Question 1

The tendency in negotiations to stake out your position based on the assumption that in order to gain your way something must be subtracted from the other party's way is known as __________.
A) the myth of the fixed pie
B) escalating commitment
C) invoking the collective
D) the telling problem
E) the selling problem

Accepted Answer

The myth of the fixed pie refers to the common negotiation mistake of assuming that the negotiation is a zero-sum game, where one party's gain is necessarily the other party's loss. This perspective limits the potential for finding mutually beneficial solutions or compromises.

Question 2

Which of the following is NOT one of the five basic steps involved in the rational decision model?
A) Recognize and define a problem or opportunity.
B) Identify and analyze alternative courses of action and estimate their effects on a problem or opportunity.
C) Choose a preferred course of action.
D) Conduct a stakeholders needs analysis.
E) Implement a preferred course of action.

Accepted Answer

The rational decision model typically includes recognizing and defining the problem, identifying and analyzing alternatives, choosing a preferred course of action, and implementing the chosen action. Conducting a stakeholders needs analysis is not listed as one of the basic steps in this model.

Question 3

The negotiating pitfall of __________ occurs when people become committed to their demands and are reluctant to back down once the demands have been stated.
A) the myth of the fixed pie
B) escalating commitment
C) invoking the collective
D) foreshadowing
E) the Johari window

Accepted Answer

Escalating commitment refers to the phenomenon where individuals continue to invest in a decision or a course of action even when it is not yielding favorable outcomes, often because they have already invested significant resources (time, money, effort) and do not want to appear inconsistent or admit failure. In the context of negotiations, this pitfall occurs when negotiators become overly committed to their initial demands or positions, making it difficult for them to back down or compromise, even when it might be in their best interest to do so.

Question 4

Gaining truly integrative agreements rests on which set of factors?
A) Friendly interpersonal relationships, constructive task roles, and good information
B) Supportive attitudes, constructive behaviors, and good information
C) Reducing differences and tolerating differences
D) Quality of outcomes and harmony in relationships
E) Good information, ethical values, and effective maintenance roles

Accepted Answer

Supportive attitudes, constructive behaviors, and good information are essential for achieving integrative agreements, as they foster collaboration and understanding among parties.

Question 5

All of the following are important behavioral foundations for gaining integrative agreements EXCEPT:
A) the ability to separate people from the problem in order to prevent emotional considerations from affecting the negotiations.
B) the ability to focus on positions rather than interests.
C) the ability to avoid making premature judgments.
D) the ability to keep the identification of alternatives separate from their evaluation.
E) the ability to judge possible agreements by set criteria or standards.

Accepted Answer

The ability to focus on interests rather than positions is a key foundation for gaining integrative agreements. Focusing on positions can lead to conflicts and impasses, whereas focusing on underlying interests helps in finding common ground and creative solutions.

Question 6

Which of the following models accepts the notion of bounded rationality and assumes that decision makers act only in terms of what they perceive about a given situation?
A) The behavioral decision model
B) The perceptive decision model
C) The cognitive decision model
D) The classical decision model
E) The visual decision model

Accepted Answer

The behavioral decision model accepts the notion of bounded rationality, acknowledging that decision-makers operate under constraints that limit their ability to process and act on information in an optimally rational way. It emphasizes how individuals actually make decisions in real-world situations, taking into account the limitations of human cognition and the influence of social and emotional factors.

Question 7

When negotiators believe that their positions are the only correct ones, the negotiation pitfall of __________ occurs.
A) invoking the collective
B) escalating commitment
C) overconfidence
D) foreshadowing
E) incongruency

Accepted Answer

Overconfidence in negotiations leads to the belief that one's own position is the only correct one, which can hinder reaching a mutually beneficial agreement.

Question 8

What is the first step in the rational decision model?
A) Choosing a preferred course of action
B) Recognizing and defining a problem or opportunity
C) Identifying alternative courses of action
D) Evaluating results
E) Implementing a preferred course of action

Accepted Answer

The first step in the rational decision model is recognizing and defining a problem or opportunity. This step involves identifying that a decision needs to be made due to a problem or an opportunity that has arisen.

Question 9

Which of the following statements pertaining to intuition is INCORRECT?
A) A key element in decision making under certainty is intuition.
B) Intuition is the ability to know or recognize quickly and readily the possibilities of a given situation.
C) Intuition adds elements of flexibility to decision making.
D) Intuition adds elements of spontaneity to decision making.
E) Intuition offers potential for creativity and innovation.

Accepted Answer

Intuition plays a significant role in decision-making under uncertainty, not certainty. In situations of certainty, outcomes and consequences are known, and decisions can often be made through analytical processes rather than relying on intuition.

Question 10

What are simplifying strategies or rules of thumb used to make decisions?
A) Premises
B) Disciplines
C) Regulations
D) Codes
E) Heuristics

Accepted Answer

Heuristics are simplifying strategies or rules of thumb that help in making decisions or solving problems more efficiently when an exhaustive search is impractical.

Question 11

In __________, a neutral third party tries to engage the parties in a negotiated solution through persuasion and rational argument.
A) arbitration
B) mediation
C) accommodation
D) compromise
E) foreshadowing

Accepted Answer

Mediation involves a neutral third party who assists the disputing parties in reaching a mutually acceptable agreement through persuasion and rational argument, without imposing a decision.

Question 12

__________, or the use of one's intellect, is important in all aspects of decision making.
A) Intuition
B) Attitudinal formation
C) Judgment
D) Perceiving
E) Sensing

Accepted Answer

Judgment involves the use of one's intellect to make decisions, considering various factors and possible outcomes.

Question 13

__________ is an ideal condition for managerial problem solving and decision making.
A) Certainty
B) Risk
C) Uncertainty
D) Turbulence
E) Chaos

Accepted Answer

Certainty refers to a situation where all information is available and the outcome of each alternative is known with certainty. This provides an ideal condition for managerial problem solving and decision making as it is easier to evaluate alternatives and select the best course of action.

Question 14

Which of the following is consistent with the rational model where a decision is approached in a step-by-step and analytical fashion?
A) Scientific thinking
B) Strategic thinking
C) Systematic thinking
D) Irrational thinking
E) Satisficing

Accepted Answer

Systematic thinking involves a logical and analytical approach to decision making, consistent with the rational model. Scientific thinking and strategic thinking may also involve analysis, but they may not necessarily follow a step-by-step approach, and may involve factors beyond just logical analysis. Irrational thinking and satisficing are not consistent with the rational model.

Question 15

Because of a __________ problem, negotiations can break down, wherein the parties do not really talk to one another, at least not in the sense of making themselves truly understood.
A) telling
B) selling
C) perceptual
D) hearing
E) cognitive

Accepted Answer

The answer of Because of a __________ problem, negotiations can...

Question 16

The process of choosing a course of action for dealing with a problem or opportunity is __________.
A) the representativeness heuristic
B) information processing
C) decision making
D) judgment resolution
E) opportunity analysis

Accepted Answer

Decision making is the process of choosing a course of action for dealing with a problem or opportunity.

Question 17

Which of the following can lead to systematic errors that affect the quality, and perhaps ethical implications, of any decision that is made?
A) Disciplines
B) Regulations
C) Heuristics
D) Rules
E) Codes

Accepted Answer

Heuristics are mental shortcuts or simplified decision-making strategies that can create biases and errors in judgment, leading to systematic errors that affect the quality and ethical implications of decisions. Disciplines, regulations, rules, and codes can establish guidelines and standards to mitigate such errors, but they cannot eliminate them entirely.

Question 18

Behavioral scientists are cautious about applying the classical decision model to many decision situations because they recognize that human beings have __________ limitations that restrict their information-processing capabilities.
A) sociological
B) cognitive
C) subjective
D) emotional
E) psychological

Accepted Answer

Behavioral scientists recognize that human beings have cognitive limitations, which affect their ability to process information and make decisions.

Question 19

Which of these represents a key element in decision making under risk and uncertainty?
A) Discernment
B) Unrestrained rationality
C) Recognition
D) Intuition
E) Assimilation

Accepted Answer

The answer of Which of these represents a key element...

Question 20

Which model views decision makers as acting in a world of complete certainty?
A) The behavioral decision model
B) The true decision model
C) The cognitive decision model
D) The classical decision model
E) The aesthetic decision model

Accepted Answer

The classical decision model assumes that decision makers have access to all the information they need, can identify all the possible options, and can accurately predict the outcomes of each, implying a world of complete certainty.

Quiz 11: Handle Conflict, Negotiation, and Decision Making

The tendency in negotiations to stake out your position based on the assumption that in order to gain your way something must be subtracted from the other party's way is known as __________.

Which of the following is NOT one of the five basic steps involved in the rational decision model?

The negotiating pitfall of __________ occurs when people become committed to their demands and are reluctant to back down once the demands have been stated.

Gaining truly integrative agreements rests on which set of factors?

All of the following are important behavioral foundations for gaining integrative agreements EXCEPT:

Which of the following models accepts the notion of bounded rationality and assumes that decision makers act only in terms of what they perceive about a given situation?

When negotiators believe that their positions are the only correct ones, the negotiation pitfall of __________ occurs.

What is the first step in the rational decision model?

Which of the following statements pertaining to intuition is INCORRECT?

What are simplifying strategies or rules of thumb used to make decisions?

In __________, a neutral third party tries to engage the parties in a negotiated solution through persuasion and rational argument.

__________, or the use of one's intellect, is important in all aspects of decision making.

__________ is an ideal condition for managerial problem solving and decision making.

Which of the following is consistent with the rational model where a decision is approached in a step-by-step and analytical fashion?

Because of a __________ problem, negotiations can break down, wherein the parties do not really talk to one another, at least not in the sense of making themselves truly understood.

The process of choosing a course of action for dealing with a problem or opportunity is __________.

Which of the following can lead to systematic errors that affect the quality, and perhaps ethical implications, of any decision that is made?

Behavioral scientists are cautious about applying the classical decision model to many decision situations because they recognize that human beings have __________ limitations that restrict their information-processing capabilities.

Which of these represents a key element in decision making under risk and uncertainty?

Which model views decision makers as acting in a world of complete certainty?