why people are more likely to obey authority figures than peers
C) why compliance is more common than acceptance of rules
D) why people tend to be resistant to rules that curb their freedom

Question 16

Expressing disappointment can be detrimental if a negotiator intends to repair broken trust.

Question 17

A restaurant setting up shop in a new city wants to obtain fresh produce directly from the farms around the city.Though buying directly from the farms is often more expensive than buying from their suppliers,the restaurant's negotiators are confident of securing a mutually acceptable price list.Which of the following situations will most likely promote the development of integrative agreements?

A) The restaurant wants to ensure that it gets a variety of produce.
B) Established restaurants also obtain supplies from the farmers.
C) The farmers expect that it will be a long-term relationship.
D) The restaurant wants to balance the price and quality of produce.

Question 18

The problem with reciprocity arises when different parties place different value on aspects of a relationship.

Question 19

Surveillance helps reinforce the behaviors that monitoring intends to ensure.

Question 20

When does a knowledge-based trust emerge?

A) when a person is successful in modifying another's beliefs
B) when a person has complete authority over the other person
C) when a person internalizes the other person's values and beliefs
D) when a person understands the motivations of the other person

Question 21

________ conflict is rooted in personality and ego.

A) Intuitive
B) Structural
C) Cognitive
D) Emotional

Question 22

Ahead of the negotiation process,one of the negotiating parties invites the other to dinner.The offer is difficult to decline as the reservations have already been made.Though this may not do much by way of influencing the negotiation outcome,the other party too decides to return the favor.Which of the following best explains the reasons for the other party's behavior?

A) the mere exposure effect
B) the reciprocity principle
C) the similarity effect
D) the propinquity effect

Question 23

Most friendships are built on ________.

A) operator norms
B) exchange norms
C) uniform norms
D) communal norms

Question 24

Negotiators are advised to adopt ________ as a method of building trust with the counterparty.

A) ridicule
B) mimicry
C) derision
D) defiance

Question 25

During a meeting,a negotiator who is normally cordial behaves rudely,instantly making his counterpart assume that he is a bad person.Which of the following best describes the situation?

A) the spotlight effect
B) predictive attribution
C) dispositional attribution
D) the propinquity effect

Question 26

Which of the following is explained by the propinquity effect?

A) Catherine only learned to appreciate wine when she began reporting society news for the paper.
B) Greg went out of his way to help David because David had once loaned him money.
C) From all his employees, Nick picked Gil to be his assistant as they have very similar personalities.
D) Sara and Warrick became friends when they moved in next door to each other.

Question 27

Lauren and Max are engaged to be married.Both their families want to be part of the wedding,but they don't get along at all.Lauren would rather organize the ceremony on her own than constantly mediate family quarrels,but Max insists that if she invites both families to a few dinners together,they will begin to get along better.Which of the following validates Max's claim?

A) reciprocity principle
B) the mere exposure effect
C) the similarity-attraction effect
D) the ambiguity effect

Question 28

When people assume that the cause of a particular behavior is something external to the individual,this is known as ________.

A) dispositional attribution
B) situational attribution
C) ultimate attribution error
D) fundamental attribution

Question 29

Which of the following can lead to contentions in a task conflict?

A) The two negotiators have different ideas about a project.
B) The negotiators have different personality types.
C) One of the negotiators tends to monopolize the discussion.
D) One of the negotiators has an abrasive style of speaking.

Question 30

What is the cognitive route to building trust based on?

A) belief
B) intuition
C) emotion
D) rationality

Question 31

Which of the following is a process negotiators use when they find it difficult to steer the interaction?

A) dispositional attribution
B) the halo effect
C) emotional punctuation
D) the propinquity effect

Question 32

A negotiator has a history of successful negotiations under his belt.Although he has clearly has not been up to scratch in the recent past,he is still considered the best negotiator in his company.What effect can it be attributed to?

A) the propinquity effect
B) the halo effect
C) the projection effect
D) the mere exposure effect

Question 33

Which of the following describes the forked-tail effect?

A) People make a judgement based on what they can remember rather than complete data.
B) People overestimate the causal role of information available to them.
C) People generalize a negative perception of a person to his or her other aspects.
D) People remember the first few things in a list more than the things in the middle.

Question 34

In a negotiation,one party is irritable and obstructive.His counterparty would be using dispositional attribution if he attributed the first person's irritability to ________.

A) the duration of the negotiation
B) the weather conditions
C) the stress of the negotiation
D) the person's character

Question 35

In a negotiation,one party is irritable and obstructive.His counterparty would be using situational attribution if he attributed the first person's irritability to ________.

A) impatient tendencies
B) physical discomfort
C) characteristic arrogance
D) argumentativeness

Question 36

Which of the following best describes the mere exposure effect?

A) the phenomenon by which individual performance decreases as the number of people in the group increases
B) the phenomenon by which conflicts subside when people have time apart
C) the phenomenon by which hostility between parties is defused through frequent meetings
D) the phenomenon that makes people seek scapegoats even when they are themselves are at fault

Question 37

Two companies in the research field are considering a partnership.The representatives of the two parties set the negotiation ball rolling.Under which of the following circumstances will the negotiators experience cognition-based trust?

A) They agree about economic issues.
B) They know each other socially.
C) They have the same personality type.
D) They are loyal to their companies.

Question 38

Certain aspects of architectural design make it more likely that some people will come into contact with each other more often than with others,even though the physical distance between them might be the same.This is known as ________.

A) mirroring
B) dispositional attribution
C) the reciprocity principle
D) functional distance

Question 39

The two routes to building trust are the ________ routes.

A) applicative and collaborative
B) preventive and regulative
C) cognitive and affective
D) normative and evaluative

Question 40

Which of the following best describes the halo effect?

A) When people consider a person good in one category, they are likely to make a similar evaluation in other categories.
B) Given a list of items to remember, people tend to remember the first few things more than those things in the middle.
C) It is the phenomenon by which individual performance decreases as the number of people in the group increases.
D) When people make decisions, they tend to do so by contrasting between the decision item and reference items.

Question 41

Azurus Fabrics,a textile manufacturing factory,has hit a rough patch with its employees.The employees don't seem to be satisfied with the way the management has been handling certain issues.According to the workers,there has been no increase in the workers' compensation despite the fact that there were five employee deaths in the previous year.They also claim that,a year ago,the chief production officer had promised to increase their compensation by now,but has done nothing so far.The labor union threatens to go on a strike if the issue is not resolved soon.Which of the following,if true,could have led to the skepticism between the management and the laborers?

A) Management decides to change the necessary equipment to provide workers with better working conditions.
B) Management cites credible reasons for their decision to support the chief production officer's decisions.
C) Management seeks clarification from the laborers for the sudden deaths of the laborers on duty.
D) The labor union leader's assistant over the past year has earned a reputation of being untrustworthy.

Question 42

Briefly describe the pitfalls of embedded relationships.

Question 43

Which of the following can promote compromise agreements?

A) merit-based rule
B) equality norm
C) escrow norm
D) equity rule

Question 44

________ state that people should keep track of who has invested in a relationship and be compensated based on their inputs.

A) Communal norms
B) Uniform norms
C) Exchange norms
D) Operator norms

Question 45

Merit-based rule is also known as the ________ rule.

A) equality
B) equivalence
C) equity
D) escrow

Question 46

Which of the following refers to sticky ties?

A) relations that are guided by people's need for acceptance as well as achievement
B) relations that are driven by people's need for independence and identity
C) relations that form due to ingrained habits of prolonged interaction
D) relations that are guided by a need for achievement

Question 47

Which of the following refers to a method by which things are reduced to a single value so that easy comparison can be made between diverse qualitative and quantitative factors?

A) mirroring
B) market pricing
C) the reciprocal principle
D) dispositional attribution

Question 48

Azurus Fabrics,a textile manufacturing factory,has hit a rough patch with its employees.The employees don't seem to be satisfied with the way the management has been handling certain issues.According to the workers,there has been no increase in the workers' compensation despite the fact that there were five employee deaths in the previous year.They also claim that,a year ago,the chief production officer had promised to increase their compensation by now,but has done nothing so far.The labor union threatens to go on a strike if the issue is not resolved soon.Assume that the management and the laborers intend to iron out their differences.Which of the following,if true,can help mend the relations and restore the lost trust?

A) The labor union leader sends a letter to the management to urge them to make a decision in favor of the employees.
B) The management and the labor union leader decide to meet and talk things through and plan how to avoid problems in future.
C) The management decides to compensate and promote the labor union leader so that he can discourage the employees from going on strike.
D) The management and the labor union chief decide to meet intermittently, i.e., whenever they can, to have a one-on-one to follow up on the issue.

Question 49

Which of the following is characteristic of the O.Henry effect?

A) reaching monetarily inefficient outcomes and low relational satisfaction
B) reaching monetarily inefficient outcomes but achieving high relational satisfaction
C) reaching monetarily efficient outcomes but low relational satisfaction
D) reaching monetarily efficient outcomes with high relational satisfaction

Question 50

Distinguish between knowledge-based trust and identification-based trust.