FINALS

Question 1

The _ operates when information that is presented in vivid, colourful, or attention- getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options.
29

Answer 1

availability bias

Question 2

What are the two different definitions of framing effect ?
11 & 15

Answer 2

1. cognitive bias- (+)gain/ (-)loss connotation
2. perspective

Question 3

What are the double-edged effects of overconfidence?
31

Answer 3

1. discount worth of others’ judgement
2. solidify support for incorrect positions/ opinions

Question 4

What cognitive bias is most related to a self-fulfilling prophecy?
33

Answer 4

law of small numbers- tendency to draw conclusions based on small sample sizes

Question 5

What cognitive bias best explains “People often explain another person’s behavior by making attributions, either to the person or the situation”?
34

Answer 5

self-serving bias

Question 6

What does the following paragraph describe?
“A study of how U.S. citizens responded to an arms-reduction proposal showed this tendency in action. Researchers divided 137 study participants into two groups and then asked how favorable the proposal was to the United States and how favorable it was to the (now former) U.S.S.R. One group was correctly informed that the proposal was made by then– Communist Party secretary Gorbachev. The other group was falsely told that the proposal was made by then-president Reagan. Among those who believed the proposal originated with Gorbachev, 56 percent thought that the proposal favored the U.S.S.R. and only 16 percent felt that it favored the United States. The other 28 percent thought that it favored both sides equally. When participants were told that the proposal came from President Reagan, however, only 27 percent thought that it favored the U.S.S.R., another 27 percent thought it favored the United States, and 45 percent thought that it benefited both sides equally.”
42

Answer 6

reactive devaluation

Question 7

Give a good example of contrast effect.
43-45

Answer 7

Starbucks coffee cup sizes
Subscription models middle option

Question 8

Questions can be used to do what of the following?
a. manage difficult or stalled negotiations
b. pry or lever a negotiation out of a breakdown or an apparent dead end
c. assist or force the other party to face up to the effects or consequences of their behaviours
d. collect and diagnose information
e. all of the above.

Answer 8

e

Question 9

Which of the following are types of manageable questions?
a. close-out questions that force the other party into seeing things your way
b. leading questions that point toward an answer
c. impulse questions that occur “on the spur of the moment,” without planning
d. loaded questions that put the other party on the spot regardless of his/her answer
e. none of the above

Answer 9

b

Question 10

In passive listening-
a. the receivers restate or paraphrase the sender’s message in their own language
b. the receivers interject responses to keep communicators sending messages
c. the receiver provides no feedback to the sender about the accuracy or completeness of reception
d. senders may misinterpret acknowledgments as the receiver’s agreement with their position, rather than that they are simply receiving the message
e. none of the above occurs in passive listening.

Answer 10

c

Question 11

Which one is a wrong argument about the effect of having a BATNA in a negotiation? (if there is no wrong argument, choose (D))
a. Negotiators with attractive BATNAs set higher reservation prices for themselves
b. Negotiators whose counterparts had attractive BATNAs set lower reservation points for themselves
c. When both parties were aware of the attractive BATNA that one of the negotiators had, that negotiator received a more positive negotiation outcome
d. All of the above are right.

Answer 11

a

Question 12

What is not the 5 components of communications?
a. Messenger
b. Message contents
c. Message media
d. Gender
e. Situation

Answer 12

d

Question 13

What is not an assumption on which the communicative framework for negotiation in the textbook is based?
a. Both verbal and non-verbal communication matter
b. Communication of offers is a dynamic process
c. Offer process is interactive
d. Various internal and external factors drive the interaction and motivate a bargainer to change his or her offer

Answer 13

d

Question 14

What is a wrong statement about differences between skilled and average negotiators taught in class?
a. Average negotiators less often test whether the other really understand his/her offer
b. Skilled negotiators ask more question than average negotiators
c. Skilled negotiators summarized what is going on more often.
d. Skilled negotiators prefer to make a real offer later than earlier in negotiation.

Answer 14

d

Question 15

In integrative negotiation, what is the least important question you should ask for more successful results?
a. Why they want to have such a deal.
b. What issues are more important to them.
c. What are their preferences in risk-taking, time-horizon, future expectation, etc.
d. What they want to get

Answer 15

d

Question 16

What is not one of the most common traits of good negotiators in banking industry?
a. Willingness to prepare
b. Knowledge of subject matter being negotiated
c. Listening skill
d. taking a course in negotiation

Answer 16

d

Question 17

Which country does not belong to high-context culture?
a. South Korea
b. Japan
c. U.S.
d. Spain
e. Brazil

Answer 17

c

Question 18

What is the correct description of South Korean’s communication culture?
a. high-context and direct negative feedback
b. low-context and direct negative feedback
c. high-context and indirect negative feedback
d. low-context and indirect negative feedback

Answer 18

a

Question 19

What is an incorrect statement about high-context/low-context communication culture?
a. It is important not to form opinions too quickly and try to clarify when you are not sure about the meaning of message
b. If you are from a low-context communication culture, please, do not assume that a high-context communicator is purposely omitting information or unable to communicate explicitly.
c. In a high-context culture, a low-context communicator might be perceived as stating too obvious things and sounding unsophisticated.
d. In a low-context culture, a high-context communicator is perceived as secretive, lacking transparency, or unable to communicate effectively.
e. In fact, all of the above are correct.

Answer 19

c

Question 20

How is a skillful down-grader likely to react to an outrageous offer?
a. “You are too ambitious”
b. “The price is too high”
c. “Unfortunately, that’s not a price we can afford. Will you come down a bit”
d. “Will you explain a bit more why the price is higher than the market price? You must have a good reason for it, right?”

Answer 20

c

Question 21

Although both verbal and non-verbal communication have effects on negotiation, it is mostly verbal negotiation that matters very much. (T/F)

Answer 21

false

Question 22

While the blend of integrative versus distributive communication content varies as a function of the issues being discussed, it is also clear that the content of communication is only partly responsible for negotiation outcomes. (T/F)

Answer 22

true

Question 23

Researcher Thompson and her colleagues found that winners and losers evaluated their own outcomes equally when they did not know how well the other party had done, but if they found out that the other negotiator had done better, or was even pleased with his or her outcome, then negotiators felt less positive about their own outcome. (T/F)

Answer 23

true

Question 24

What should be communicated during the negotiation also depends on the type of negotiation you are engaged in (distributive or integrative). (T/F)

Answer 24

true

Question 25

It is always good to have more information (T/F).

Answer 25

false

Question 26

It is always recommended to use clear, easy, straight-forward language, especially in international negotiation. (T/F).

Answer 26

true, except france

Question 27

It tends to increase affective trust to mimic the other party’s language. (T/F).

Answer 27

true

Question 27

Compared to the Dutch, the English has a high-context culture (T/F)

Answer 27

true

Question 28

Compared to the American, the English has a high-context culture. (T/F)

Answer 28

true

Question 29

In negotiations, language operates at two levels: the _ (for proposals or offers) and the _ (for semantics, syntax, and style). 22

Answer 29

surface level, hidden level

Question 30

_ involves receiving a message while providing no feedback to the sender about the accuracy or completeness of reception. 39

Answer 30

passive communication

Question 31

Should negotiators be consistent or adaptive? Does the answer to this question vary according to different cultures (2~3 sentences) 19

Answer 31

- consistent in US - stick to familiar

Question 32

Does it matter what is said early in the negotiation? Recent research indicates that communication during the first five minutes had large effects on the ability of the parties to achieve joint gains. (3~4 sentences) 20

Answer 32

- 1st 5 minutes - 1st impressions - avoid emotion and exaggeration - (v) designated speaker

Question 33

What is active listening? Please, explain it and give an example comparing active and passive listening (3~4 sentences).

Answer 33

- paraphrasing - not automatic agreement - encourage opinion sharing - passive- no feedback eg- _

Question 34

What is the key difference between up-grader and down-grader in communication? (2~3 sentences)

Answer 34

- exaggerate extent of disagreement eg- Russian, Dutch, German, French - soften disagreement eg- Thai, Peruvian, Mexican

Question 35

What is not one of widely accepted definitions of culture? s. Culture as shared values among people in a nation b. Culture as (learned) behavior c. Culture as dialectic/dynamic d. Culture as communication style

Answer 35

d

Question 36

What is not one of the four dimensions of the Hofstede’s definition of culture ? a. individualism/collectivism b. power distance c. relationship d. career success-quality of life e. uncertainty avoidance

Answer 36

c

Question 37

What is the correct statement about hierarchical behaviors of American and German people? a. Germans are hierarchical in formality and Americans in decision-making b. Germans are hierarchical in formality and Americans are high in power-distance. c. Germans have a hierarchical decision-making process but Americans do not d. Germans have strict social and business protocols and strong leadership is respected in America.

Answer 37

a

Question 38

What is a wrong statement about international differences in negotiation? a. Different peoples/nationals have different definition of negotiation b. Different peoples/nationals have different opinions about what constitute a good negotiation meeting. c. Different peoples/nationals have different views on what should be discussed and debated in negotiation d. Different peoples/nationals put different weights on the importance of formal negotiation meeting. e. In fact, all of the above are right.

Answer 38

e

Question 39

What is a wrong statement about American culture? a. principle-first b. task-oriented c. linear discussion d. time-sensitive e. low-context

Answer 39

a

Question 40

Who is likely to make the highest initial price offer when he/she is a seller? a. American b. Egyptian c. South Korean d. Japanese e. French

Answer 40

a

Question 41

What is the most trustable and sensible recommendation on international negotiation according to the instructor, Mr. Park? a. Do as the Romans do b. trust your interpreter and take his/her tips about the local culture and business manners. c. Chinese may negotiate with Americans in the same way as they negotiate with other Chinese. d. Without a good understanding of local culture, your business or your negotiation might go south. e. none is trustable and sensible.

Answer 41

a

Question 42

Hofstede’s study is widely criticized and challenged by other scholars these days. (T/F)

Answer 42

true

Question 43

South Korea is a good example for Hofstede’s 6-dimensional model of culture. (T/F)

Answer 43

false

Question 44

Compared to the U.S., affective trust is more important than cognitive one in China. (T/F)

Answer 44

true

Question 45

Explain cognitive trust vs affective trust. (3~4 sentences)

Answer 45

Cognitive trust - objective - business interactions - reliability, skills, accomplishments Affective trust - subjective - personal interactions - laughing, spending time together

Question 46

Picture this situation: You are on a business trip, and after a full day of formal meetings, a potential client has invited you out to dinner. As drinks are served and delicious smells roll out of the kitchen, how do you feel? If you are careful to maintain your professional composure, you are _

Answer 46

Goal oriented?

Question 47

Americans are ( ) in terms of power-distance and ( ) in terms of group decision-making. a. not hierarchical, not hierarchical b. hierarchical, not hierarchical c. not hierarchical, hierarchical d. hierarchical, hierarchical

Answer 47

d

Question 48

What is a wrong description of American view of negotiation or American negotiation behavior? a. deal-making oriented b. result-oriented c. relationship-oriented d. preparation-oriented

Answer 48

c

Question 49

What is a wrong description of the American view of negotiation or American negotiation behavior? a. Americans are more likely to negotiate as a team. b. Low-ranked person could be fully empowered to negotiate the deal. c. Americans are uncomfortable with emotional displays. d. Americans expect short-term profits.

Answer 49

a

Question 50

What is not a feature of American negotiation style ? a. Americans are uncomfortable with silence b. Americans are sensitive to time pressure c. Americans love to discuss in lengthy in negotiation d. Americans get down to business e. An agreement is fixed and unbreakable

Answer 50

c

Question 51

What is not a unique feature of American negotiation culture? a. American negotiators are not reluctant to sue their counterpart. b. Americans will react very negatively if you try to change something in the contract due to unexpected situation. c. Americans do not consider affective trust and personal connection important at all in negotiation. d. Americans will not let themselves go when they are invited to a drink binge. e. All of the above are unique feature of American negotiation culture.

Answer 51

e

Question 52

What is not an obstacle in the U.S. diplomatic negotiation mentioned in class? a. US Senate matters a lot and has a long history of refusing to ratify foreign treaties. b. Electoral Calendar c. Labyrinthine nature of Washington’s foreign policy bureaucracy d. Political polarization

Answer 52

d

Question 53

The coconut model of personal interaction explains the Brazilian. (T/F)

Answer 53

false

Question 54

What is a wrong statement about Chinese culture? a. Confucian culture b. Hierarchical in protocol and decision-making c. High context communication culture d. Information-seeking

Answer 54

d

Question 55

What is a wrong statement about Chinese negotiation culture and behavior? a. It takes a relatively long time for Chinese to make a decision in negotiation b. You should consider it serious if a Chinese negotiator talks about “losing face” c. Social status matters in negotiation d. Silence usually means a negative response

Answer 55

d

Question 56

What is not one of the Chinese cultural values and ways of thinking? a. Circular way of thinking b. Seeks the way c. Haggling culture d. Individualist

Answer 56

d

Question 57

What is not a Chinese communication style? (choose (D) if all of them are correct) a. Indirect communication b. High-context c. Proposal first d. All of the above are Chinese communication style

Answer 57

c

Question 58

You can build Quanxi in China pretty quickly if you spend a good amount of money. (T/F)

Answer 58

false

Question 59

Quanxi is mostly identity-based relationship. (T/F).

Answer 59

true

Question 60

Chinese negotiators tend to be tough, shrewd, and tenacious. (T/F)

Answer 60

true

Question 61

Chinese negotiators tend to be time-sensitive. (T/F)

Answer 61

false