ESSENTIALS OF NEGOTIATION CANADIAN 3RD EDITION LEWIC
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TRUE/FALSE Write 'T' if the statement is true and 'F' if the statement is false
1) 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.
Answer: True False
2) Thompson et al. 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.
Answer: True False
3) Explanations of exonerating circumstances occur where negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative, it derives from positive motives.
Answer: True False
4) Negotiators who use multiple explanations are more likely to have better outcomes and that the negative effects of poor outcomes can be mitigated by communicating explanations for them.
Answer: True False
5) A negotiator's choice of words may only signal a position; it may never shape or predict it.
Answer: True False
MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question.
6) Which of the following defines exonerating circumstances?
A) Negotiators who use multiple explanations are more likely to have better outcomes.
B) Negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative it derives from positive motives.
C) Outcomes can be explained by changing the context.
D) Negotiators suggest that they had no choice in taking the positions they did.
Answer: B
TRUE/FALSE Write 'T' if the statement is true and 'F' if the statement is false
7) In negotiations, language operates at two levels: the systematic level (for proposals or offers) and the pragmatic level (for semantics, syntax, and style)
Answer: True False
8) Nonverbal communication may help negotiators achieve better outcomes through mutual coordination.
Answer: True False
9) Researchers have been examining the effects of channels in general, and email in particular, on negotiation processes and outcomes during much of the past decade.
Answer: True False
MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question.
10) The key variation that distinguishes one communication channel from another is:
A) social motive
C) social presence
Answer: C
B) cognitive bias
D) emotional intelligence
11) The use of network-mediated information technologies in negotiation is sometimes referred to as:
A) cyber cafes
C) virtual negotiations
Answer: C
B) web zones
D) e-commerce
12) For proposals or offers, language operates at which of the following levels?
A) Pragmatic
Answer: D
B) Semantic
C) Systemic D) Logical
13) For semantics, syntax, and style, language operates at which of the following levels?
A) Pragmatic B) Semantic
Answer: A
C) Systemic D) Logical
14) All of the following are considered nonverbal communication, except:
A) Laughing
C) Head movements
Answer: A
B) Facial expressions
D) Body language
15) What message does not looking the other person in the eye when they are speaking to you send to the speaker?
A) That you are not listening
C) That you agree with what they are saying
Answer: A
B) That you are interested
D) That you are listening
TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false.
16) Manageable questions cause attention, get information, and start thinking
Answer: True False
17) Aggressive listening involves receiving a message while providing no feedback to the sender about the accuracy or completeness of reception.
Answer: True False
18) Role-reversal techniques allow negotiators to understand more completely the other party's positions by actively arguing these positions until the other party is convinced that they are understood.
Answer: True False
19) Manageable questions cause difficulty, give information, and bring the discussion to a false conclusion.
Answer: True False
20) Research consistently demonstrates that even those parties whose goals are compatible or integrative may fail to reach agreement or may reach suboptimal agreements because of the misperceptions of the other party or because of breakdowns in the communication process.
Answer: True False
21) Three main techniques are available for improving communication in negotiation: active listening, passive listening, and reflective listening.
Answer: True False
22) Acknowledgement is a form of listening.
Answer: True False
MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question
23) What are the most dominant contributors to breakdowns and failures in negotiation?
A) Failures and distortions in perception, communication, and framing
B) Failures and distortions in perception, meaning, and feedback
C) Failures and distortions in perception, feedback, and behaviours
D) Failures and distortions in perception, cognition, and communication
Answer: D
24) When Ms. Parker teaches history to her class of grade seven students, she often notices that Oliver, one of her students who sits in the front row, frequently nods his head at her while she speaks. What kind of listening is Oliver using?
A) Passive B) Active
C) Responsive D) Acknowledgement
Answer: D
25) Questions can be used to:
A) Pry or lever a negotiation out of a breakdown or an apparent dead end.
B) Assist or force the other party to face up to the effects or consequences of their behaviours.
C) Manage difficult or stalled negotiations.
D) Questions can be used for all of these objectives.
Answer: D
26) With passive listening:
A) the receivers interject responses to keep communicators sending messages.
B) senders may misinterpret acknowledgments as the receiver's agreement with their position, rather than that they are simply receiving the message.
C) the receivers restate or paraphrase the sender's message in their own language.
D) the receiver provides no feedback to the sender about the accuracy or completeness of reception.
Answer: D
27) Which of the following are types of manageable questions?
A) Loaded questions that put the other party on the spot regardless of his/her answer
B) Close-out questions that force the other party into seeing things your way.
C) Impulse questions that occur "on the spur of the moment," without planning.
D) Leading questions that point toward an answer.
Answer: D
28) Which of the following types of unmanageable questions forces the other party to see things your way?
A) Loaded questions
C) Close-out questions
Answer: C
B) Heated questions
D) Impulse questions
29) Which of the following types of unmanageable questions occur on the spur of the moment, without planning, and tend to get conversation off the track?
A) Heated questions
C) Close-out questions
Answer: B
B) Impulse questions
D) Loaded questions
TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false.
30) Trust is based on the beliefs of a group.
Answer: True False
31) Higher levels of trust make negotiations more difficult.
Answer: True False
32) Face-to-face negotiation encourages greater trust than online negotiation.
Answer: True False
33) Reputation is the impression other people have of a negotiator based on what they assume their future experiences to look like.
Answer: True False
34) Good communication also leads to higher levels of suspicion.
Answer: True False
35) Greater expectations of trust between negotiators lead to weaker information sharing with the other party.
Answer: True False
36) There is evidence that parties anticipating an online negotiation expect more trust before the negotiations begin.
Answer: True False
MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question.
37) processes tend to increase trust.
A) Reflective B) Accommodative C) Distributive D) Integrative
Answer: D
38) justice is about the distribution of outcomes.
A) Distributive B) Systemic C) Procedural D) Interactional
Answer: A
39) Systemic justice is about:
A) the distribution of outcomes.
B) how parties treat each other in one-to-one relationships.
C) the process of determining outcomes.
D) how organizations appear to treat groups of individuals and the norms that develop for how they should be treated.
Answer: D
40) All of the following contribute to the level of trust one negotiator has for another, except:
A) The individual's disposition toward trust
B) The history of the relationship between the parties
C) Situation factors
D) The number of negotiators involved in the transaction
Answer: D
ESSAY. Write your answer in the space provided or on a separate sheet of paper.
41) A communicative framework for negotiation is based on what assumptions?
Answer: (1) The communication of offers is a dynamic process; (2) the offer process is interactive; and
(3) a variety of internal and external factors drive the interaction and motivate a bargainer to change his or her offer.
42) How does the existence of a good BATNA change the circumstances of a negotiation?
Answer: (1) Negotiators with attractive BATNAs set higher reservation prices for themselves; (2) negotiators whose counterparts had attractive BATNAs set lower reservation points for themselves; and (3) when both parties were aware of the attractive BATNA that one of the negotiators had, that negotiator received a more positive negotiation outcome.
43) What occurs during reframing explanations?
Answer: Outcomes can be explained by changing the context (e.g., short-term pain for long-term gain).
44) Describe the two levels on which language operates.
Answer: The logical level (for proposals and offers) and the pragmatic level (semantics, syntax, and style)
45) Some nonverbal acts, called attending behaviours, are particularly important in connecting with another person during a coordinated interaction like negotiation. Why?
Answer: Because they let the other know that you are listening and prepare the other party to receive your message.
46) Define social presence.
Answer: The ability of a channel to carry and convey subtle social cues from sender to receiver that go beyond the literal "text" of the message itself.
47) What three techniques have been proposed for improving communication in negotiation?
Answer: The use of questions, listening, and role reversal.
48) Contrast open questions, leading questions, and cool questions.
Answer: Open questions invite the other's thinking. Leading questions point toward an answer. Cool questions are low in terms of emotionality.
49) We know that role reversal can be a useful tool for improving communication and the accurate understanding and appreciation of the other party's position in negotiation. But when is it useful?
Answer: This tool may be most useful during the preparation stage of negotiation, or during a team caucus when things are not going well.
50) How does trust impact negotiations?
Answer: Answers will vary, however some common points include: Higher levels of trust make negotiation easier, while lower levels of trust make negotiation more difficult
Trust increases the likelihood that negotiation will proceed on a favourable course over the life negotiation. Trust tends to cue co-operative behaviour and vice versa.
51) What conditions are more favourable in repairing a relationship where trust has been broken?
Answer: If the parties have a good past relationship, it is easier to repair trust than if the past relationship was poor
The sooner an apology occurs after the breach of trust, the more effective the apology is likely The more sincerely an apology is expressed, the more effective it is in repairing trust
Apologies were more effective when the trust breach was an isolated event rather than habitual and repetitive.
52) Can an individual have a positive reputation in some situations, while having a negative reputation in others? If so, why?
Answer: An individual can have a number of different, even conflicting, reputations because she or he may act quite differently in different situations. For example, a teacher may distributively bargain with a student's parents over missed assignm while being quite integrative with the student over the timelines in which the missed assignments are due.
53) Summarize four forms of justice.
Answer: Distributive justice is about the distribution of outcomes. Procedural justice is about the process of determining outcomes. Interactional justice is about how parties treat each other in one-to-one relationships. Systemic justice is about how organizations appear to treat groups of individuals and the norms that develop for how they should be treated.