Question 1

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 2

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 3

Reputation is:

Accepted Answer

Reputation is a complex concept that is shaped by various factors, including perceptual identity, personal characteristics, demonstrated behavior, and intended images preserved over time. Therefore, all of the above statements define reputation.

Question 4

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

Accepted Answer

The statement is true, indicating that idiosyncratic deals are more widespread today and are not only available to a select group of people.

Question 5

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 focus of interactional justice. Procedural justice refers to the fairness of procedures used to make decisions, systemic justice refers to the overall fairness of the system or organization, and distributive justice refers to the fairness of outcomes or distributions of resources. None of these directly address how parties treat each other in interpersonal relationships.

Question 6

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 7

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 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, all of the above options are correct, making choice E the best answer.

Question 8

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 9

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

Accepted Answer

The roles of reputation, trust, and justice become more critical and pronounced in negotiations as they directly impact the relationship between parties and the potential for successful outcomes.

Question 10

Because relationship negotiations are never over,

Accepted Answer

Because relationship negotiations are ongoing and future circumstances cannot always be anticipated, it is often impossible to negotiate and settle every issue "up front."

Question 11

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 12

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 may object to being interviewed or asked questions that could potentially disrupt their train of thought or strategy. Additionally, they may object to publicly reporting their actual successes or failures, as this could potentially harm their reputation or position in future negotiations. Therefore, the correct answer is E - they object to all of the above.

Question 13

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

Accepted Answer

Procedural justice is concerned with the fairness of the process used to determine outcomes. It is focused on ensuring that decision-making procedures are fair and unbiased, and that each individual has the opportunity to participate and be heard.

Question 14

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

Accepted Answer

In a transactional negotiation, the primary focus is on achieving a better deal. Enhancing the relationship and understanding dependence dynamics can be important, but they are not typically the most important issue in this type of negotiation. Inventory questions may be relevant for some types of negotiations, but they are not directly related to the most important issue in a transactional negotiation.

Question 15

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

Accepted Answer

Research has shown that parties in communal-sharing relationships are more cooperative and empathetic, craft better quality agreements, focus more attention on the norms that develop about their working together, and are more likely to share information with the other and less likely to use coercive tactics. Therefore, all of the statements are supported by research in communal sharing relationships.

Question 16

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

Accepted Answer

Systemic justice is concerned with the way in which organizations, institutions, and systems appear to treat different groups of individuals based on their race, gender, socioeconomic status, or other characteristics. This includes examining policies, practices, and cultural norms that can create inequalities and perpetuate discrimination.

Question 17

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.

Question 18

Jeswald Salacuse suggests which rule for negotiating a relationship?

Accepted Answer

Salacuse suggests recognizing a long-term business deal as a continuing negotiation, which emphasizes the importance of maintaining communication and cooperation even after the contract is signed. This approach helps to build a stronger relationship and can lead to future opportunities for collaboration. The other options listed are not recommended by Salacuse, as they either ignore the importance of building a relationship or fail to account for the ongoing nature of business negotiations.

Question 19

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 20

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 is often facilitated by individuals who have the ability to empathize and take the perspective of the other party in a negotiation. They are more likely to reciprocate positive actions or concessions made by the other side. Furthermore, research has shown that negotiators can be coached to incorporate reciprocal behavior in their decision making by encouraging them to consider the views and interests of the other party.

Quiz 9: Relationships in Negotiation