Question 1

Jeswald Salacuse suggests which rule for negotiating a relationship?

Accepted Answer

Salacuse suggests recognizing a long-term business deal as a continuing negotiation to ensure that both parties are able to adapt to changing circumstances and continue to meet each other's needs over time. The other options are not recommendations made by Salacuse.

Question 2

How parties treat each other in one-to-one relationships is the process of which of the following justices?

Accepted Answer

The way parties treat each other in one-to-one relationships is the process of interactional justice. Procedural justice refers to the fairness of the procedures used to make decisions, systemic justice refers to the fairness of the overall system, and distributive justice refers to the fairness of the distribution of resources or outcomes. None of these concepts specifically address the treatment of parties in individual relationships.

Question 3

Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?

Accepted Answer

Negotiating within relationships is often an ongoing process rather than a one-time event, reflecting the dynamic and evolving nature of relationships. This continuous negotiation helps adapt to changes and manage expectations over time, unlike the static or singular perspective suggested by the other options.

Question 4

It is the early research on trust that has revealed somewhat more complex relationships between trust and negotiation behavior.

Accepted Answer

The answer of It is the early research on trust...

Question 5

Which type of justice is about the process of determining outcomes?

Accepted Answer

Procedural justice is about the fairness and impartiality of the processes used to make decisions and determine outcomes. It focuses on ensuring that everyone is afforded equal opportunities to participate and that the decision-making process is transparent, consistent, and unbiased.

Question 6

Laboratory controlled research is much easier to conduct than field research because studying live negotiators in the middle of an often complex negotiation causes them to object to all but one of the following? Which one?

Accepted Answer

Live negotiators in the middle of a negotiation are likely to object to all of the above options - conducting interviews, asking questions, publicly reporting actual successes, and publicly reporting actual failures. Therefore, the best choice is E - "They object to all the above."

Question 7

When some groups are discriminated against,disfranchised,or systematically given poorer salaries or working conditions,the parties may be more concerned about specific procedural elements and less concerned that the overall system may be biased or discriminatory in its treatment of certain groups and their concerns.

Accepted Answer

The answer of When some groups are discriminated against,disfranchised,or systematically...

Question 8

Idiosyncratic deals are much more common today,and they are not reserved only for a special few.
Multiple Choice Questions

Accepted Answer

The sentence clearly states that idiosyncratic deals are more common today and are not reserved only for a special few, indicating that option A is true.

Question 9

Which of the statements is supported by research in communal-sharing relationships?

Accepted Answer

All of the statements are supported by research in communal-sharing relationships. Research has shown that parties in communal-sharing relationships tend to be more cooperative and empathetic towards each other, resulting in better quality agreements. They also tend to focus more on the norms that develop around their collaboration, leading to a more cohesive and positive working relationship. Additionally, parties in this type of relationship are more likely to share information with each other and less likely to use coercive tactics, as they prioritize the mutual benefits of the collaboration over individual gain.

Question 10

Systemic justice is about the way that organizations appear to treat groups of individuals.

Accepted Answer

Systemic justice refers to the fairness and equity in the way that organizations, institutions or systems treat groups of individuals, rather than just individuals themselves. It looks at the structural factors that may lead to unfairness or inequality, and seeks to address them through changes to policies, practices, and procedures.

Question 11

Reputation is:

Accepted Answer

Reputation is a multifaceted concept that encompasses all of the above statements. It includes both perceptual and demonstrated aspects, as well as the image that is preserved over time based on personal characteristics and behavior. Therefore, all of the above statements define reputation.

Question 12

Because relationship negotiations are never over,

Accepted Answer

Since relationship negotiations are ongoing, it is often impossible to anticipate every issue that may arise in the future, and negotiating everything "up front" is not feasible. Therefore, parties must continue to negotiate and adapt as needed. The other options listed are incorrect. Parties should not only tackle tough issues first but should also address all issues, not just substantive ones. Additionally, issues on which parties disagree may persist even after the negotiation concludes, and making concessions on substantive issues may be necessary for the negotiation to progress.

Question 13

First impressions and early experiences with others are powerful in shaping others' expectations; once these expectations are shaped,they become easy to change over time.

Accepted Answer

First impressions and early experiences are indeed powerful in shaping others' expectations, but once these expectations are formed, they are typically difficult to change due to cognitive biases like confirmation bias, where people tend to seek, interpret, and remember information that confirms their pre-existing beliefs.

Question 14

Which question that should be asked about working on the improvement of a relationship is false?

Accepted Answer

The answer of Which question that should be asked about...

Question 15

Within relationships,we see that parties shift their focus considerably,away from a sole focus on price and exchange,to also attend to

Accepted Answer

Within relationships, parties shift their focus to attend not only to price and exchange but also to the future of the relationship, the level of trust between the parties, the emotions and evaluations of the other negotiator, and questions of fairness. Therefore, option E is the best choice.

Question 16

What key elements become more critical and pronounced when they occur within a negotiation?

Accepted Answer

The answer of What key elements become more critical and...

Question 17

Denise Rousseau has researched and defined the "idiosyncratic deal" as the unique ways that employers may come to treat certain employees compared to others in the same office or environment.Which observation stated below is inaccurate?

Accepted Answer

Idiosyncratic deals (i-deals) are not necessarily more common in large organizations. Their occurrence is more related to the negotiation willingness of workers, the clarity of performance criteria, the cultural context, and trust in the performance appraisal process, rather than the size of the organization.

Question 18

In a transactional negotiation,the most important issue is usually the

Accepted Answer

In a transactional negotiation, the most important issue is usually getting a better deal. The focus is on the immediate transaction and not on the long-term relationship or dynamics between the parties. While inventory questions and dependence dynamics may be relevant, they are not necessarily the most important issue.

Question 19

Reciprocity occurs among individuals who are better at taking the perspective of the other in a negotiation,and can also be 'coached' by encouraging a negotiator to consider the views of the other party in their decision making.

Accepted Answer

Reciprocity can be strengthened by improving perspective-taking ability and encouraging consideration of the other party's views during decision making, which can be achieved through coaching.

Question 20

Which of the following conclusions about the issue of fairness is not a true statement?

Accepted Answer

All the statements provided reflect accurate observations or conclusions about the role and perception of fairness in negotiation contexts. Each statement addresses a different aspect of how fairness, or the perception thereof, can influence negotiation strategies, outcomes, and participant satisfaction.

Quiz 9: Relationships in Negotiation