Question 1

____________ trust exists because the parties understand and appreciate each other's wants and come to understand what they must do to sustain the other's trust.

Accepted Answer

Identification-based

Question 2

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

respects

Question 3

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

Accepted Answer

chronic disposition

Question 4

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 5

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

Accepted Answer

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

Question 6

It is clear that much of the early work of negotiation research has been dominated by the assumptions of a _______________ relationship.

Accepted Answer

The answer of It is clear that much of the...

Question 7

Parties affirm strong identification-based trust by developing a ____________ ____________;co-locating;creating joint products or goals,such as a new product line or a new set of objectives;and committing to commonly shared values.

Accepted Answer

The answer of Parties affirm strong identification-based trust by developing...

Question 8

Identification-based trust is defined as confident positive expectations regarding another's ____________ and is grounded in perceived compatibility of values,common goals,and positive emotional attachment to the other.

Accepted Answer

The answer of Identification-based trust is defined as confident positive...

Question 9

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

Accepted Answer

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

Question 10

____________ 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 11

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 12

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...

Question 13

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

Accepted Answer

The answer of ____________ is the legacy that negotiators leave...

Question 14

In communal sharing,collective identity takes precedence over ________________.

Accepted Answer

The answer of In communal sharing,collective identity takes precedence over...

Question 15

Researchers have simulated complex negotiations by simplifying the complexity in a ____________ laboratory.

Accepted Answer

The answer of Researchers have simulated complex negotiations by simplifying...

Question 16

Researchers Sander and Bordone suggest that integrative negotiation tools are most effective in resolving family business disputes.They further maintain that parties must consider all the interests involved,including the more ____________ but equally important strong emotions and relationship history that the parties bring to the dispute.

Accepted Answer

The answer of Researchers Sander and Bordone suggest that integrative...

Question 17

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 18

Distributive issues within ____________ negotiations can be emotionally hot.

Accepted Answer

The answer of Distributive issues within ____________ negotiations can be...

Question 19

Distributive justice is about the distribution of ____________.

Accepted Answer

The answer of Distributive justice is about the distribution of...

Question 20

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...

Quiz 10: Relationships in Negotiation