Question 1

According to Cialdini, _____ is a principle that says we prefer to be consistent in our beliefs and actions.
A)scarcity
B)liking
C)social proof
D)reciprocation
E)consistency

Accepted Answer

The principle of consistency states that people have a strong desire to appear consistent in their words and actions, and this desire can be used to influence them. Cialdini explains that people feel internal psychological pressure to be consistent in their beliefs and actions, so once a person makes a public commitment or takes a particular stance on an issue, they are more likely to stay with that position in the future.

Question 2

Deciding the physical location of where to negotiate is never an important part of any planning process.

Accepted Answer

Deciding the physical location of where to negotiate can be an important part of the planning process as it can impact the tone, atmosphere and accessibility of the negotiation.

Question 3

Negotiators who interact face-to-face are more likely to reach agreement and avoid impasse than their e-negotiation counterparts in similar circumstances.

Accepted Answer

Research has shown that face-to-face negotiations are generally more successful than e-negotiations because they allow for more nonverbal communication, trust building, and problem-solving.

Question 4

Everyone negotiates something every day.

Accepted Answer

Negotiation is a common part of daily life, whether it's deciding on a restaurant to eat at with friends or negotiating terms for a job offer.

Question 5

_____ is a negotiation tactic that involves taking a time out.
A)Silence
B)Venue
C)Caucus
D)Take-it-or-leave-it
E)Low ball

Accepted Answer

Caucus is a negotiation tactic where one or both parties take a time out to consult with their team or advisors to discuss strategy, make decisions or get feedback. This can help the parties come back to the negotiation table with a fresh perspective or clearer understanding of their goals.

Question 6

_____ is a negotiation tactic that involves one party, often the seller, offering an unusually low price to receive a buyer's business.
A)Low ball
B)High ball
C)Boulwarism
D)Caucus
E)Trial balloon

Accepted Answer

Low ball is a tactic in negotiations where the seller offers an unusually low price to entice the buyer to accept the deal. It is a common tactic used in real estate, car sales, and other industries where bargaining is common. The idea is that once the buyer has committed to the purchase, the seller can then reveal additional costs or fees that bring the total price closer to the original asking price.

Question 7

The basis of _____ refers to the official job position or title that an individual holds, rather than the characteristics of the individual him/herself.
A)informational power
B)referent power
C)legitimate power
D)coercive power
E)expert power

Accepted Answer

Legitimate power is based on the official job position or title held by an individual. It is also referred to as formal authority. This type of power is derived from the organization's hierarchical structure, and individuals in higher positions have more legitimate power than those in lower positions.

Question 8

In e-negotiation, status differences are readily apparent, and social norms and behaviors are easier to discern.

Accepted Answer

In e-negotiation, status differences and social norms and behaviors are not always readily apparent, as it is easier to hide some aspects of identity and communication can be more impersonal.

Question 9

The issues that are most critical to a supplier are likely to be those most critical to a buyer.

Accepted Answer

Suppliers and buyers often have different priorities; for example, suppliers might prioritize production costs and efficiency, while buyers might be more concerned with product quality, price, and delivery times.

Question 10

Step 1 of Triangle Talk is _____.
A)know exactly what they want
B)propose action in a way they can accept
C)know exactly what you want
D)apply tactics to win the negotiation
E)None of these answers.

Accepted Answer

Triangle Talk emphasizes the importance of knowing exactly what you want before entering a negotiation. This allows you to confidently and effectively communicate your goals and preferences to the other party. Without a clear idea of what you want, it can be difficult to reach a mutually beneficial solution.

Question 11

Many negotiators fail to prepare adequately before entering into a negotiation, oftentimes because of a very short timeframe in which to make a deal.

Accepted Answer

Many negotiators do not have enough time to prepare adequately before entering into a negotiation, which can negatively impact their chances of achieving a favorable outcome.

Question 12

A negotiator can automatically assume that the other party thinks the same way he or she does to create common ground.

Accepted Answer

It is not safe to assume that the other party thinks the same way as oneself. Every individual has different beliefs, experiences, and perspectives, which can influence their thinking and actions. It is better to approach negotiations with an open mind and seek to understand the other party's perspective before trying to find common ground.

Question 13

In _____, the parties work closely together to identify new and creative ways to expand available resources or generate new value obtained through a negotiated agreement.
A)logroll
B)use non-specific compensation
C)cut the costs for compliance
D)expand the pie
E)find a bridge solution

Accepted Answer

The term "expand the pie" describes a negotiation strategy where both parties work together to find new ways to increase available resources or create new value in order to create a win-win outcome for both sides. This collaborative approach is beneficial because it allows both parties to come out ahead, rather than simply settling for a compromise or concession.

Question 14

There is minimal likelihood that retaliation or escalation will occur if the power structure shifts unfavorably in the future.

Accepted Answer

Shifts in power structures often lead to changes in the balance of power, which can result in retaliation or escalation as states or actors attempt to reassert their influence or protect their interests against perceived threats or losses.

Question 15

It is not important for the negotiator to have adequately prepared and established a thoughtful BATNA for each issue until after the negotiation has begun.

Accepted Answer

It is important for the negotiator to have established a thoughtful BATNA before entering into the negotiation as it provides a basis for comparison for the negotiated agreement.

Question 16

A/An _____ is an aspiration or vision to work toward in the future.
A)need
B)objective
C)plan
D)BATNA
E)position

Accepted Answer

An objective is a specific goal or target that an individual or organization plans to achieve in the future. It's a vision of the desired outcome that motivates people to work towards it. A need is a requirement or a desire for something essential or necessary, not necessarily something to be achieved in the future. A plan is a detailed proposal or strategy for achieving an objective. BATNA (Best Alternative To a Negotiated Agreement) is a backup plan for negotiation situations. A position refers to a stance or viewpoint on a particular issue, and it may not necessarily be an aspiration or vision for the future.

Question 17

According to Cialdini, _____ is a principle which states that people feel an obligation to give something back of equal or greater value to someone else after we have received something of perceived value from them.
A)social proof
B)authority
C)consistency
D)reciprocation
E)scarcity

Accepted Answer

The principle described in the question is the principle of reciprocation, as outlined by social psychologist Robert Cialdini in his book "Influence: The Psychology of Persuasion."

Question 18

_____ involves inventing new options that satisfy each party's needs.
A)Expand the pie
B)Find a bridge solution
C)Logroll
D)Cut the costs for compliance
E)Use non-specific compensation

Accepted Answer

Finding a bridge solution involves inventing new options that satisfy each party's needs by identifying a solution that bridges their differing interests.

Question 19

A/An _____ is an item or topic to be resolved during the negotiation.
A)BATNA
B)issue
C)interest
D)position
E)fact

Accepted Answer

An issue is a specific item or topic that needs to be addressed and resolved during the negotiation. BATNA (Best Alternative to a Negotiated Agreement) refers to the options available to each party if the negotiation fails. Interests are the underlying needs or motivations that drive a party's position. Positions are the specific stances or demands made by each party. Facts are pieces of information that can be used to support a party's position or argument.

Question 20

Analyzing the other party requires a thorough assessment of the relative strengths and weaknesses of the parties, as well as the particulars for each individual issue to be negotiated.

Accepted Answer

Analyzing the other party should involve a thorough assessment of their relative strengths and weaknesses, as well as the specific details of each issue to be negotiated. This can help you better understand their goals and priorities, as well as their negotiation style and potential areas of compromise.

Quiz 13: Negotiation and Conflict Management

According to Cialdini, _____ is a principle that says we prefer to be consistent in our beliefs and actions.

Deciding the physical location of where to negotiate is never an important part of any planning process.

Negotiators who interact face-to-face are more likely to reach agreement and avoid impasse than their e-negotiation counterparts in similar circumstances.

Everyone negotiates something every day.

_____ is a negotiation tactic that involves taking a time out.

_____ is a negotiation tactic that involves one party, often the seller, offering an unusually low price to receive a buyer's business.

The basis of _____ refers to the official job position or title that an individual holds, rather than the characteristics of the individual him/herself.

In e-negotiation, status differences are readily apparent, and social norms and behaviors are easier to discern.

The issues that are most critical to a supplier are likely to be those most critical to a buyer.

Step 1 of Triangle Talk is _____.

Many negotiators fail to prepare adequately before entering into a negotiation, oftentimes because of a very short timeframe in which to make a deal.

A negotiator can automatically assume that the other party thinks the same way he or she does to create common ground.

In _____, the parties work closely together to identify new and creative ways to expand available resources or generate new value obtained through a negotiated agreement.

There is minimal likelihood that retaliation or escalation will occur if the power structure shifts unfavorably in the future.

It is not important for the negotiator to have adequately prepared and established a thoughtful BATNA for each issue until after the negotiation has begun.

A/An _____ is an aspiration or vision to work toward in the future.

According to Cialdini, _____ is a principle which states that people feel an obligation to give something back of equal or greater value to someone else after we have received something of perceived value from them.

_____ involves inventing new options that satisfy each party's needs.

A/An _____ is an item or topic to be resolved during the negotiation.

Analyzing the other party requires a thorough assessment of the relative strengths and weaknesses of the parties, as well as the particulars for each individual issue to be negotiated.