Question 1

The Green Party of a particular state received a large amount of favorable media attention prior to the state elections,much more than its competitors did.However,despite the publicity,it came a far third in the elections.Which of the following most likely explains this situation?
A) the inert knowledge problem
B) surface-level transfer
C) the hindsight bias
D) the false consensus effect

Accepted Answer

The false consensus effect likely explains this situation because it refers to the tendency to overestimate how much others share our beliefs and attitudes. The Green Party and its supporters might have assumed that the favorable media attention reflected a widespread support for their policies, leading them to overestimate their popularity among the general electorate.

Question 2

Which of the following examples illustrates the concept of nonspecific compensation?
A) Gary frames the issue under negotiation in terms of the potential problems rather than dwelling on shared interests.
B) Jake trades off a concession on a less important item for a concession from his opposite on a more important item.
C) Sally agrees to a compromise and is remunerated for her work in services rather than cash.
D) Piper undertakes to cancel an outstanding debt from her competitor in return for publicity rights.

Accepted Answer

Nonspecific compensation involves receiving a form of payment or compensation that is not in the same category as what was originally discussed or expected. In this case, Sally agreeing to a compromise and being remunerated in services rather than cash is an example of receiving compensation in a different form, illustrating the concept of nonspecific compensation.

Question 3

Which of the following best describes the perseverance effect?
A) the tendency of people to favor information that confirms their preconceptions or hypotheses
B) the tendency of people to continue to believe that something is true even when it is revealed to be false
C) the tendency of people to falsely perceive an association between two events or situations
D) the tendency of people to erroneously believe that the onset of a certain random event is less likely following another event

Accepted Answer

The perseverance effect refers to the phenomenon where individuals maintain their beliefs even after those beliefs have been shown to be false. This is different from confirmation bias (A), which is about seeking information that confirms existing beliefs, or the illusory correlation (C), which involves perceiving a relationship between two unrelated events. It also differs from the gambler's fallacy (D), which is the belief that future probabilities are altered by past events in random sequences.

Question 4

Which of the following best describes creeping determinism?
A) discovering opportunities for negotiation during a negotiation
B) discovering opportunities in negotiation in hindsight
C) believing in the good intentions of the opponent
D) believing that the outcome of negotiation is determined by fate

Accepted Answer

Creeping determinism refers to the tendency to see outcomes as more predictable than they actually were after the fact. Option B best reflects this tendency by suggesting that opportunities in negotiation were only discovered in hindsight, rather than being fully predictable beforehand.

Question 5

What is the false consensus effect?
A) people's tendency to underestimate the degree to which their own behavior, attitudes, beliefs, and so on are shared by other people
B) people's tendency to infer a causal relationship between two events even though they don't know the direction of causality
C) people's tendency to make a judgment based on what they can remember, rather than complete data
D) people's tendency to overestimate the degree to which their own behavior, attitudes, beliefs, and so on are shared by other people

Accepted Answer

The false consensus effect is people's tendency to overestimate the degree to which their own behavior, attitudes, beliefs, and so on are shared by other people. This can lead to incorrect assumptions about other people's beliefs or behaviors.

Question 6

Which of the following is likely to promote cooperative negotiation?
A) a fixed-pie perception
B) similar BATNAs
C) the set effect
D) similar metacognition

Accepted Answer

Similar metacognition can promote cooperative negotiation as it involves understanding and managing one's own thought processes, which can lead to better communication and understanding between parties.

Question 7

Which of the following best describes the base rate fallacy?
A) the tendency to treat chance events as though they have a built-in, evening-out mechanism
B) the tendency of people to continue to believe that something is true even when it is revealed to be false or has been disproved
C) the tendency to infer an unwarranted causal relationship between two events that are unrelated
D) the tendency of people to discount valid information and choose to concentrate on other information

Accepted Answer

The base rate fallacy occurs when people ignore or undervalue the base (or general) rate of an occurrence in favor of specific information, which leads to incorrect conclusions or decisions. This is a form of ignoring valid, statistical, general information in favor of individual specifics or narratives.

Question 8

At her interview,Amy meets the human resources representative,the team manager and the department head.They all seem aggressive in their way of speaking and reacting and she assumes that the company has an aggressive culture and that most other people from that firm will also be aggressive.Amy's assumption is based on the ________.
A) gambler's fallacy
B) anchoring heuristic
C) representativeness heuristic
D) availability heuristic

Accepted Answer

Amy's assumption is based on the representativeness heuristic, where she generalizes her experience with a few individuals to the entire company. She assumes that the behavior of the HR representative, team manager, and department head is representative of the entire organization. This is a common cognitive bias where people use stereotypes or prototypes to make judgments or decisions. The gambler's fallacy refers to the belief that past events will influence future outcomes, the anchoring heuristic refers to relying too heavily on the first piece of information received, and the availability heuristic refers to making judgments based on easily recalled or available information. None of these concepts are relevant to Amy's assumption in this scenario.

Question 9

Integrative models of negotiation would be difficult if negotiators ________.
A) have a consistent hindsight bias
B) have a fixed-pie perception
C) use bridging strategies
D) use a cost cutting technique

Accepted Answer

Integrative models of negotiation require negotiators to be open to the possibility of expanding the pie and finding mutually beneficial solutions. A fixed-pie perception, where negotiators believe there is only a limited amount of resources to be divided, goes against this approach and makes it challenging to find integrative solutions. The other options (A, C, D) do not necessarily hinder integrative negotiation models.

Question 10

Which of the following is an advantage of a contingency contract?
A) Negotiators can easily and accurately formalize such agreements.
B) It allows negotiators to safeguard themselves if they are concerned about being cheated.
C) It gives negotiators scope to focus on their speculative disagreements.
D) It requires one-time or minimal interaction between the negotiating parties.

Accepted Answer

A contingency contract allows negotiators to safeguard themselves if they are concerned about being cheated or if there is uncertainty about the future. This is an advantage because it gives negotiators a sense of security and a fallback position.

Question 11

RGB Inc.and Greengold Distributors have been locked in negotiations for a number of months.The negotiators of the parties involved decided not to finalize their terms and conditions until a particular event took place.Which of the following methods has been used in this case?
A) logrolling
B) non-specific compensation
C) pie-expansion
D) contingency contract

Accepted Answer

The method used in this case is contingency contract which means that the parties involved have decided not to finalize their terms and conditions until a specific event takes place. This is a way of reducing risk and uncertainty by establishing conditions that must be met before the contract can be finalized.

Question 12

Suppose you flip a coin and it comes up heads five times in a row.What do you think the next outcome will be? Most people feel that the probability is high that the coin will come up tails.This refers to ________.
A) a fundamental attribution error
B) the gambler's fallacy
C) Murphy's law
D) the base rate fallacy

Accepted Answer

The statement refers to the gambler's fallacy, which is the belief that the probability of a random event is influenced by previous outcomes, even though each event is independent and the probability remains the same. In this case, the previous five heads do not affect the probability of the next outcome being heads or tails, which is still 50/50.

Question 13

A negotiator has a bracelet that she considers to be her lucky mascot ever since she once successfully concluded a negotiation when wearing it.However,she disregards the times she wore it and did not fare well.This is an example of the ________.
A) gambler's fallacy
B) hot hand theory
C) illusory correlation
D) base rate fallacy

Accepted Answer

The negotiator is exhibiting illusory correlation by attributing success in negotiations to wearing a bracelet, while ignoring instances that contradict this belief. This cognitive bias involves perceiving a relationship between two variables (wearing the bracelet and negotiation success) even when no such relationship exists.

Question 14

The concept that helps observers deal with perceived inequities in others' lives and yet maintain the belief that the world is just refers to ________ attribution.
A) explanatory
B) situational
C) predictive
D) defensive

Accepted Answer

Defensive attribution refers to the tendency for individuals to attribute their own misfortunes to external or situational factors, while attributing the misfortunes of others to internal or dispositional factors. This helps individuals maintain their belief in a just world despite observing inequities, by essentially blaming the victim for their own misfortune.

Question 15

In which of the following situations will a deep-level knowledge transfer be applicable between cases in different contexts?
A) The cases are completely different.
B) The cases are superficially similar.
C) The cases have similar structural features.
D) The cases have different superficial features.

Accepted Answer

Deep-level knowledge transfer is applicable when cases have similar structural features, even though they may appear superficially different. This is because the underlying principles and processes are the same, making it easier to transfer knowledge between contexts. Option A is incorrect because completely different cases are unlikely to have any similarities that could lead to knowledge transfer. Option B is incorrect because superficial similarity does not necessarily indicate underlying structural similarity. Option D is also incorrect because superficial features do not provide enough information about the underlying structural features that drive knowledge transfer.

Question 16

Which of the following provides the best explanation of bridging in negotiation?
A) the tendency to treat chance events as though they have a built-in, evening-out mechanism
B) the process of drawing logical conclusions by solving logical syllogisms
C) the tendency to continue to believe that something is true even when it is revealed to be false
D) the process of creating alternatives in alignment with the other party's interests

Accepted Answer

Bridging, in negotiation, refers to the process of creating alternatives or options that are aligned with the other party's interests. This helps to find common ground and reach a mutually beneficial agreement.

Question 17

Though he is an expert in his field,a negotiator does not make use of an important lesson from his previous experience and ultimately repeats a mistake he once made.What can this be attributed to?
A) the zeigarnik effect
B) conditionalized knowledge
C) inert knowledge
D) the recency effect

Accepted Answer

Inert knowledge refers to knowledge that is not activated or applied in a relevant context. In this case, the negotiator may have the knowledge of the previous mistake, but it is not activated in the negotiation context, leading to the repetition of the mistake. The other options are not relevant to this situation. The Zeigarnik effect refers to the tendency to remember unfinished tasks better than finished tasks, the conditionalized knowledge refers to the knowledge that is only applicable in specific situations, and the recency effect refers to the tendency to remember the most recent information better than earlier information.

Question 18

Which of the following should you avoid in order to ensure a successful negotiation?
A) using the availability heuristic to solve problems
B) dividing negotiation issues into solvable parts
C) making concessions to the other party
D) cost cutting to reduce the other party's costs

Accepted Answer

Using the availability heuristic to solve problems during negotiations can lead to biased decision-making based on readily available information rather than a comprehensive analysis of all relevant data. This can hinder the negotiation process by not fully considering all aspects and options.

Question 19

January Inc.enters into negotiations with its longtime supplier,DBC Supplies to iron out the renewal of its contract.Predicting a slowing market in the immediate future,January is reluctant to grant DBC a significant improvement on the previous terms.However,DBC insists that the market will hold steady,and a significant change is justified.January's negotiators suggest that the two formulate a contingency contract that reconciles both points of view.Which of the following,if true,would prevent DBC from accepting these terms?
A) January Inc. has a history of overconfidence in negotiations.
B) DBC believes that January Inc.'s negotiators are lying about their expectations.
C) January Inc. expects the market to grow in the near future.
D) DBC believes that the market will shrink in the next year.

Accepted Answer

If DBC believes that the market will shrink in the next year, they would not agree to a contingency contract that is based on the assumption that the market will hold steady. Therefore, this option would prevent DBC from accepting the terms. Options A, B, and C are not relevant to DBC's decision-making process.

Question 20

Which of the following best describes the availability heuristic?
A) the inclination to see events that have already occurred as being more predictable than they were before they took place
B) the phenomenon in which people predict the frequency of an event based on how easily an example can be brought to mind
C) a cognitive bias that limits a person to using an object only in the way it is traditionally used
D) the tendency for people to favor information that confirms their preconceptions regardless of whether the information is true

Accepted Answer

The availability heuristic is the tendency for people to estimate the likelihood of an event based on how easily examples of it come to mind. Essentially, people use the ease with which examples of the event come to mind as a shortcut for determining its likelihood. This bias can lead to inaccurate estimations if people are more likely to remember dramatic or memorable examples than less dramatic but more typical examples.

Quiz 8: Creativity and Problem Solving in Negotiations

The Green Party of a particular state received a large amount of favorable media attention prior to the state elections,much more than its competitors did.However,despite the publicity,it came a far third in the elections.Which of the following most likely explains this situation?

Which of the following examples illustrates the concept of nonspecific compensation?

Which of the following best describes the perseverance effect?

Which of the following best describes creeping determinism?

What is the false consensus effect?

Which of the following is likely to promote cooperative negotiation?

Which of the following best describes the base rate fallacy?

Integrative models of negotiation would be difficult if negotiators ________.

Which of the following is an advantage of a contingency contract?

RGB Inc.and Greengold Distributors have been locked in negotiations for a number of months.The negotiators of the parties involved decided not to finalize their terms and conditions until a particular event took place.Which of the following methods has been used in this case?

Suppose you flip a coin and it comes up heads five times in a row.What do you think the next outcome will be? Most people feel that the probability is high that the coin will come up tails.This refers to ________.

A negotiator has a bracelet that she considers to be her lucky mascot ever since she once successfully concluded a negotiation when wearing it.However,she disregards the times she wore it and did not fare well.This is an example of the ________.

The concept that helps observers deal with perceived inequities in others' lives and yet maintain the belief that the world is just refers to ________ attribution.

In which of the following situations will a deep-level knowledge transfer be applicable between cases in different contexts?

Which of the following provides the best explanation of bridging in negotiation?

Though he is an expert in his field,a negotiator does not make use of an important lesson from his previous experience and ultimately repeats a mistake he once made.What can this be attributed to?

Which of the following should you avoid in order to ensure a successful negotiation?

Which of the following best describes the availability heuristic?