Deck 6: The Social Psychology of Negotiation

Question 1

___ is the term that describes how negotiators who are familiar with another party's culture are likely to adopt the other party's culturally normative behaviors in order to increase negotiation effectiveness.

Answer 1

Cultural adaptation

Question 2

___ are decisions made by the negotiating parties that help achieve a final settlement, not simply with respect to price but also timeliness and amenities.

Answer 2

Tradeoffs

Question 3

The ___ price is the bottom line, the threshold beneath which the seller will not go.

Answer 3

reservation

Question 4

The ___ price is the price a seller wishes to get for a property.

Question 5

Which are major factors related to cultural context?

A) physical appearance
B) hierarchy versus egalitarianism
C) cultural adaptation
D) geographic location
E) high versus low context

Question 6

Which of the following individual differences in background are likely to affect a negotiation?

A) marital status
B) education
C) gender
D) ethnicity
E) age

Question 7

What are some behavioral predispositions that are important in real estate negotiation?

A) negotiation style
B) personality
C) etiquette
D) personal background
E) culture

Question 8

Which of the following are social influence predictors in negotiation effectiveness?

A) socialization
B) the opening moves
C) promises and threats
D) personality
E) pattern of moves and countermoves

Question 9

After an effective real estate negotiation, buyers and sellers should end up with positive feelings about which elements?

A) the relationship
B) the self
C) the instrumental outcome
D) the legal system
E) the process

Question 10

Compliance in the context of negotiation means to motivate the other party to make a ___.

Question 11

___ refers to the extent to which the physical meeting place of the negotiation session(s) is equally fair and amicable to both parties.

Question 12

Face-to-face meetings, video conferencing, telephone, texting, e-mail, instant messaging, and postal mail are all examples of ___.

Question 13

A negotiation between two negotiators who come from different cultures is called ___.

Question 14

A ___ context culture is one in which communications among various parties engaged in business transactions tend to involve both oral and written communications, and that oral communications can substitute for written communications.

Question 15

A ___ context culture is one in which people communicate with one another through text or written materials.

Question 16

Negotiators who have a high need for ___ are most likely to be effective in negotiations.

Question 17

___ refers most generally to one negotiator's attitude toward resistance to give in to the demands of the counterpart in negotiation.

Question 18

___ refers to one negotiator's attitudinal disposition toward another, specifically, the predisposition toward cooperation and competition.

Question 19

___ denotes the extent to which negotiators are sensitive to interpersonal aspects of their relationship with one another.

Question 20

A ___ issue is directly related to the substance of the negotiation, for example price, timeliness, and amenities.

Question 21

Say a seller has a target price of R550,000 and a reservation price of R500,000, and a buyer has a target price of R460,000 and a reservation price of R510,000. What is the zone of potential agreement (ZOPA)?

Question 22

What social motive is reflected in the most effective negotiators?

A) the need for affiliation
B) the need for satisfaction of basic needs
C) the need for power
D) the need for achievement
E) the need for recognition

Question 23

Which of the following is an action a rational negotiator can use to help facilitate a negotiation with an emotional negotiator?

A) preparing facts to defend their position
B) not letting disagreements descend into arguments
C) asking good questions
D) making sure the agenda is established up front
E) asking periodically if the other feels good about negotiations

Question 24

Negotiators who have mental health issues are less effective than those who do not.

Question 25

Effective cooperative-style negotiators benefit from low resistance to yielding.

Question 26

Negotiators with high interpersonal orientation make poor negotiators because they are swayed by the emotional state of their counterparts.

Question 27

Representative negotiation is more likely to generate a mutually favorable outcome than direct negotiation.

Question 28

Postal mail is one of the most effective communication channels.

Question 29

The presence of clients during a negotiation makes it much easier for the buying and selling representatives to reach a satisfactory agreement.

Question 30

Promises are more effective at obtaining final concessions than threats.

Question 31

The effectiveness of a threat or promise is based on the perceived credibility.

Question 32

Negotiators from different cultural contexts are likely to miscommunicate and consequently lower negotiation effectiveness.

Question 33

The ideal negotiation has negotiators who are both from hierarchical cultures.

Question 34

Choosing a negotiator from an egalitarian culture is always the best choice.

Question 35

Under what conditions are female negotiators more effective than male negotiators?

A) when the female negotiators are attractive and unmarried
B) both negotiators are attractive females and a means of communication is available
C) the other party has children and the female negotiator is a mother
D) when there is at most one female negotiator
E) there are no conditions in which female negotiators are more effective than male negotiators

Question 36

What statement best categorizes a high interpersonal orientation negotiator?

A) they tend to make effective and proportionate concessions
B) they tend to engage in problem solving to find tradeoffs
C) they bring feelings of trust and fairness to the negotiation
D) they are primarily concerned with maximizing their own gains
E) they are ill-equipped to respond to changes in another's behavior

Question 37

In the context of real estate negotiation, which of the following is an example of an intangible issue?

A) price
B) amenities
C) integrity
D) commissions
E) timeliness

Question 38

In what situation should a negotiator resort to threats?

A) in cases where concessions are less sizable than desired
B) when the negotiator knows the other party is in a position where they cannot refuse
C) all the time and frequently as people respond to threats on a visceral level and thus are more likely to comply with demands
D) as a last resort when the other party refuses to budge
E) threats should never be used in negotiation

Question 39

Which of the following is a typical threat employed in negotiation?

A) the threat of legal action
B) the threat of extra benefits
C) the threat of terminating the negotiation
D) the threat of bad publicity
E) the threat of physical harm

Question 40

Which of the following is a structural predictor for negotiation success?

A) the use of promises
B) personality
C) the negotiator's demographic
D) socialization
E) the location of the negotiation

Question 41

What is the primary use of a best alternative to the negotiated agreement (BANTA)?

A) leverage in negotiation
B) an aid that helps the seller understand what to expect from a sale
C) a fallback if the negotiation fails
D) arbitration between buyers and sellers
E) determining the appropriate listing price for a property

Question 42

Say a seller has a target price of $550,000 and a reservation price of $500,000, and a buyer has a target price of $460,000 and a reservation price of $510,000. What is the zone of potential agreement (ZOLA)?

A) $510,000 - $550,000
B) $500,000 - $510,000
C) $460,000 - $550,000
D) $460,000 - $500,000
E) none of the above

Question 43

Using a pattern of slowly decreasing concessions can be used to signal a seller's reservation price.