Negotiation._Final.test.prep (virtual) 6Q Flashcards by nerdyy suvu

According to the place-time model of interaction, which mode of interaction involves individuals being in the same physical location and communicating simultaneously?

A) Same place + different time

B) Different place + same time

C) Same place + same time

D) Different place + different time

C) Same place + same time

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What does the term “richness” refer to in the context of the place-time model of interaction?

A) The geographical spread of communication.

B) The variety of topics discussed during communication.

C) The potential information-carrying capacity of a communication medium.

D) The length of time spent on communication.

C) The potential information-carrying capacity of a communication medium.

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What makes face-to-face communication rich in terms of conveying information?

A) The speed of communication.

B) The number of participants.

C) Simultaneous observation of multiple cues.

D) The geographical spread of communication.

C) Simultaneous observation of multiple cues.

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What determines the incidence and frequency of face-to-face communication?

A) The number of cues observed.

B) The awareness of context.

C) How closely people are located to one another.

D) The type of information conveyed.

C) How closely people are located to one another.

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According to several studies, what outcomes do face-to-face negotiators achieve compared to e-mail or telephone negotiations?

A) More confrontational outcomes.

B) More diverse outcomes.

C) More integrative outcomes and even pie-slicing.

D) More time-consuming outcomes.

C) More integrative outcomes and even pie-slicing.

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What is the most limiting aspect of same time, different place negotiations?

A) Lack of formal structure.

B) Inability to converse informally.

C) Limited use of technology.

D) Absence of written documentation

B) Inability to converse informally.

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What do “collisions” refer to in the context of negotiations?

A) Formal agreements.

B) Impromptu and casual conversations.

C) Negotiation strategies.

D) Documented outcomes.

B) Impromptu and casual conversations.

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Why are negotiations of opportunity considered challenging?

A) They are too formal.

B) They lack planning.

C) They occur during formal meetings.

D) They involve written documentation.

B) They lack planning.

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According to the framing effect, how do people generally behave in terms of risk when it comes to gains and losses?

A) Risk-seeking for gains and risk-averse for losses.

B) Risk-averse for gains and risk-seeking for losses.

C) Risk-averse for both gains and losses.

D) Risk-seeking for both gains and losses.

B) Risk-averse for gains and risk-seeking for losses.

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How can manipulating a reference point lead to inconsistent choices, according to the framing effect?

A) It doesn’t affect choices.

B) It makes choices more consistent.

C) It induces risk aversion.

D) It can lead to preference reversals.

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In what context are people more likely to display risk-seeking behavior for both gains and losses?

A) Face-to-face communication.

B) Formal negotiations.

C) Informal negotiations.

D) Interacting via information technology.

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Why is building trust and rapport considered critical for negotiation success?

A) It increases competition.

B) It leads to greater face-to-face contact.

C) It diminishes the need for communication.

D) It enhances the likelihood of integrative outcomes.

D) It enhances the likelihood of integrative outcome

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According to the Communication Orientation model, how do richer communication channels impact negotiators with a cooperative orientation?

A) They increase high-quality outcomes.

B) They do not affect outcomes.

C) They hurt outcomes.

D) They lead to more competitive outcomes.

B) They do not affect outcomes.

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Why is the use of humor considered particularly important in e-negotiations?

A) It increases competition.

B) It results in decreased trust.

C) It enhances trust and satisfaction.

D) It has no impact on negotiation outcomes.

C) It enhances trust and satisfaction.

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According to the information, what is the impact of using humor in the early stages of e-mail negotiations?

A) It decreases joint and individual gains.

B) It has no effect on trust and satisfaction.

C) It results in increased trust and satisfaction.

D) It leads to more competitive negotiations.

C) It results in increased trust and satisfaction.

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Which of the following is an example of same place + different time interaction?

A) A video conference call between two teams in different countries
B) A bulletin board where employees can post messages and announcements
C) A face-to-face meeting between a salesperson and a customer
D) A chat room where participants can exchange ideas and opinions

Answer: B

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Which of the following is a benefit of using a rich communication medium?

A) It allows for faster and more efficient communication
B) It reduces the risk of misunderstanding and ambiguity
C) It enables the transmission of more information in a single message
D) All of the above

Answer: D

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Which of the following is a disadvantage of using a lean communication medium?

A) It limits the amount of feedback and interaction
B) It requires more effort and attention from the receiver
C) It reduces the emotional and social aspects of communication
D) All of the above

Answer: D

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What is the term for the mode of communication in which people negotiate in real time but are not physically in the same place?

A) Same time, different place
B) Different time, same place
C) Different time, different place
D) Synchronous, asynchronous

Answer: A

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What are the two most common means of communication in the same time, different place mode?

A) Videoconferencing and instant-messaging
B) E-mail and telephone
C) Social media and chatbots
D) Webinars and podcasts

Answer: A

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What is the effect of believing that the other party is physically far away on the negotiation outcomes?

A) It increases the likelihood of reaching integrative agreements
B) It decreases the likelihood of reaching integrative agreements
C) It has no effect on the negotiation outcomes
D) It depends on the culture and personality of the negotiators

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What is the term for the impromptu and casual conversations that people have in hallways outside of formal meetings, by a watercooler, or walking back from lunch?

A) Collisions
B) Interactions
C) Encounters
D) Conversations

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What is the main drawback of same time, different place negotiations in terms of informal communication?

A) They are less efficient and effective
B) They are more prone to conflict and misunderstanding
C) They are less conducive to trust and rapport building
D) They are less likely to occur spontaneously and opportunistically

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What is the term for the negotiations that are not planned, but occur during informal, chance encounters?

A) Negotiations of opportunity
B) Negotiations of convenience
C) Negotiations of serendipity
D) Negotiations of contingency

Answer: A

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What is the term for the process of providing and receiving information about the performance and outcomes of a negotiation? A) Feedback B) Evaluation C) Assessment D) Review

Answer: A

What is the effect of greater distance on the feedback loops in face-to-face negotiations? A) It enhances the feedback loops B) It blocks the feedback loops C) It has no effect on the feedback loops D) It depends on the communication medium

Answer: B

What is the advantage of working in close proximity for conflict resolution? A) It allows for faster and more effective expression, recognition, and addressing of conflicts B) It reduces the likelihood and intensity of conflicts C) It increases the trust and rapport among the parties D) All of the above

What is the term for the mode of communication in which negotiators interact asynchronously but have access to the same physical document or space? A) Different time, same place B) Same time, different place C) Same time, same place D) Asynchronous, synchronous

What is an example of different time, same place interaction in a work setting? A) Shift workers who pick up the task left for them by the previous shift B) Collaborators who work on a shared electronic document at different times C) Both A and B D) Neither A nor B

Answer: C

What is the main challenge of different time, same place interaction in terms of coordination and collaboration? A) It requires more planning and scheduling B) It reduces the feedback and interaction C) It increases the risk of misunderstanding and ambiguity D) All of the above

What is the term for the mode of communication in which negotiators communicate asynchronously from different places? A) Different place, different time B) Same place, different time C) Different place, same time D) Asynchronous, synchronous

What is the most common type of different place, different time communication? A) E-mail B) Videoconferencing C) Social media D) Telephone

What is the benefit of negotiating in a different time and place for women? A) They perform better than men B) They avoid status markers and gender biases C) They gain more power and influence D) All of the above

Answer: B

What is the term for the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not? A) Temporal synchrony bias B) Temporal asymmetry bias C) Temporal consistency bias D) Temporal reciprocity bias

What is the aspect of negotiation that people like that is disrupted by e-negotiations? A) The ability to make proposals and counteroffers B) The ability to observe nonverbal cues and emotions C) The ability to build trust and rapport D) All of the above

What is the difference between turn-taking in face-to-face and e-mail negotiations? A) There is more turn-taking in face-to-face negotiations B) There is more turn-taking in e-mail negotiations C) There is no difference in turn-taking D) It depends on the topic and style of negotiation

What is the term for the perception that negotiation is unstable and should be terminated? A) Exit bias B) Continuation norm C) Termination effect D) Exit strategy

What is the term for the belief that negotiations are worth continuing? A) Exit bias B) Continuation norm C) Persistence effect D) Continuation strategy

What are the two factors that inhibit the activation of the continuation norm and may prompt negotiators to exit from the current negotiation? A) Visual anonymity and remote distance B) Social identity and cultural difference C) Power asymmetry and information overload D) Emotional arousal and cognitive dissonance

What is the term for the tendency for negotiators to adopt an adversarial negotiation style when communicating via e-mail? A) Flaming bias B) Aggression bias C) Hostility bias D) Conflict bias

What are the factors that keep people from expressing negative emotion in face-to-face interactions? A) Social norms that prescribe the expression of positive emotion B) Nonverbal cues that convey empathy and understanding C) Feedback loops that correct misunderstandings and conflicts D) All of the above

What is the consequence of expressing negative emotion in e-negotiations? A) It reduces the trust and rapport among the parties B) It increases the likelihood and intensity of impasses C) It decreases the satisfaction and commitment of the parties D) All of the above

What is the term for the tendency to attribute the behavior of others to their underlying character traits while ignoring the influence of temporary, situational factors? A) Fundamental attribution error B) Actor-observer bias C) Self-serving bias D) Confirmation bias

What is the term for the tendency for e-communicators to ascribe diabolical intentions to the other party? A) Sinister attribution bias B) Evil intention bias C) Malicious motive bias D) Hostile attribution bias

What is the difference between e-negotiators and face-to-face negotiators in terms of suspicion and deception? A) E-negotiators are more likely to suspect and deceive the other party B) Face-to-face negotiators are more likely to suspect and deceive the other party C) There is no difference in suspicion and deception D) It depends on the topic and style of negotiation

What is the term for the belief in the honesty and reliability of the other party in a negotiation? A) Trust B) Rapport C) Credibility D) Reputation

What are the effects of online negotiation on trust and satisfaction? A) They increase trust and satisfaction B) They decrease trust and satisfaction C) They have no effect on trust and satisfaction D) They depend on the communication medium and style

What is the term for the theory that explains why people are more likely to misrepresent and deceive others when they are not face-to-face? A) Moral disengagement theory B) Social identity theory C) Cognitive dissonance theory D) Self-perception theory

What is the term for the effect that people in traditionally weak positions in face-to-face negotiations become more powerful when communicating via information technology? A) The weak get strong effect B) The power shift effect C) The status equalization effect D) The empowerment effect

What are the factors that determine the power and status differences in face-to-face negotiations? A) Nonverbal cues such as posture, gesture, and eye contact B) Verbal cues such as tone, volume, and speed of speech C) Social cues such as age, gender, and ethnicity D) All of the above

What is the main reason why e-mail acts as an equalizer in negotiations? A) It reduces the influence of power and status cues B) It increases the information and knowledge sharing C) It enhances the trust and rapport building D) All of the above

What is the term for the pattern of relationships and interactions among individuals or groups in an organization? A) Social networks B) Social capital C) Social influence D) Social identity

What is the benefit of e-mail for low contributors in face-to-face meetings? A) It gives them an alternate route to have a voice B) It boosts their confidence and self-esteem C) It improves their performance and outcomes D) All of the above

What is the effect of electronic communication on the social integration of people on the periphery of an organization? A) It increases their social integration B) It decreases their social integration C) It has no effect on their social integration D) It depends on the type and frequency of communication

What is the term for the phenomenon that people’s preferences change depending on how a decision problem is presented or framed? A) Framing effect B) Anchoring effect C) Priming effect D) Contrast effect

What is the term for the phenomenon that people’s choices are inconsistent when they switch from a gain frame to a loss frame or vice versa? A) Preference reversals B) Choice paradoxes C) Intransitive preferences D) Decision biases

What is the effect of information technology on risk-taking behavior? A) It increases risk-taking behavior for both gains and losses B) It decreases risk-taking behavior for both gains and losses C) It has no effect on risk-taking behavior D) It depends on the type and quality of information

What is the name of the model that proposes that the impact of communication channels is influenced by negotiators’ cooperative orientation? A) The Communication Orientation model B) The Communication Channel model C) The Communication Style model D) The Communication Preference model

What is the term for the tendency to cooperate or compete with the other party in a negotiation? A) Cooperative orientation B) Negotiation style C) Social motive D) Conflict mode

What is the effect of richer communication channels on the outcomes for negotiators with a neutral orientation? A) They increase the outcomes B) They decrease the outcomes C) They have no effect on the outcomes D) They depend on the type and quality of communication

What is the term for the ability to infer other people’s mental states? A) Mentalizing B) Empathizing C) Mindreading D) Theory of mind

What is the effect of computer technology on the brain regions associated with mentalizing? A) It activates them more B) It activates them less C) It has no effect on them D) It depends on the type and quality of technology

What is the disadvantage of using information technology for communication in terms of social awareness? A) It reduces the politeness and concern for others B) It reduces the feedback and interaction C) It reduces the trust and rapport D) All of the above

What is the term for the negotiation between people of different generations who have different norms and expectations? A) Intergenerational negotiation B) Cross-cultural negotiation C) Generational gap negotiation D) Age diversity negotiation

What is the general preference of younger generations for communication mode? A) Information technology B) Face-to-face interaction C) Telephone D) Written letters

What is the benefit of having an initial face-to-face meeting for virtual negotiations? A) It develops rapport and trust among the parties B) It humanizes the parties and sets the stage for future negotiations C) It allows for the observation of nonverbal cues and emotions D) All of the above

What is the alternative to an initial face-to-face meeting if it is not possible? A) A one-day videoconference or teleconference B) A series of e-mail exchanges C) A social media group or chat D) A written contract or agreement

What is the advantage of a one-day videoconference or teleconference over other modes of communication? A) It enables the parties to attach a name to a face B) It reduces the cost and time of travel C) It provides a richer and more synchronous communication channel D) All of the above

What is the term for the non-task-related contact between people that has a psychological effect of having established a relationship with someone? A) Schmoozing B) Networking C) Socializing D) Mingling

What are the benefits of schmoozing on the phone prior to e-negotiation? A) It develops more realistic goals and a larger range of possible outcomes B) It reduces the likelihood of impasse and increases the optimism for future relationship C) Both A and B D) Neither A nor B

What are the attractive aspects of schmoozing in terms of cost and efficiency? A) It is relatively low-cost and efficient B) It is relatively high-cost and efficient C) It is relatively low-cost and inefficient D) It is relatively high-cost and inefficient

What is the term for taking thoughtful responsibility for the communication medium and its limitations? A) Medium management B) Medium awareness C) Medium control D) Medium optimization

What is the difference between proactive and reactive medium management? A) Proactive medium management anticipates limitations of virtual technology; reactive medium management responds to media glitches after they have occurred B) Proactive medium management responds to media glitches after they have occurred; reactive medium management anticipates limitations of virtual technology C) Proactive medium management uses the most appropriate medium for the task; reactive medium management uses the most available medium for the task D) Proactive medium management uses the most available medium for the task; reactive medium management uses the most appropriate medium for the task

What is the effect of reactive medium management on the negotiators’ subjective feelings regarding the overall value of the negotiation? A) It increases their subjective feelings B) It decreases their subjective feelings C) It has no effect on their subjective feelings D) It depends on the type and quality of the medium

Negotiation._Final.test.prep (virtual) 6Q Flashcards

Negotiating in a Virtual World (6 Q)