Negotiation._Final.test.prep (Emotions)

Question 1

Which of the following statements is true about the difference between emotions and moods?
A) Emotions are more chronic and more diffuse than moods.
B) Emotions are usually directed at someone or something, while moods are not.
C) Emotions are more general, such as being in a good or bad mood, while moods are more specific, such as anger or joy.
D) Emotions and moods have no effect on negotiation behavior and outcomes.

Answer 1

B) Emotions are usually directed at someone or something, while moods are not.

Question 2

What distinguishes moods from emotions?
A) Moods are intense reactions to specific events.
B) Moods are often directed at someone or something.
C) Moods are chronic and not directed at someone.
D) Moods are very specific, such as anger.

Answer 2

C) Moods are chronic and not directed at someone.

Question 3

How would you describe the classification of moods?
A) Moods are always directed at specific events.
B) Moods are classified based on intense reactions.
C) Moods are chronic and can be either “good” or “bad.”
D) Moods are highly specific, similar to emotions.

Answer 3

C) Moods are chronic and can be either “good” or “bad.”

Question 4

What is a key difference between emotions and moods?
A) Emotions are chronic and diffuse, while moods are intense.
B) Emotions are directed at someone, while moods are not.
C) Emotions are very specific, while moods are often classified as “good” or “bad.”
D) Emotions are always a consequence of negotiation outcomes.

Answer 4

C) Emotions are very specific, while moods are often classified as “good” or “bad.”

Question 5

How can emotions and moods influence negotiation?
A) They are always a determinant of negotiation behavior.
B) They are both chronic and diffuse states.
C) They are typically not directed at specific events.
D) They can be either a consequence or a determinant of negotiation behavior and outcomes.

Answer 5

D) They can be either a consequence or a determinant of negotiation behavior and outcomes.

Question 6

Which of the following statements is true about the difference between genuine and strategic anger in negotiation?
A) Genuine anger is more effective than strategic anger in terms of expanding and slicing the pie.
B) Strategic anger is more effective than genuine anger in terms of gaining concessions from the opponent.
C) Genuine anger and strategic anger have the same effect on the negotiation outcome.
D) Genuine anger and strategic anger are both detrimental to the negotiation process.

Answer 6

B.

Question 7

What is a key consideration regarding emotions at the negotiation table?
A) Whether emotions are directed at specific events.
B) Whether emotions are intense and chronic.
C) Whether emotions are genuine or strategic.
D) Whether emotions are always a consequence of negotiation outcomes.

Answer 7

C) Whether emotions are genuine or strategic.

Question 8

How would you define “genuine” emotions in negotiation?
A) Genuine emotions are intense reactions to specific events.
B) Genuine emotions are behavioral manifestations of felt emotions.
C) Genuine emotions are always contrived and carefully designed.
D) Genuine emotions are always strategic and contrived.

Answer 8

B) Genuine emotions are behavioral manifestations of felt emotions.

Question 9

According to the information, what is a likely outcome for negotiators who are genuinely angry?
A) They are more effective in expanding and slicing the pie.
B) They are less effective in negotiation outcomes.
C) They are equally effective as happy negotiators.
D) They always gain concessions from their opponent.

Answer 9

B) They are less effective in negotiation outcomes.

Question 10

How do strategically angry negotiators differ in negotiation outcomes?
A) They are less likely to gain concessions.
B) They are equally effective as genuinely angry negotiators.
C) They are more likely to gain concessions.
D) They are always close to their reservation point.

Answer 10

C) They are more likely to gain concessions.

Question 11

Why might negotiators feign rapport with the counterparty?
A) To express genuine emotions.
B) To deliberately conceal emotions.
C) To create a good relationship and gain concessions.
D) To openly display resentment.

Answer 11

C) To create a good relationship and gain concessions.

Question 12

According to the passage, why are joyful emotions recommended to be kept hidden?
A) Because joyful emotions are always contrived.
B) Because joyful emotions can harm the negotiation process.
C) Because joyful emotions are difficult to express genuinely.
D) Because joyful emotions do not influence negotiation outcomes.

Answer 12

B) Because joyful emotions can harm the negotiation process.

Question 13

Which of the following statements is true about the difference between expressing emotion and feeling emotion in negotiation?
A) Expressing emotion means showing how you feel through your words, tone, facial expressions, and body language.
B) Feeling emotion means experiencing an internal state of mind that is influenced by your thoughts, beliefs, values, and goals.
C) Expressing emotion and feeling emotion are the same thing in negotiation.
D) Both A and B are true.

Answer 13

D) Both A and B are true.

Question 14

“Feigning rapport with the counterparty is especially useful for garnering concessions, as is feigning resentment “ What does the term “feigning” mean in the context of the passage?
A) Displaying genuine emotions.
B) Concealing true emotions.
C) Deliberately pretending or faking emotions.
D) Expressing emotions unintentionally.

Answer 14

C) Deliberately pretending or faking emotions.

Question 15

According to the information you provided, what is one possible benefit of expressing anger in negotiation?
A) It can elicit concessions from the other party.
B) It can improve the negotiator’s goal attainment.
C) It can increase the profitability of the outcome.
D) It can enhance the development of joint gains

Answer 15

A) It can elicit concessions from the other party.

Question 16

What is identified as the most common negative emotion at the negotiation table?
A) JoyB) FearC) SadnessD) Anger

Answer 16

D) Anger

Question 17

According to the passage, what is a common outcome for negotiators who express anger?A) Successful goal attainment
B) Eliciting concessions
C) Profitable outcomes
D) Development of joint gains

Answer 17

B) Eliciting concessions

Question 18

“Angerimpairsnegotiators’goal attainment, resultsin less profitable outcomes, and is oftendetrimental for the development of joint gains.” What is the main drawback of expressing anger during negotiation, according to the passage?
A) Improved goal attainment
B) More profitable outcomes
C) Detrimental effects on joint gains
D) Positive impact on the development of value

Answer 18

C) Detrimental effects on joint gains

Question 19

How does the passage characterize the impact of anger on negotiators’ performance and deal quality?
A) Positive and beneficial
B) Neutral and insignificant
C) Negative and detrimental
D) Varied and unpredictable

Answer 19

C) Negative and detrimental

Question 20

According to the information you provided, what is the best situation to express anger in negotiation?
A) When the negotiation is mostly cooperative and the other party is calm
.B) When the negotiation is mostly competitive and the other party is angry.
C) When the negotiation involves both cooperation and competition and the other party is neutral.
D) When the negotiation involves neither cooperation nor competition and the other party is happy.

Answer 20

C) When the negotiation involves both cooperation and competition and the other party is neutral.

Question 21

In which type of negotiations is anger most effective, according to the passage?
A) Predominantly cooperative negotiations
B) Predominantly competitive negotiations
C) Mixed-motive negotiations involving both cooperation and competition
D) Negotiations with no emotional expression

Answer 21

C) Mixed-motive negotiations involving both cooperation and competition

Question 22

When negotiations are predominantly cooperative or competitive, what does the passage suggest about expressing anger?
A) It is highly effective.
B) It is not effective.
C) It is moderately effective.
D) It depends on the negotiators involved.

Answer 22

B) It is not effective.

Question 22

According to the passage, what happens to cooperation when angry people interact with other angry individuals?
A) Cooperation increases.
B) Cooperation remains the same.
C) Cooperation decreases.
D) Cooperation becomes unpredictable.

Answer 22

C) Cooperation decreases.

Question 22

According to the information you provided, what is the main difference between how high-power and low-power negotiators use anger in negotiation?
A) High-power negotiators express anger more frequently than low-power negotiators.
B) High-power negotiators use anger as a motivator, while low-power negotiators use anger as a punishment
.C) High-power negotiators elicit fear from the other party with their anger, while low-power negotiators elicit anger from the other party with their anger.
D) High-power negotiators combine anger with threats, while low-power negotiators rely only on anger.

Answer 22

C) High-power negotiators elicit fear from the other party with their anger, while low-power negotiators elicit anger from the other party with their anger.

Question 23

According to the passage, how does the effectiveness of making a threat compare to acting angry in extracting concessions?
A) Making a threat is more effective.
B) Acting angry is more effective.
C) Both are equally effective.
D) It depends on the negotiation context.

Answer 23

A) Making a threat is more effective.

Question 24

What does the passage suggest about the effectiveness of anger based on the negotiator’s power?
A) Anger is equally effective for negotiators of all power levels.
B) Anger is more effective for low-power negotiators.
C) Anger is more effective for high-power negotiators.
D) Anger is ineffective for both high-power and low-power negotiators.

Answer 24

C) Anger is more effective for high-power negotiators.

Question 25

Why are displays of anger generally helpful for powerful negotiators, according to the passage?
A) Because anger evokes complementary emotions.
B) Because anger is inherently powerful.
C) Because anger is unpredictable.
D) Because anger is universally feared.

Answer 25

A) Because anger evokes complementary emotions. (fear)

Question 26

According to the information you provided, what is the blowback effect in negotiation?A) The effect of expressing anger on the negotiator’s own cognition and motivation.
B) The effect of feeling anger on the negotiator’s relationship with the counterpart.
C) The effect of faking anger on the counterpart’s perception of the negotiator’s honesty and integrity.
D) The effect of triggering anger in the counterpart on the trust and cooperation between the parties.

Answer 26

Answer: D) The effect of triggering anger in the counterpart on the trust and cooperation between the parties.

Question 27

What is mentioned as a potential response to expressing anger in negotiation?
A) The counterparty may attempt to covertly sabotage the negotiation.
B) The counterparty may immediately concede to the negotiator.
C) The negotiation may become more cooperative.
D) The counterparty may express reciprocal anger.

Answer 27

A) The counterparty may attempt to covertly sabotage the negotiation.

Question 28

What is identified as a cost to using anger in negotiation in terms of deal implementation?
A) Potential for better post-negotiation deal implementation.
B) Potential for increased trust in both negotiator and counterpart.
C) Potential for jeopardizing post-negotiation deal implementation.
D) Potential for a more cooperative negotiation atmosphere.

Answer 28

C) Potential for jeopardizing post-negotiation deal implementation.

Question 29

What does the blowback effect refer to, according to the passage?
A) The positive impact of expressing anger in negotiation.
B) The action–reaction cycle resulting in genuine anger.
C) The negative consequences of feigned anger on trust.
D) The counterparty’s covert sabotage in response to anger.

Answer 29

C) The negative consequences of feigned anger on trust. feigned; sahte

Question 30

What does the blowback effect refer to, according to the passage?
A) The positive impact of expressing anger in negotiation.
B) The action–reaction cycle resulting in genuine anger.
C) The negative consequences of feigned anger on trust.
D) The counterparty’s covert sabotage in response to anger.

Answer 30

C) It can make the other party feel more guilty and generous.

Question 31

According to the passage, why are self-interested individuals more likely to concede to a disappointed opponent compared to pro-social individuals? (Concede;kabullenmek, ödün vermek)
A) Because self-interested individuals are more empathetic.
B) Because self-interested individuals see disappointment as a threat to getting what they want.
C) Because pro-social individuals are more likely to sabotage negotiations.
D) Because pro-social individuals are less likely to feel threatened by disappointment.

Answer 31

B) Because self-interested individuals see disappointment as a threat to getting what they want.

Question 32

What does the passage suggest about the success of communicating disappointment?A) Communicating disappointment is generally unsuccessful.
B) Communicating disappointment is more successful when it evokes guilt in the counterparty.
C) Communicating disappointment is equally successful regardless of emotional impact.
D) Communicating disappointment is most successful when it evokes anger in the counterparty.

Answer 32

B) Communicating disappointment is more successful when it evokes guilt in the counterparty.

Question 33

According to the passage, when is disappointment more effective in negotiations?
A) When the counterparty is an out-group member.
B) When the counterparty is an ingroup member.
C) When the counterparty is pro-social.
D) When the counterparty is self-interested.

Answer 33

B) When the counterparty is an ingroup member.

Question 34

According to the information you provided, what is one possible condition that can make expressing sadness socially appropriate in negotiation?
A) When the negotiator has high power and does not expect future interaction.
B) When the negotiator has low power and expects future interaction.
C) When the negotiator has high power and views the relationship as competitive.
D) When the negotiator has low power and views the relationship as adversarial.

Answer 34

B) When the negotiator has low power and expects future interaction.

Question 35

According to the passage, under what conditions do counterparties concede more to sad negotiators?
A) When the sadness is socially inappropriate.
B) When the negotiator has a high level of power.
C) When the negotiator anticipates no future interaction.
D) When the negotiator lacks power, anticipates future interaction, and views the relationship as collaborative.

Answer 35

D) When the negotiator lacks power, anticipates future interaction, and views the relationship as collaborative.

Question 36

What does the passage suggest about the effectiveness of expressing sadness in negotiations?
A) Expressing sadness is generally ineffective.
B) Expressing sadness is only effective when the negotiator lacks moral values.
C) Expressing sadness is effective when the negotiator associates moral significance to the object of negotiation.
D) Expressing sadness is effective only when the counterpart is also sad.

Answer 36

C) Expressing sadness is effective when the negotiator associates moral significance to the object of negotiation.

Question 37

What is the best way to avoid reinforcing the other party’s negative behavior in negotiation?
A) To gloat or show smugness after a successful negotiation.
B) To make concessions to the other party just to end the conflict or avoid further arguments.
C) To resist the urge to gloat or show smugness after a successful negotiation.
D) To resist making concessions to the other party unless they are justified and reciprocal.

Answer 37

D) To resist making concessions to the other party unless they are justified and reciprocal.

Question 38

Why does the passage suggest that negotiators should resist gloating or showing signs of smugness following negotiations?
A) Because it might lead to increased concessions.
B) Because it might reinforce negative behavior.
C) Because it enhances the relationship with the counterpart.
D) Because it makes the negotiator appear more confident.

Answer 38

B) Because it might reinforce negative behavior.

Question 39

why do people often make concessions to another person?
A) To express generosity.
B) To reinforce positive behavior.
C) To shut them up.
D) To build trust.

Answer 39

C) To shut them up.
(Reinforcement: Peopleoften make concessions toanotherperson justto shutthem up. Whatthey may notrealizeis that this reinforces the very behavior theyaretryingtoextinguish.)

Question 40

What does the passage suggest about the consequences of making concessions to shut someone up?
A) It leads to positive reinforcement.
B) It has no impact on future behavior.
C) It reinforces the behavior they are trying to extinguish.
D) It decreases the likelihood of future negotiations.

Answer 40

C) It reinforces the behavior they are trying to extinguish.

Question 41

Question: According to the information you provided, what is an if-then plan in negotiation?
A) A plan that specifies what the negotiator will do if the other party agrees or disagrees with their proposal.
B) A plan that specifies what the negotiator will do if they encounter a certain situation or emotion during the negotiation.
C) A plan that specifies what the negotiator will do if they achieve or fail to achieve their target outcome in the negotiation.
D) A plan that specifies what the negotiator will do if they need to change their strategy or tactics during the negotiation.

Answer 41

B) A plan that specifies what the negotiator will do if they encounter a certain situation or emotion during the negotiation.

Question 42

What is self-regulation in the context of negotiations?
A) It is the ability to catch positive emotions from others.
B) It is the ability to manage one’s own emotions effectively at the bargaining table.
C) It is the process of reinforcing negative behavior.
D) It is the ability to show signs of smugness following negotiations.

Answer 42

B) It is the ability to manage one’s own emotions effectively at the bargaining table.

Question 43

According to the passage, what is one type of self-regulation that contributes to negotiation success?
A) Emotional contagion.
B) Expressing positive emotions.
C) Having if-then plans.
D) Conveying negative emotions.

Answer 43

C) Having if-then plans.

Question 44

What does the passage suggest about emotional contagion in negotiations?
A) Positive emotions are not contagious in negotiations.
B) Negative emotions do not influence our own emotions.
C) Other people’s emotions are a significant predictor of our own emotions.
D) Emotional contagion only occurs between negotiators who have a positive relationship.

Answer 44

C) Other people’s emotions are a significant predictor of our own emotions.

Question 45

According to the information you provided, what type of words should negotiators avoid using in order to prevent anger and frustration in the other party?
A) Words that label the other person positively or ask the other person what he or she wants to do.
B) Words that label the other person negatively or tell the other person what he or she ought to do.
C) Words that label the other person neutrally or suggest the other person what he or she could do.
D) Words that label the other person ambiguously or question the other person what he or she did.

Answer 45

B) Words that label the other person negatively or tell the other person what he or she ought to do.

Question 46

What is likely to trigger emotion in the counterparty?
A) Positive feedback.
B) Certain words and phrases.
C) Silence during negotiations
D) Avoiding eye contact.

Answer 46

B) Certain words and phrases.

Question 47

Which types of words triggered the greatest anger and frustration?
A) Positive and encouraging words.
B) Neutral and factual words.
C) Words that labeled the other person negatively or told them what to do.
D) Words that expressed empathy and understanding.

Answer 47

C) Words that labeled the other person negatively or told them what to do

Question 48

Which types of words triggered the greatest anger and frustration?
A) Positive and encouraging words.
B) Neutral and factual words.
C) Words that labeled the other person negatively or told them what to do.
D) Words that expressed empathy and understanding.

Answer 48

Labeling the other person negatively
Telling the other person what to do or what they can’t do
Appealing to a higher source; blaming; abdicating responsibility
Rude; not listening, explicative; insincere praise; sarcasm; educating the other
Labeling your own behavior as superior
Implied threats