Question 1

Distributive issues within ____________ negotiations can be emotionally hot.

Accepted Answer

relationship

Question 2

____________ is the legacy that negotiators leave behind after a negotiation encounter with another party.

Accepted Answer

Reputation

Question 3

Distributive justice is about the distribution of __________.

Accepted Answer

outcomes

Question 4

For decades researchers have examined negotiations in a relationship context,in order to offer better prescriptions on how to negotiate where the parties have a substantial history and anticipate a long future relationship.

Accepted Answer

The answer of For decades researchers have examined negotiations in...

Question 5

Only recently have researchers begun to examine actual negotiations in a rich ____________ context in order to offer better prescriptions on how to negotiate where the parties are deeply embedded in a relationship.

Accepted Answer

The answer of Only recently have researchers begun to examine...

Question 6

According to John Gottman' studies;successful long-term relationships are characterized by continuing to stress what one likes,values,appreciates and ____________ in the other.

Accepted Answer

The answer of According to John Gottman' studies;successful long-term relationships...

Question 7

Negotiations occur in a rich and complex social context that has a significant impact on how the parties interact and how the process evolves.

Accepted Answer

The social context of negotiations can include factors such as cultural differences, power dynamics, and personal relationships, all of which can affect the negotiation process and outcome.

Question 8

One of the disadvantages of negotiating in a game or simulation is that there is a defined end.

Accepted Answer

The answer of One of the disadvantages of negotiating in...

Question 9

An individual's ____________ ____________ toward trust can be described as individual differences in personality that make some people more trusting than others.

Accepted Answer

The answer of An individual's ____________ ____________ toward trust can...

Question 10

Trying to overcome a bad reputation,rebuilding trust,or restoring ____________ to a relationship are much easier to talk about than to actually do!
True / False Questions

Accepted Answer

The answer of Trying to overcome a bad reputation,rebuilding trust,or...

Question 11

Negotiations occur in a rich and complex social context that has a significant impact on how the ____________ interact and how the process evolves.

Accepted Answer

The answer of Negotiations occur in a rich and complex...

Question 12

In relationship negotiations,parties should never make concessions on substantive issues to preserve or enhance the relationship.

Accepted Answer

In relationship negotiations, it may be important to make concessions on substantive issues in order to preserve or enhance the relationship. Striking a balance between the two is key.

Question 13

McAllister defines ____________ as "an individual's belief in and willingness to act on the words,actions and decisions of another."

Accepted Answer

The answer of McAllister defines ____________ as "an individual's belief...

Question 14

Integrative processes tend to increase trust,while more ____________ processes are likely to decrease trust.

Accepted Answer

The answer of Integrative processes tend to increase trust,while more...

Question 15

In a relationship,gathering information about the other's ideas,preferences and priorities is often the most important activity.

Accepted Answer

In order to build a healthy and successful relationship, it is important to have a good understanding of each other's thoughts, opinions, and priorities. This can be achieved by gathering information through communication, active listening, and spending quality time together. It helps in establishing a strong foundation for the relationship and promotes mutual respect, understanding, and appreciation.

Question 16

Trustors,and those trusted,may focus on different things as ____________ is being built.

Accepted Answer

The answer of Trustors,and those trusted,may focus on different things...

Question 17

Salacuse says that negotiators should recognize a long-term business deal as a ____________ negotiation.

Accepted Answer

The answer of Salacuse says that negotiators should recognize a...

Question 18

In some negotiations,relationship preservation is the overarching negotiation goal and parties may make concessions on ____________ issues to preserve or enhance the relationship.

Accepted Answer

The answer of In some negotiations,relationship preservation is the overarching...

Question 19

____________ justice is about how organizations appear to treat groups of individuals and the norms that develop for how they should be treated.

Accepted Answer

The answer of ____________ justice is about how organizations appear...

Question 20

Negotiators who helped develop a group negotiation strategy were more ____________ to it and to the group's negotiation goals.

Accepted Answer

The answer of Negotiators who helped develop a group negotiation...

Quiz 9: Relationships in Negotiation