Deck 6: Establishing Trust and Building a Relationship

Question 1

One reason why it is difficult for negotiators to recover from making a bad impression is related to the "forked tail effect" which means that:

A)we believe that people we trust and like are also intelligent and capable
B)the reputations we assign to others tend to be highly positive
C)once we form a negative impression of someone,we tend to view everything else about them in a negative fashion
D)the reputations we assign to others are not internally consistent

Answer 1

C

Question 2

The resources that people exchange in a relationship vary in its terms of ______,or how much utility we derive from who is providing the resource,and _____,or the resource's tangibility.

A)identity ; scarcity
B)particularism ; concreteness
C)social status ; reciprocity
D)fairness ; similarity

Answer 2

B

Question 3

In negotiation,the reactance principle is the tendency for people to:

A)do the opposite of what someone tells them to do if they feel they are not given a choice
B)speak before they have actually heard the other party
C)quickly reanchor when the other party makes an opening offer,especially an extreme one
D)quickly react by giving up their desired outcome

Answer 3

A

Question 4

Which of the following should be one of the first steps a negotiator should take to effectively repair broken trust?

A)Discuss who was right and who was wrong
B)Arrange a personal meeting and let the counterparty vent
C)Immediately apologize
D)Defend the reasoning behind your actions

Question 5

Negative emotions don't always negatively affect outcomes.Which of the following negative states can foster the development of integrative outcomes in negotiation because it can drive a search for information?

A)Anger
B)Suspicion
C)Depression
D)Greed

Question 6

Regarding the types of conflict that can occur in relationships,_____ is a depersonalized form of conflict,consisting of the argumentation about the merits of ideas,plans,and projects,independent of the identity of the people involved.

A)personal conflict
B)task conflict
C)the lose-lose effect
D)illusory conflict

Question 7

Negotiators often develop trusting,long-term relationships with people who are physically close to them,or located nearby.This effect is known as the:

A)reactance theory
B)halo effect
C)propinquity effect
D)networking game

Question 8

There are two key problems with deterrence-based trust systems.First,they can backfire,and second:

A)insufficient information about punishments in this trust system can make people less interested in rebelling
B)high levels of trust between managers and employees thrive in this trust system
C)this system decreases dependence and commitment among parties
D)they are expensive to develop and maintain

Question 9

The _____ route to building trust is based on rational and deliberate thought and consideration._____ trust is based on intuition and emotion.

A)business ; personal
B)cognitive; affective
C)casual ; intimate
D)long term ; short term

Question 10

When considering a person's reputation in negotiation,which of the following is most true?

A)Reputations don't have much effect on how others deal with them in a negotiation
B)Reputations are formed quickly as a result of firsthand,as well as secondhand experiences
C)Reputations can be easily and rapidly changed
D)One's reputation is only important to consider if one is a leader or CEO

Question 11

Of the different psychological methods that negotiators can employ to build trust with the counterparty,the use of which principle can make a counterparty feel obligated to return in kind what the negotiator has offered or given to them?

A)The propinquity effect
B)Functional distance
C)The reciprocity principle
D)The mere-exposure effect

Question 12

People often have a negative reaction when they perceive that someone is controlling their behavior or limiting their freedom.When people think their behavior is controlled by extrinsic motivators:

A)they are less likely to comply with demands
B)their intrinsic motivation may be reduced
C)they are less likely to engage in risky behaviors
D)dependence and commitment among parties increases

Question 13

In regard to reestablishing trust,a negotiator's ability to ________ is directly related to how satisfied the other party feels,independent of the monetary value of the outcome.

A)defend their position
B)find reasons for failure
C)understand emotion
D)think critically

Question 14

With regard to the three different types of trust that negotiators can form in their relationships with a counterparty,identification-based trust results from:

A)seeing another person as a bad role model
B)having complete empathy with another party
C)trusting that the counterparty will stand behind their issued threats
D)reciprocating another party's behavior

Question 15

Knowledge-based trust is grounded in behavioral predictability and it occurs when a person has enough information about others to understand them and accurately predict their behavior.Whenever informational uncertainty or asymmetry characterizes a relationship,it provides opportunity for deceit,and one or both negotiators risk ______.

A)judgment by other parties
B)being corrupted
C)exploitation
D)damaging their reputations

Question 16

Some negotiation relationships are purely business-related; others are entirely personal.Some are a mix of business and personal and are known as:

A)inconsistent relationships
B)inferential relationships
C)sticky tie relationships
D)embedded relationships
Discussion Questions

Question 17

When friends and family do business together,the relationship is more complex and is known as:

A)an embedded relationship
B)schmoozing
C)a swift trust relationship
D)a cognitive conflict relationship

Question 18

Of the three types of trust systems that can be formed in relationships,knowledge-based trust systems:

A)are fueled by extrinsic motivators
B)are expensive to develop and maintain
C)are grounded in complete empathy with another person's desires and intentions
D)increase dependence and commitment among parties

Question 19

Negotiators often make dispositional,as opposed to situational,attributions for the questionable behavior of the other party which can threaten trust.Which of the following can be characterized as a dispositional attribution for a negotiator's late arrival to a meeting?

A)Traffic jam
B)Lost keys
C)Tired due to late night
D)Arrogance

Question 20

The Subjective Value Inventory is a survey that assesses the four major concerns held by negotiators: feelings about their instrumental outcomes,feeling about themselves,feelings about the negotiation process,and:

A)feelings about their relationships
B)feelings about their finances
C)feelings about their material goods
D)feelings about personal feedback

Question 21

Generate some examples of embedded relationships (personal or historical).What are some of the pitfalls associated with these relationships?

Question 22

Regarding relationships in negotiation,how can "distributive spirals" affect negotiators?

Question 23

Why is power or status significant when interpreting ambiguous and/or slightly negative situations between high- and low-power people?

Question 24

What are some of the reasons that people are uncomfortable negotiating with friends? Outline the advantages and disadvantages of negotiating with friends.

Question 25

What are some of the advantages and disadvantages of negotiations between businesspeople and how do they differ from purely personal negotiations?

Question 26

What are some considerations people might have in a negotiation that are not necessarily monetary in nature?

Question 27

Identify some of the ways that repairing a 'bad reputation' is similar to repairing broken trust?

Question 28

What are some of the psychological strategies for building trust in a relationship?