Deck 11: Social Dilemmas

Question 1

Gender differences in trust exist in negotiation.Men tend to trust people based on ______ ; women trust people ______.

A)exhibited behavior ; who temper their emotions
B)what favors the other person has done for them ; who have a direct personality
C)other negotiators' reviews of that person's behavior ; more rapidly than men
D)common group membership ; with whom they have a relationship

Answer 1

D

Question 2

With regard to the prisoner's dilemma,the tit-for-tat strategy cooperates on the first trial,and subsequently:

A)defects if the opponent invites cooperation
B)does what the opponent did on the previous trial
C)reciprocates defection but not cooperation
D)reciprocates cooperation but not defection

Answer 2

B

Question 3

Which of the following reasons is true regarding why the strategy of tit-for-tat is effective at inducing cooperation in repeated social dilemma interactions?

A)The tit-for-tat strategy aims to beat its opponent
B)The tit-for-tat strategy always begins the interaction with competitive behavior
C)The tit-for-tat strategy seeks to maximize its own gains in the long run
D)The tit-for-tat strategy can earn much more than the strategy it plays against

Answer 3

B

Question 4

A situation in which one friend offers to be a designated driver for a group of friends' night out is an example of which of the following dilemmas?

A)Multiparty dilemma
B)Volunteer dilemma
C)Prisoner's dilemma
D)Ultimatum dilemma

Question 5

All of the following can increase trust and cooperation amongst group members in social dilemmas except:

A)making non-binding promises
B)communicating with others regularly
C)creating different incentives for each group member
D)personalizing others

Question 6

Donating to National Public Radio,paying taxes,voting,and joining a union are all examples of:

A)government control
B)resource conservation dilemmas
C)the norm of commitment
D)public goods dilemmas

Question 7

When analyzing the behaviors affecting negotiators' decisions in social dilemmas,the pervasive belief of superrationality is best described as:

A)the belief that we are emotionally detached enough from our decision outcome to only make logical decisions,even if it leads to an outcome completely different from our original goal
B)the belief that others are rational,like ourselves ,and that other people also believe that everyone else is rational
C)the tendency to attribute irrational behaviors to negative personal dispositions in others
D)the belief that others hold the same ethical values as we do

Question 8

Negotiators who have repeated interactions with others over a finite amount of time can use the mechanism of backward induction to:

A)analyze and improve their negotiation strategy by looking backward from the last stage of a negotiation to the first
B)decide that nothing can be done differently during the next interaction to increase their slice of the pie
C)escalate conflict over each subsequent interaction
D)analyze and improve their negotiation strategy by looking sequentially forward from the first interaction to the last

Question 9

In negotiations,our outcomes depend on the actions of others,and we often make choices to pursue self-interest at the expense of the group.Which of the following is an example of a social dilemma?

A)A person who is struggling to find something in her bag steps out of line so that the family behind her can go around her and through the check out
B)A person decides to work instead of take time off with family and friends
C)A person does not contribute to charity because he or she feels that their money will be improperly used
D)A manager does not contribute to the department party fund,yet attends the party

Question 10

In an ultimatum bargaining situation,where one person makes a final offer to another person,and both parties only receive their portions of the offer if the responder accepts the proposer's terms,responder acceptance rates are driven by:

A)tacit negotiation strategy
B)sunk costs
C)how much information they have about the size of the pie
D)how much information they have about deadlines involved

Question 11

According to game theorists,a person should _______in single shot prisoner's dilemma games; _______in multi-round prisoner's dilemma games with a defined end point; and _____ in infinite horizon prisoner's dilemma games.

A)defect; defect; play tit-for-tat
B)defect; play tit-for-tat; cooperate
C)cooperate; cooperate; defect
D)defect; play tit-for-tat; defect

Question 12

Pat decides to go fishing in a state park.There is a two fish per-person limit.Pat decides to catch more than two fish.If all visitors to the park's lake take more than 2 fish,the lake will soon be depleted of fish.This situation is an example of:

A)the tragedy of the commons
B)logrolling
C)relational accommodation
D)equilibrium outcome

Question 13

In negotiation,a psychological contract is best described as:

A)a form of nonverbal communication in which people understand the body language of their opponent
B)a process in which a person does a favor for somebody else and demands repayment at a later point in time
C)a verbal or nonverbal commitment of one's intentions to cooperate but is not legally binding
D)a mutual agreement among negotiators to not use attorneys until they can formalize a contract

Question 14

When trying to determine the best course of action to take in a social dilemma,the principle of dominance detection indicates that a given strategy results in a better outcome:

A)for player 1 most of the time
B)for player 2 most of the time
C)for player 1 no matter what player 2 does
D)for player 1 contingent upon what player 2 does

Question 15

A prisoner's dilemma is best defined as a situation in which:

A)a person has done something wrong and needs to face the consequences
B)the rational pursuit of self-interest leads to collective disaster
C)people try to outsmart an opponent without knowing what their opponent is doing
D)a person must put aside self-interest in order to contribute to help another

Question 16

A volunteer dilemma is a situation in which at least one person in a group must sacrifice his or her own interests to help the group.Which of the following decreases negotiators' desire to volunteer?

A)Feelings of obligation to one's group
B)Increased group size
C)Expectation of extrinsic rewards
D)Identifying with one's organization

Question 17

One structural strategy for inducing cooperation in social dilemmas is the use of _________,in which companies purchase the rights to pollute or use scarce resources and treat these rights as they would conventional property.

A)schmoozing
B)increasing group awareness of the economic impact of overuse
C)tradable environmental allowances
D)rewards and recognitions

Question 18

In an ultimatum bargaining situation,one party makes a single and final offer - an ultimatum - to another party.If the offer is refused,then neither party gets anything.According to economists,what is the ideal demand to make in an ultimatum game,in which you can make a single offer that would divide $100 between yourself and another player?

A)$99.99 (self); $.01 (other)
B)$50 (self); $50 (other)
C)$51 (self); $49 (other)
D)$100 (self): $0 (other)

Question 19

In cooperative or ________ negotiations,people seek to reach mutual agreement via binding contracts; in contrast,many negotiations are conducted by actions and pledges in the absence of a binding contract; these types of negotiations are known as _____ negotiations.

A)tacit ; explicit
B)transactional ; transitional
C)explicit ; tacit
D)transitional ; transactional

Question 20

The main difference between the ultimatum game and the dictator game,is that in an ultimatum game ______ ; in the dictator game ______.

A)the responder can reject the proposer's offer ; the responder cannot reject the proposer's offer
B)the responder cannot reject the proposer's offer ; the responder can reject the proposer's offer
C)the proposal can be changed ; the proposal can't be changed
D)the deadline imposed upon the responder is 1 hour ; the deadline imposed upon the responder is an immediate response

Question 21

Why is tit-for-tat such an effective strategy for inducing cooperation in the prisoner's dilemma?

Question 22

How can the tit-for-tat strategy demonstrate the toughness of a negotiator?

Question 23

What are psychological contracts and how do they induce cooperation in social dilemmas?

Question 24

Give some examples of personal and interpersonal escalation of commitment dilemmas.What are the psychological reasons for the escalation of commitment phenomenon?

Question 25

In a dictator game,what motivates a proposer to offer a non-zero allocation to the recipient?

Question 26

Why do people behave more competitively in social dilemmas (3 or more people)as compared to prisoner's dilemmas (2 people)?

Question 27

How does the principle of dominance detection operate in a prisoner's dilemma? Why do multiple trials of the prisoner's dilemma make it possible to avoid the outcome produced by mutual defection?

Question 28

In negotiation,communication among group members in social dilemmas increases group cooperation for all of the following reasons except:

A)it leads to more pro-self choices
B)it enhances group identity and solidarity
C)it provides a mechanism for public commitment
D)it reduces uncertainty about the behavior of others Discussion Questions