Question 1

Which type of justice is about the process of determining outcomes?
A) Distributive
B) Interactive
C) Procedural
D) Systemic
E) None of the above.

Accepted Answer

Procedural justice is about fairness and impartiality in the procedures used to determine outcomes, such as in a legal trial or a workplace investigation. It is focused on ensuring that the process is transparent, consistent, and respectful of all parties involved, rather than solely on the actual outcome or decision.

Question 2

Because relationship negotiations are never over,
A) parties generally tackle negotiations over tough issues first in order to "get off on the right foot."
B) it is often impossible to anticipate the future and negotiate everything "up front."
C) issues on which parties truly disagree will go away with the conclusion of the negotiation.
D) parties should never make concessions on substantive issues.
E) All of the above are consequences of relationship negotiations.

Accepted Answer

Since relationship negotiations are ongoing, it is unrealistic to negotiate every single issue "up front" as new issues may arise over time. It is important to establish a foundation of trust and communication to address future issues in a constructive manner. The other options listed are not accurate because parties may prioritize different issues first, disagreements cannot be ignored, and concessions may be necessary to reach a mutually beneficial agreement.

Question 3

In a transactional negotiation, the most important issue is usually the
A) enhancing the relationship.
B) better deal.
C) dependence dynamics.
D) inventory questions.
E) all of the above.

Accepted Answer

In a transactional negotiation, the main focus is typically on achieving a better deal for oneself or one's organization. While enhancing relationships and managing dependence dynamics can also be important factors, they are secondary to the primary goal of securing a favorable agreement. Inventory questions may be relevant in certain negotiations, but they are not typically the most important issue. Therefore, the best choice is B - better deal.

Question 4

Which question that should be asked about working on the improvement of a relationship is false?
A) If the relationship is in difficulty, what might have caused it, and how can I gather information or perspective to improve the situation?
B) How can we take the pressure off each other so that we can give each other the freedom of choice to talk about what has happened, and what is necessary to fix it?
C) Trust repair is a long and slow process. It requires adequate explanations for past behavior, apologies, and perhaps even reparations. Interestingly, cultures differ in the way they manage this process
D) Must we surface the deeply felt emotions that have produced anger, frustration, rejection and disappointment? Should we effectively vent these emotions, or understand their causes, so that we can move beyond them?
E) How can we begin to appreciate each other's contributions, and the positive things that we have done together in the past? How can we restore that respect and value each other's contributions?

Accepted Answer

The answer of Which question that should be asked about...

Question 5

An example of authority ranking as a form of relationship would include
A) college roommates
B) fraternal organizations
C) auto salesperson and buyer
D) soldiers and their commander
E) church congregates

Accepted Answer

Soldiers and their commander are a clear example of authority ranking as the commander has official power and authority over the soldiers. The other options may have hierarchical structures, but they do not necessarily involve the same level of formal authority and power dynamics.

Question 6

All but one of the following actions contributes to increase identification-based trust. Which one does not contribute?
A) Stand for the same principles.
B) Monitor the other party's actions.
C) Develop similar interests.
D) Try to develop similar goals, objectives and scenarios.
E) Try to be interested in the same things.

Accepted Answer

Monitoring the other party's actions contributes to deterrence-based trust, not identification-based trust. Identification-based trust is based on a shared sense of identity and mutual understanding, while deterrence-based trust is based on fear of punishment or reprisal for violating the terms of an agreement. The other actions listed contribute to building identification-based trust by emphasizing commonality and collaboration.

Question 7

Reputation is:
A) a perceptual identity.
B) reflective of the combination of personal characteristics.
C) demonstrated behavior.
D) intended images preserved over time.
E) all of the above statements define reputation.

Accepted Answer

All of the statements define reputation. Reputation is the overall perception or image of a person or organization, which is influenced by their personal characteristics, demonstrated behavior, and intended images that are preserved over time. It is a complex combination of these factors that contribute to one's reputation.

Question 8

How parties treat each other in one-to-one relationships is the process of which of the following justices?
A) Procedural
B) Interactional
C) Systemic
D) Distributive
E) None of the above

Accepted Answer

The way parties treat each other in one-to-one relationships falls under the interactional justice, which is concerned with the fairness of the interpersonal treatment that people receive from others.

Question 9

The values that govern a market pricing relationship are determined by a market system and include all but which of the following?
A) utility points
B) the relationship with the negotiator
C) ratio of price to goods
D) fair pricing
E) the dollars

Accepted Answer

While the relationship with the negotiator may influence the market pricing in specific situations, it is not a fundamental value that governs a market pricing relationship in general. The other choices (A, C, D, and E) are all important factors in determining market pricing.

Question 10

Laboratory controlled research is much easier to conduct than field research because studying live negotiators in the middle of an often complex negotiation causes them to object to all but one of the following?
A) to conduct interviews.
B) to ask questions.
C) to publicly report actual successes.
D) to publicly report actual failures.
E) they object to all the above.

Accepted Answer

Negotiators in the middle of a complex negotiation may object to interviews or questions because it may distract them from their negotiation strategy. Additionally, they may not want to publicly report their actual successes or failures because it could impact the outcome of future negotiations. Therefore, all options listed (A, B, C, D) are likely to be objected to by live negotiators in the middle of a negotiation.

Question 11

Which of the following conclusions about the issue of fairness is not a true statement?
A) Involvement in the process of helping to shape a negotiation strategy increases commitment to that strategy and willingness to pursue it.
B) Negotiators (buyers in a market transaction) who are encouraged ("primed") to think about fairness are more cooperative in distributive negotiations.
C) Parties who are made offers they perceive as unfair may reject them out of hand, even though the amount offered may be better than the alternative settlement, which is to receive nothing at all.
D) Establishment of some "objective standard" of fairness has a positive impact on the negotiations and satisfaction with the outcome.
E) All of the above are true statements.

Accepted Answer

All the statements provided reflect accurate observations or conclusions about the role and perception of fairness in negotiation contexts. Each statement addresses a different aspect of how fairness, or the perception thereof, can influence negotiation strategies, outcomes, and participant satisfaction.

Question 12

Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?
A) Negotiating within relationships takes place at a single point in time.
B) Negotiation in relationships is only about the issue.
C) Negotiating within relationships may never end.
D) Parties never make concessions on substantive issues.
E) All of the above parameters shape our understanding of relationship negotiation strategy and tactics.

Accepted Answer

Negotiating within relationships is often an ongoing process rather than a one-time event, reflecting the dynamic and evolving nature of relationships. This continuous negotiation helps adapt to changes and manage expectations over time, unlike the static or singular perspective suggested by the other options.

Question 13

Within relationships, we see that parties shift their focus considerably, away from a sole focus on price and exchange, to also attend to
A) the future of the relationship.
B) the level of trust between the parties.
C) the emotions and evaluations of the other negotiator.
D) questions of fairness.
E) Within relationships, parties shift their focus to attend to all of the above.

Accepted Answer

When parties are in a relationship, their focus shifts to attend to not only price and exchange, but also the future of the relationship, the level of trust between the parties, the emotions and evaluations of the other negotiator, and questions of fairness. Therefore, the best choice is E, as it encompasses all of the other options.

Question 14

Higher ranks dominate lower ranks is an example of "authority ranking" as a fundamental relationship form. Under what other form would you find the concept of "tit-for-tat" revenge?
A) communal sharing
B) authority ranking
C) equality matching
D) market pricing
E) none of the above

Accepted Answer

The concept of "tit-for-tat" revenge is based on the principle of equality matching, where individuals seek to balance out the harm inflicted on them by retaliating in kind. This form of relationship is based on the idea of balance and reciprocity, rather than hierarchical dominance (authority ranking), communal sharing, or market pricing.

Question 15

In calculus-based trust
A) the trustor calculates the value of creating and sustaining trust in the relationship relative to the costs of severing it.
B) the relationship develops over time, largely because the parties develop a history of experience with each other which allows them to predict the other's behavior.
C) regular communication and courtship are key processes.
D) the parties effectively understand and appreciate the other's wants.
E) All of the above statements are inherent in calculus based trust.

Accepted Answer

In calculus-based trust, the trustor calculates the value of creating and sustaining trust in the relationship relative to the costs of severing it. The other options describe other forms of trust, such as knowledge-based trust (B), identification-based trust (C), and affect-based trust (D).

Question 16

What key elements become more critical and pronounced when they occur within a negotiation?
A) the agency relationship, the number of negotiation parties, and the role of emotion
B) the agency relationship and the role of trust and fairness
C) the roles of reputation, trust and justice
D) the structure of the constituency and the agency relationship
E) none of the above is key elements in managing negotiations within relationships

Accepted Answer

The answer of What key elements become more critical and...

Question 17

Denise Rousseau has researched and defined the "idiosyncratic deal" as the unique ways that employers may come to treat certain employees compared to others in the same office or environment. Which observation stated below is inaccurate?
A) Deals are more common when workers are willing to negotiate.
B) Deals are more likely to work effectively when performance criteria are clear and well specified.
C) Deals are more common in certain countries, such as the United States, the United Kingdom and New Zealand.
D) Deals are more common when workers are located in large organizations.
E) Deals are more likely to work when workers trust the performance appraisal process.

Accepted Answer

Idiosyncratic deals (i-deals) are not necessarily more common in large organizations. Their occurrence is more related to the negotiation willingness of workers, the clarity of performance criteria, the cultural context, and trust in the performance appraisal process, rather than the size of the organization.

Question 18

Communal sharing is a relationship of
A) unity, community, collective identity, and kindness.
B) asymmetric differences.
C) one-to-one correspondence.
D) balanced reciprocity.
E) None of the above describes a relationship of communal sharing.

Accepted Answer

Communal sharing is a type of social relationship that is based on unity, community, collective identity, and kindness. This type of relationship is often characterized by a sense of harmony and mutual respect among its members, who are united by a common purpose or goal. In communal sharing, each person's needs are considered equally important, and resources are distributed on the basis of need rather than merit or status. This type of relationship is often found in small, close-knit communities, such as families or religious groups.

Question 19

Jeswald Salacuse suggests which rule for negotiating a relationship?
A) minimize the prenegotiation stage of the relationship
B) recognize a long-term business deal as a continuing negotiation
C) eliminate the need for mediation or conciliation
D) end all discussions when the contract is signed
E) Salacuse suggests all of the above rules for negotiating a relationship.

Accepted Answer

Salacuse suggests recognizing a long-term business deal as a continuing negotiation, meaning that the negotiation process and relationship building should not end when the contract is signed. This ensures a stronger and more productive long-term relationship between the parties involved. The other options are not recommended by Salacuse.

Question 20

Which of the statements is supported by research in communal-sharing relationships?
A) Parties in a communal-sharing relationship are more cooperative and empathetic.
B) Parties in a communal-sharing relationship craft better quality agreements.
C) Parties in a communal-sharing relationship focus more attention on the norms that develop about their working together.
D) Parties in a communal-sharing relationship are more likely to share information with the other and less likely to use coercive tactics.
E) All of the above statements are supported by research in communal sharing relationships.

Accepted Answer

All of the statements are supported by research in communal-sharing relationships. Research has shown that parties in communal-sharing relationships tend to be more cooperative, empathetic and less likely to use coercive tactics. They also tend to focus on developing norms about how they will work together and craft better quality agreements as a result.

Quiz 10: Relationships in Negotiation

Which type of justice is about the process of determining outcomes?

Because relationship negotiations are never over,

In a transactional negotiation, the most important issue is usually the

Which question that should be asked about working on the improvement of a relationship is false?

An example of authority ranking as a form of relationship would include

All but one of the following actions contributes to increase identification-based trust. Which one does not contribute?

Reputation is:

How parties treat each other in one-to-one relationships is the process of which of the following justices?

The values that govern a market pricing relationship are determined by a market system and include all but which of the following?

Laboratory controlled research is much easier to conduct than field research because studying live negotiators in the middle of an often complex negotiation causes them to object to all but one of the following?

Which of the following conclusions about the issue of fairness is not a true statement?

Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?

Within relationships, we see that parties shift their focus considerably, away from a sole focus on price and exchange, to also attend to

Higher ranks dominate lower ranks is an example of "authority ranking" as a fundamental relationship form. Under what other form would you find the concept of "tit-for-tat" revenge?

In calculus-based trust

What key elements become more critical and pronounced when they occur within a negotiation?

Denise Rousseau has researched and defined the "idiosyncratic deal" as the unique ways that employers may come to treat certain employees compared to others in the same office or environment. Which observation stated below is inaccurate?

Communal sharing is a relationship of

Jeswald Salacuse suggests which rule for negotiating a relationship?

Which of the statements is supported by research in communal-sharing relationships?