Deck 7: Power,persuasion,and Ethics

Question 1

With regard to how power and status affect people's perceptions in negotiation,high status people,regardless of their actual power,are perceived _______,but high-power,low-status individuals are judged _______.

A)as negative,dominant,cold ; as positive,dominant,warm
B)to lie less frequently ; to lie more frequently
C)as positive,dominant,warm ; as negative,dominant,cold
D)to lie more frequently ; to lie less frequently

Answer 1

C

Question 2

Two types of status are relevant in most negotiation situations: Primary status characteristics refer to _____________; Secondary (pseudo)status characteristics refer to _____________.

A)factors that are not real indicators of authority,such as age,gender and race ; legitimate authority
B)legitimate authority ; factors that are not real indicators of authority,such as age,gender,and race
C)age-based authority ; race-based authority
D)the CEO or president ; the person or persons who report to him/her

Answer 2

B

Question 3

Regarding a powerful negotiator's use of power and the social and cognitive effects that it can have on the negotiator,which of the following statements is most true?

A)Power makes people behave in a risk averse manner
B)A powerful negotiator is less likely to divulge their interests in a negotiation
C)Powerful negotiators are more thorough in their collection of information and engage in increased "self-monitoring"
D)Power increases negotiators' feelings of control over outcomes outside of their actual influence abilities

Answer 3

D

Question 4

Related to the issues of ethics and lying in negotiation,______ are the stated demands made by one party to another.

A)priorities
B)positions
C)interests
D)preferences

Question 5

Regarding strategies to improve the ability of female negotiators to claim value,one strategy that can be employed is a process whereby members of traditionally stereotyped groups redefine the pervasive cultural beliefs about their group and is known as:

A)realized power modification
B)stereotype regeneration
C)primary status characteristics shift
D)social capital renewal

Question 6

Given that negotiators' judgments of ethical behavior are often biased,what is the "front-page test" and how might it help negotiators make ethical decisions in a negotiation?

A)Asks negotiators how comfortable they would be if their behavior was revealed in full in a public format
B)Asks negotiators to hold their decisions up against the Golden Rule of "Do unto others as you would have them do unto you"
C)Asks negotiators if they would advise others,or their child,to make the same decision
D)Asks negotiators to consult a third party for an unbiased view of their decision making rationale

Question 7

With regard to gender and power in negotiation,which statement is most true?

A)There are no known differences between male and female negotiators
B)Gender differences are due to "nature" (i.e.,genetically-based differences that are not caused by environmental factors)
C)Men claim a larger share of the bargaining surplus,however,women are able to perform better when cultural stereotypes are made explicit
D)Men claim a larger share of the bargaining surplus than do women because they do not want to lose to a woman

Question 8

Why is it important to be wary of our ethical behavior during a negotiation?

A)People fail to consider other people' interests and welfare
B)Given the opportunity,people will choose profit over ethics
C)Negotiators tend to enjoy lying
D)People's may believe they are behaving ethically,but their self-serving tendencies interfere with good decision-making

Question 9

If the counterparty does not believe you actually have a BATNA,and you allude to options you do not actually have,this would be considered ________.

A)perceived power
B)power tactics
C)misrepresentation
D)reciprocity

Question 10

The "costs" of lying in negotiation include all of the following,except:

A)personal costs in terms of a person having to remember what he or she liedabout
B)social costs in terms of creating a society in which rules have to be created to deal with liars
C)environmental costs in terms o f people being less cognizant about their effect on natural resources (p .166 )
D)social costs in terms of people being suspicious about others

Question 11

Which of the following is a strategy that women can use to attain better outcomes in a negotiation? b.Use primary status characteristics to gain insight into the counterparty
C)Use passive misrepresentation
D)Create more ambiguity in the negotiation

Question 12

During a negotiation,the greater the amount of situational ambiguity,the more a negotiation will be affected by ______.

A)status,such that the advantage in the negotiation will be with the lower status individual
B)social capital,such that the advantage in the negotiation will be with the individual with the lower social capital
C)gender differences,such that the advantage in the negotiation will be with the stereotype-consistent gender
D)ethics,such that the advantage in the negotiation will be with the individual who stands firm in ethical decision making and choices

Question 13

Powerful negotiators need to be aware of the psychological effects of using power tactics on negotiators who are in a less powerful position.Negotiators with less power are:

A)more accurate in perceiving the attitudes of those in higher power
B)less paranoid about change
C)less susceptible to the emotions of the higher power counterparty
D)more prone to act in a risk-seeking fashion

Question 14

When it comes to how to best leverage your BATNA in a negotiation,all the following strategies are effective,except:

A)keep your options open and continue to attempt to improve your existing BATNA
B)slowly increase the value of your BATNA during the negotiation so as to display firm resolve to the other party
C)signal to the other party that you have attractive options,without revealing the exact value of the BATNA
D)do as much research as possible to assess the other party's BATNA

Question 15

Regarding the differences in gender and ethical standards,what is meant by the male pragmatism hypothesis?

A)Men grant themselves more leniency in ethics than do women
B)Men are more rigorous in watching their ethical behavior than women
C)Men have a higher underlying capacity to obtain benefits from an agreement
D)Men are more practical in their opening offer and expect concessions during a negotiation

Question 16

Negotiators must be aware that experiencing and using power have a number of social and cognitive effects on the power user such as:

A)increasing the perceptual acuity of the power holder
B)increasing inhibitions
C)decreasing risk taking
D)decreasing inhibitions

Question 17

In order to increase her perceived power in a negotiation,what negotiation strategy can a woman use to feel more confident expressing her interests,making more assertive offers,and holding out for better terms?

A)Negotiate on behalf of a group
B)Negotiate by herself,rather than with a team
C)Consider the counterparty's interests and welfare
D)Mention the names of influential people who know her

Question 18

A negotiator's status is the relative social position given to the negotiator by others.Which of the following is an example of a primary status characteristic?

A)Gender
B)Cultural background
C)Age
D)Job title

Question 19

Power in negotiation is based on a negotiator's perceived ability to influence others.Two types of power exist that relate to power influence; ______ is the power people have over other people; ______ is the freedom people have from other people's power influence.

A)social capital ; status
B)perceived power ; potential power
C)social power ; personal power
D)realized power ; social capital

Question 20

With regard to lying about one's BATNA in negotiation,which of the following is advisable?

A)Lying about one's BATNA is only advisable if the negotiator is prepared to have the other party walk away from the table
B)Lying about one's BATNA is sometimes permissible,but lying about one's reservation price is never permissible
C)Lies about BATNA's are not permissible,but lying about the other party's BATNA is strategically advisable
D)Lies about BATNA's are equivalent to lying about material facts,and therefore,the lying party is at legal risk

Question 21

With regard to ethically-questionable behaviors in negotiation,such as attacking an opponent's network,misrepresentation,and feigning emotions,what type of thinking/feeling encourages ethical behavior?

A)Forward thinking
B)Negative outlook
C)Empathy
D)Suspicion

Question 22

In general,how do women fare in negotiations as compared to men? What explains these differences?

Question 23

Describe the four vantage points of power.

Question 24

In what ways does power affect a person's social awareness?

Question 25

With regard to ethically-questionable behavior in negotiation,which of the following scenarios is the best example of a traditional competitive bargaining strategy?

A)Creating false information to back-up a claim or argument
B)A deal is agreed upon with a handshake,but before the contract is signed or payment exchanged,one party backs out of the agreement
C)Attempting to weaken an opponent's position by influencing their associates
D)Making a very high or low opening offer

Question 26

Why is it so difficult to specify "ethical" or "unethical" behavior? How does this relate to the concept of determining "fairness" (as discussed in Chapter 3)? What are some strategies a negotiator can use to determine whether a given behavior is ethical?

Question 27

What are some behaviors that are generally regarded to be unethical in negotiation? Under what conditions do people usually engage in this kind of behavior?

Question 28

How does the balance of power between negotiators affect the processes and outcomes of negotiation?

Question 29

What are some of the effects of status on the conduct of bargaining? What are some of the disadvantages of paying attention to secondary status characteristics in negotiation?

Question 30

Which of the following statements is most true about people's tendency to engage in deception in negotiation?

A)The more uncertainty negotiators have about material facts,the less likely they are to lie
B)Being on a team decreases lying
C)People are more likely to lie when they have a personal relationship with the counterparty
D)The more negotiators have to gain economically by lying,the more likely they are to lie

Question 31

Why is a negotiator's BATNA the most important source of power in negotiation? Why should a negotiator constantly cultivate and improve his or her BATNA prior to negotiating?

Question 32

Which of the following terms refers to people's limitations to make ethical decisions in a negotiation because they are either unaware of or fail to process information?

A)Illusion of superiority
B)Bounded ethicality
C)Illusion of control
D)Overconfidence
Discussion Questions