Deck 8: Creativity and Problem Solving in Negotiations

Question 1

Illusory correlation is the tendency of people to continue to believe that something is true even when it is revealed to be false or has been disproved.

Answer 1

False

Question 2

The haggling model is based on ________.

A) the negotiators' desire to invent options for mutual gain
B) the need to make sacrifices to create long-term goodwill
C) the fixed-pie perception of the negotiating parties
D) the need to build rapport to nurture a long-term relationship

Answer 2

C

Question 3

What is a mental model,with reference to negotiation?

A) a theory about how inherent factors guide an individual to respond in a particular way
B) a theory of how changes in surroundings can effect change in behavioral traits
C) a subjective theory of what causes a person to behave in a certain way
D) an individualized theory about behaviors and their corresponding outcomes

Answer 3

D

Question 4

Which of the following lists the five popular mental models with regard to negotiation?

A) conciliation, overexpectation, distribution, role playing and satisficing
B) cost-benefit analysis, issue mix, reference point, haggling and resource assessment
C) haggling, cost-benefit analysis, game playing, partnership and problem-solving
D) game playing, reservation point, partnership, compromising and distribution

Question 5

Functional fixedness occurs when a problem solver bases a strategy on familiar methods.

Question 6

The haggling model is based upon the principle of expanding the pie during negotiation.

Question 7

Deductive reasoning is the process of drawing logical conclusions.

Question 8

Contingency contracts do not allow negotiators to ascertain the veracity of the other party.

Question 9

Base rates are the frequency with which some event or pattern occurs in a general population.

Question 10

A negotiator weighs the pros and cons of every decision she faces with a view to maximizing her returns.What decision-making model is she resorting to?

A) exploratory research
B) content analysis
C) case study
D) cost-benefit analysis

Question 11

In which mental model of negotiation does each negotiator try to procure the lion's share of the bargaining zone?

A) capitulating
B) haggling
C) compromising
D) partnership

Question 12

The fixed-pie perception of negotiators makes them more likely to focus on ________.

A) determining pie-enlarging strategies
B) the competitive aspect of negotiations
C) reaching conciliatory agreements
D) engaging in premature concessions

Question 13

The fixed-pie perception is the belief that negotiation is a win-or-lose enterprise.

Question 14

Which of the following models of negotiation is most likely to involve collaboration between the parties involved in the negotiation?

A) cost-benefit analysis
B) haggling
C) problem-solving
D) game-playing

Question 15

Cognitive consistency refers to people's tendency to attribute a greater value to an outcome they had to put effort into acquiring or achieving.

Question 16

Haggling refers to creating a new alternative that meets parties' underlying interests.

Question 17

In game playing,or the chess game model,each person has his own interests in mind.

Question 18

The research department at a university has developed a revolutionary new drug that it wants to mass-produce.Unfortunately,late in the research process,it discovers that one of the primary processes used in synthesizing the drug has been patented by ChemTex.The university enters into negotiations in order to secure the rights to use the technology.Which of the following,if true,would prevent ChemTex from using the haggling and game-playing models of negotiation?

A) The revenue obtained from the product is likely to be significant.
B) The university does not have the resources to produce the drug.
C) ChemTex is struggling financially and is lagging behind its rivals.
D) ChemTex is weak in the research and development of new drugs.

Question 19

The partnership model requires that the negotiators must ________.

A) always choose compromise over outright victory
B) always use a fixed-pie perception of the negotiation
C) stand their ground regardless of the opponent's views
D) create goodwill in order to maintain a long-term relationship

Question 20

In which model of negotiation are negotiators more likely to concede some of their desires in order to appease their competitor?

A) partnership
B) game-playing
C) haggling
D) cost-benefit analysis

Question 21

The Green Party of a particular state received a large amount of favorable media attention prior to the state elections,much more than its competitors did.However,despite the publicity,it came a far third in the elections.Which of the following most likely explains this situation?

A) the inert knowledge problem
B) surface-level transfer
C) the hindsight bias
D) the false consensus effect

Question 22

Which of the following examples illustrates the concept of nonspecific compensation?

A) Gary frames the issue under negotiation in terms of the potential problems rather than dwelling on shared interests.
B) Jake trades off a concession on a less important item for a concession from his opposite on a more important item.
C) Sally agrees to a compromise and is remunerated for her work in services rather than cash.
D) Piper undertakes to cancel an outstanding debt from her competitor in return for publicity rights.

Question 23

Which of the following best describes the perseverance effect?

A) the tendency of people to favor information that confirms their preconceptions or hypotheses
B) the tendency of people to continue to believe that something is true even when it is revealed to be false
C) the tendency of people to falsely perceive an association between two events or situations
D) the tendency of people to erroneously believe that the onset of a certain random event is less likely following another event

Question 24

Which of the following best describes creeping determinism?

A) discovering opportunities for negotiation during a negotiation
B) discovering opportunities in negotiation in hindsight
C) believing in the good intentions of the opponent
D) believing that the outcome of negotiation is determined by fate

Question 25

What is the false consensus effect?

A) people's tendency to underestimate the degree to which their own behavior, attitudes, beliefs, and so on are shared by other people
B) people's tendency to infer a causal relationship between two events even though they don't know the direction of causality
C) people's tendency to make a judgment based on what they can remember, rather than complete data
D) people's tendency to overestimate the degree to which their own behavior, attitudes, beliefs, and so on are shared by other people

Question 26

Which of the following is likely to promote cooperative negotiation?

A) a fixed-pie perception
B) similar BATNAs
C) the set effect
D) similar metacognition

Question 27

Which of the following best describes the base rate fallacy?

A) the tendency to treat chance events as though they have a built-in, evening-out mechanism
B) the tendency of people to continue to believe that something is true even when it is revealed to be false or has been disproved
C) the tendency to infer an unwarranted causal relationship between two events that are unrelated
D) the tendency of people to discount valid information and choose to concentrate on other information

Question 28

At her interview,Amy meets the human resources representative,the team manager and the department head.They all seem aggressive in their way of speaking and reacting and she assumes that the company has an aggressive culture and that most other people from that firm will also be aggressive.Amy's assumption is based on the ________.

A) gambler's fallacy
B) anchoring heuristic
C) representativeness heuristic
D) availability heuristic

Question 29

Integrative models of negotiation would be difficult if negotiators ________.

A) have a consistent hindsight bias
B) have a fixed-pie perception
C) use bridging strategies
D) use a cost cutting technique

Question 30

Which of the following is an advantage of a contingency contract?

A) Negotiators can easily and accurately formalize such agreements.
B) It allows negotiators to safeguard themselves if they are concerned about being cheated.
C) It gives negotiators scope to focus on their speculative disagreements.
D) It requires one-time or minimal interaction between the negotiating parties.

Question 31

RGB Inc.and Greengold Distributors have been locked in negotiations for a number of months.The negotiators of the parties involved decided not to finalize their terms and conditions until a particular event took place.Which of the following methods has been used in this case?

A) logrolling
B) non-specific compensation
C) pie-expansion
D) contingency contract

Question 32

Suppose you flip a coin and it comes up heads five times in a row.What do you think the next outcome will be? Most people feel that the probability is high that the coin will come up tails.This refers to ________.

A) a fundamental attribution error
B) the gambler's fallacy
C) Murphy's law
D) the base rate fallacy

Question 33

A negotiator has a bracelet that she considers to be her lucky mascot ever since she once successfully concluded a negotiation when wearing it.However,she disregards the times she wore it and did not fare well.This is an example of the ________.

A) gambler's fallacy
B) hot hand theory
C) illusory correlation
D) base rate fallacy

Question 34

The concept that helps observers deal with perceived inequities in others' lives and yet maintain the belief that the world is just refers to ________ attribution.

A) explanatory
B) situational
C) predictive
D) defensive

Question 35

In which of the following situations will a deep-level knowledge transfer be applicable between cases in different contexts?

A) The cases are completely different.
B) The cases are superficially similar.
C) The cases have similar structural features.
D) The cases have different superficial features.

Question 36

Which of the following provides the best explanation of bridging in negotiation?

A) the tendency to treat chance events as though they have a built-in, evening-out mechanism
B) the process of drawing logical conclusions by solving logical syllogisms
C) the tendency to continue to believe that something is true even when it is revealed to be false
D) the process of creating alternatives in alignment with the other party's interests

Question 37

Though he is an expert in his field,a negotiator does not make use of an important lesson from his previous experience and ultimately repeats a mistake he once made.What can this be attributed to?

A) the zeigarnik effect
B) conditionalized knowledge
C) inert knowledge
D) the recency effect

Question 38

Which of the following should you avoid in order to ensure a successful negotiation?

A) using the availability heuristic to solve problems
B) dividing negotiation issues into solvable parts
C) making concessions to the other party
D) cost cutting to reduce the other party's costs

Question 39

January Inc.enters into negotiations with its longtime supplier,DBC Supplies to iron out the renewal of its contract.Predicting a slowing market in the immediate future,January is reluctant to grant DBC a significant improvement on the previous terms.However,DBC insists that the market will hold steady,and a significant change is justified.January's negotiators suggest that the two formulate a contingency contract that reconciles both points of view.Which of the following,if true,would prevent DBC from accepting these terms?

A) January Inc. has a history of overconfidence in negotiations.
B) DBC believes that January Inc.'s negotiators are lying about their expectations.
C) January Inc. expects the market to grow in the near future.
D) DBC believes that the market will shrink in the next year.

Question 40

Which of the following best describes the availability heuristic?

A) the inclination to see events that have already occurred as being more predictable than they were before they took place
B) the phenomenon in which people predict the frequency of an event based on how easily an example can be brought to mind
C) a cognitive bias that limits a person to using an object only in the way it is traditionally used
D) the tendency for people to favor information that confirms their preconceptions regardless of whether the information is true

Question 41

Which of the following best describes an autotelic experience?

A) following a predetermined set of actions recommended by an authority figure in order to obtain the desired outcome
B) engaging in an activity done not with the expectation of some future benefit, but simply because the doing itself is the reward
C) the knowledge or belief obtained neither by reason nor by perception but by inherent motivations
D) the conviction that one has already experienced a current situation, even though the circumstances of the previous encounter are uncertain

Question 42

The phenomenon known as "choking" occurs when ________.

A) a person strives to reach the flow experience and fails
B) a person feels his or her abilities match the opportunities for action
C) the person's skills outweigh the challenges of the experience
D) the challenges of the experience are too great for a person's skill

Question 43

Which of the following refers to functional fixedness?

A) concentrating on a fixed, predetermined goal
B) adjusting functions to arrive at a particular solution
C) finding alternative solutions to a problem
D) adopting a fixed approach to solve a problem

Question 44

Which of the following refers to the process of incubation?

A) The negotiators create a new alternative that meets parties' underlying interests.
B) The negotiators align the issues in such a way that permits the issues to be negotiated independently and, ideally, traded off.
C) The negotiating teams agree to take a break and convene the next day to iron out a solution to their problem.
D) The rival negotiating teams each make one concession in return for securing approval for a contract.

Question 45

Warren Manufacturing produces a few small die-cast parts for automobile manufacturers.The process is repetitive and unvarying,with little scope for change or improvement.In this situation,which of the following would be an effective method of handling problems?

A) selective attention
B) the perseverance effect
C) functional fixedness
D) the hindsight bias

Question 46

Distinguish between inductive and deductive reasoning.

Question 47

You read that 30% of a country's male population has received technical education.On the same day you learn that 30% of the people in that country are rich.Combining these facts,you conclude that technical education makes people richer.This is an example of ________.

A) an illusory correlation
B) the perseverance effect
C) a causal relationship
D) the base rate fallacy
E) the gambler's fallacy

Question 48

Briefly explain the rational problem solving model.

Question 49

Once the outcome of a negotiation was clear,Jon,reflecting on the different occurrences along the way,felt that he had indeed seen it coming.Which of the following terms best defines this thought process?

A) clustering illusion
B) hindsight bias
C) anchoring bias
D) confirmation bias

Question 50

While developing the strategies,a negotiator adopts past habits and tried-but-true approaches to solve new problems.What is this known as?

A) the set effect
B) the perseverance effect
C) inert knowledge
D) the availability heuristic