Negotiation._Final.test.prep(Complex Negot.) 6 Q

Question 1

What is the minimum number of individuals required to form a multiparty negotiation? a) One b) Two c) Three d) Four

Answer 1

c) Three

Question 2

What defines a multiparty negotiation?

a) Two individuals representing their interests
b) A group of three or more individuals representing their interests
c) A negotiation involving only one party
d) A negotiation without any perceived differences of interest

Answer 2

b) A group of three or more individuals representing their interests

Question 3

Which of the following is NOT a key challenge in multiparty negotiations?

a) Dividing resources
b) Formulating trade-offs
c) Unanimous decision-making
d) Building coalitions

Answer 3

c) Unanimous decision-making

Question 4

What is the term for the situation where “In a multiparty negotiation, each party advocates in a self-serving fashion for their own interests and multiple definitions of fairness exist.”
a) Self-serving bias
b) Dividing resources
c) Distributive justice
d) Procedural justice

Answer 4

b) Dividing resources

Question 5

What is the minimum number of parties required to form a coalition in a multiparty negotiation? a) One b) Two c) Three d) Four

Answer 5

Answer: b) Two

Question 6

Negotiators may need to communicate with coalition members in the presence of someone who should not understand the message. This is the … problem ?
a) Multiple audience problem
b) Hidden information problem
c) Common knowledge problem
d) Signaling problem

Answer 6

a) Multiple audience problem

Question 7

What is a characteristic of circular trade-offs in multiparty negotiations?
A. Involves only two group members.
B. Requires concessions from all group members simultaneously.
C. Requires concessions from one member while receiving from another.
D. Is less risky than reciprocal trade-offs.

Answer 7

Answer: C. Requires concessions from one member while receiving from another.
(Circular trade-offs require each group member to offer another member a concession on one issue while receiving a concession from yet another group member on a different issue.)

Question 8

Why are circular trade-offs considered more risky in multiparty negotiations?
A. They involve only two group members.
B. Require concessions from all group members.
C. Involve more than two group members.
D. Are less likely to achieve integrative outcomes.

Answer 8

Answer: C. Involve more than two group members.

Question 9

How can integrative trade-offs be achieved in a multiparty negotiation?
A. Only through circular logrolling.
B. Only through reciprocal logrolling.
C. Both through circular and reciprocal logrolling.
D. By avoiding logrolling altogether.

Answer 9

C. Both through circular and reciprocal logrolling.

Question 10

What is the main drawback of using majority rule in a multiparty negotiation?
a)Despite its democratic appeal, majority rule fails to recognize the strength of individual preferences.
b) It may create value and expand the pie
c) It may enhance the creativity and diversity of the negotiation
d) It may increase the bargaining power of individual parties

Answer 10

a)Despite its democratic appeal, majority rule fails to recognize the strength of individual preferences.

Question 11

…. is a strategy whereby group members independently record ideas for resolving negotiations and then later, when the group meets, they share those ideas.

Answer 11

Brainwriting

Question 12

Which one is not the one of the challanges of coalitons?
A)Optimal coalition size
B)Trust and temptation
C) Dividing resources
D)Power and influence

Answer 12

D)Power and influence

Question 13

According to the _______ bias, even when a new coalition structure that offers greater gain is possible, members are influenced by a norm of coalitional integrity, such that they remain with their current coalition.
A) Coalition continuity
B) Status quo
C) Dynamic coalition
D) Stability norm

Answer 13

B) Status quo

Question 14

Which one is not one of the techniques for ‘Maximizing Coalitional Effectiveness’?
A) Make your contacts early
B) Create division ambiguity
C) Seek verbal commitments
D) Use unbiased-appearing rationale to divide the pie
Answer: B) Create division ambiguity

Answer 14

B) Create division ambiguity

Question 15

… in which agreement becomes more important than the contents of the deal.
A) Agreement bias
B) Consensus bias
C) Getting to yes bias
D) Alignment bias

Answer 15

C) Getting to yes bias

Question 16

In a negotiation, a constituent is best described as someone who:
A) Has opposing interests to the principal negotiator.
B) Holds a completely independent goal from the negotiation.
C) Same side as the principle negotiator but exerts independent influence on the outcome through the principal negotiator.
D) Acts as a mediator between conflicting parties.

Answer 16

C)Same side as the principle negotiator but exerts independent influence on the outcome through the principal negotiator.
( Aligns with the same side as the principal negotiator but influences the outcome independently.)

Question 17

What does the term “behind-the-table barrier” in negotiation refer to?

A) The physical distance between negotiating parties
B) Negotiating deals on the backside of a table
C) Selling deals to internal constituencies and the other party
D) Barriers placed on the negotiation table to separate parties

Answer 17

C

Question 18

What is the term for the people who are not directly involved in the negotiation, but have a stake in the outcome or influence over the negotiators? a) Constituents b) Coalitions c) Stakeholders d) Influencers

Answer 18

Answer: a) Constituents

Question 19

How does the accountability to constituents affect the negotiators’ behavior and outcomes? a) It makes them more demanding and less compromising b) It makes them more cooperative and creative c) It makes them more flexible and adaptive d) It makes them more rational and ethical

Answer 19

Answer: a) Constituents

Question 20

What does “horizon thinking” involve in the context of negotiation?

A) Analyzing past negotiation outcomes
B) Making projections about future outcomes
C) Focusing only on current negotiation issues
D) Ignoring the potential consequences of negotiation decisions

Answer 20

B) Making projections about future outcomes

Question 21

In group interaction, the strategy of collecting information from all members in a systematic fashion is called ….
A) Systematic gathering
B) Comprehensive accumulation
C) Collective sourcing
D) Information pooling

Answer 21

D) Information pooling

Question 22

What term refers to the strength of positive relations within a team, the sum of pressures acting to keep individuals in a group, and the result of all forces acting on members to remain in a group?

A) Adherence
B) Consistency
C) Cohesion
D) Persistence

Answer 22

C) Cohesion

Question 23

What type of group is characterized by members who are attracted to the group as a whole, and individual members may come and go?
A) Common-identity group
B) Common-bond group
C) Dynamic group
D) Fluid group

Answer 23

A) Common-identity group

Question 24

Which type of group consists of members who are attracted to particular individuals within the group?
A) Common-identity group
B) Common-bond group
C) Dynamic group
D) Fluid group

Answer 24

B) Common-bond group

Question 25

groups are less likely to consider and discuss information that is shared only by a subset of its members. They suffer from the …. bias.
A) Social loafing
B) Common information bias
C) In-group
D) Group polarization

Answer 25

The common information bias, also known as the shared information bias, is a tendency for group members to spend more time and energy discussing information that all members are already familiar with, and less time and energy on information that only some members are aware of.

Question 26

Intergroup negotiations, also called …

Answer 26

team-on-team negotiations

Question 27

… is positive evaluations of one’s own group relative to the outgroup.
A) Groupthink
B) In-group bias
C) Out-group derogation
D) Intergroup conflict

Answer 27

B) In-group bias

Question 28

When we anticipate negotiations with out-group members, we often engage in …
A) Downward social comparison
B) Stereotyping
C) Upward social comparison
D) Attribution bias

Answer 28

A) Downward social comparison

Question 29

According to the … principle, people expect others to hold views of the world similar to their own.
A) Social identity
B) Common-identity
C) Naïve realism
D) Out-group homogeneity

Answer 29

C) Naïve realism

Extremism can also be influenced by the perception of conflict between groups, which can lead to the exaggeration or distortion of the views of the other side. One psychological factor that can contribute to extremism is the naïve realism principle, which is the tendency to assume that one’s own views are objective and rational, and that those who disagree are biased or irrational

Question 30

The … strategy is based on the principle that greater contact among members of diverse groups increases cooperation among group members.
A) Intergroup contact
B) Mere contact
C) Social facilitation
D) Cooperation boost

Answer 30

B) Mere contact