SSC 301-F1
B Correct Answer: 1. Information can be privately exchanged in informal venues and could be found to
increase the possibility of concession to the other negotiator by reducing visibility to constituents in
which of the following approaches?
A) Establish "privacy" prior to the beginning of negotiations.
B) Screen visibility during negotiations.
C) Be aware of time pressure.
D) Establish a reputation for cooperation.
E) Communicate through superiors.
B Correct Answer: 2. Incidences in cheating in the Boston Marathon included all but one motive. Which
one was not identified as a motive for cheating in the race?
A) Some cheaters were angry or disturbed.
B) Some cheaters were seeking family approval.
C) Some cheaters were middle-aged males.
D) Some cheaters were after recognition.
E) Some cheaters were simply "caught up in the moment."
E Correct Answer: 3. Reputation is:
A) a perceptual identity.
B) reflective of the combination of personal characteristics.
C) demonstrated behavior.
D) intended images preserved over time.
E) all of the above statements define reputation.
A Correct Answer: 4. The norm of reciprocity
A) suggests that when we receive something from another person we should respond in the future with
a favor for them.
B) plays only a nominal role in negotiations.
C) applies only to favors of the same size.
D) is prevalent only in Western culture.
E) None of the above statements describe the norm of reciprocity.
D Correct Answer: 5. In group-oriented cultures
A) the individual comes before the group's needs.
B) decisions are primarily made by senior executives.
C) decision making is an efficient, streamlined process.
D) negotiators may be faced with a series of discussions over the same issues and materials with many
different people.
, E) All of the above occur in group-oriented cultures.
A Correct Answer: 6. Schneider suggests what options for handling offensive behavior?
A. ignoring it, confronting it, deflecting it, engaging it
B. ignoring it, manipulating it, responding in kind, engaging it
C. manipulating it, confronting it, responding in kind, engaging it
D. confronting it, deflecting it, responding in kind, engaging it
E. Schneider suggests none of the above options for handling offensive behavior.
C Correct Answer: 7. In Esser and Marriott's research study, which type of mediation was found to be
the most effective?
A) issue identification
B) positive framing of the issues
C) content mediation
D) mediated arbitration
E Correct Answer: 8. Questions can be used to
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 behaviors.
D) collect and diagnose information.
E) Questions can be used for all of the above.
C Correct Answer: 9. Satisfaction with a negotiation is determined by
A) the process through which an agreement is reached and the dollar value of concessions made by
each party.
B) the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the
negotiators.
C) the process through which an agreement is reached and by the actual outcome obtained by the
negotiation.
D) the total dollar value of concessions made by each party.
E) Satisfaction with a negotiation is determined by none of the above
D Correct Answer: 10. Which of the following strategies can be used to manipulate the effect an
audience can have?
A) Limit one's own concessions by making negotiations invisible to the constituency.
B) Do not allow the constituency to demonstrate their commitment to the bargaining position.
C) Give the negotiator unlimited authority.
D) Increase the possibility of concessions by cutting off visibility to audiences.
E) None of the above tactics can be used to manipulate audience visibility.
B Correct Answer: 1. Information can be privately exchanged in informal venues and could be found to
increase the possibility of concession to the other negotiator by reducing visibility to constituents in
which of the following approaches?
A) Establish "privacy" prior to the beginning of negotiations.
B) Screen visibility during negotiations.
C) Be aware of time pressure.
D) Establish a reputation for cooperation.
E) Communicate through superiors.
B Correct Answer: 2. Incidences in cheating in the Boston Marathon included all but one motive. Which
one was not identified as a motive for cheating in the race?
A) Some cheaters were angry or disturbed.
B) Some cheaters were seeking family approval.
C) Some cheaters were middle-aged males.
D) Some cheaters were after recognition.
E) Some cheaters were simply "caught up in the moment."
E Correct Answer: 3. Reputation is:
A) a perceptual identity.
B) reflective of the combination of personal characteristics.
C) demonstrated behavior.
D) intended images preserved over time.
E) all of the above statements define reputation.
A Correct Answer: 4. The norm of reciprocity
A) suggests that when we receive something from another person we should respond in the future with
a favor for them.
B) plays only a nominal role in negotiations.
C) applies only to favors of the same size.
D) is prevalent only in Western culture.
E) None of the above statements describe the norm of reciprocity.
D Correct Answer: 5. In group-oriented cultures
A) the individual comes before the group's needs.
B) decisions are primarily made by senior executives.
C) decision making is an efficient, streamlined process.
D) negotiators may be faced with a series of discussions over the same issues and materials with many
different people.
, E) All of the above occur in group-oriented cultures.
A Correct Answer: 6. Schneider suggests what options for handling offensive behavior?
A. ignoring it, confronting it, deflecting it, engaging it
B. ignoring it, manipulating it, responding in kind, engaging it
C. manipulating it, confronting it, responding in kind, engaging it
D. confronting it, deflecting it, responding in kind, engaging it
E. Schneider suggests none of the above options for handling offensive behavior.
C Correct Answer: 7. In Esser and Marriott's research study, which type of mediation was found to be
the most effective?
A) issue identification
B) positive framing of the issues
C) content mediation
D) mediated arbitration
E Correct Answer: 8. Questions can be used to
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 behaviors.
D) collect and diagnose information.
E) Questions can be used for all of the above.
C Correct Answer: 9. Satisfaction with a negotiation is determined by
A) the process through which an agreement is reached and the dollar value of concessions made by
each party.
B) the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the
negotiators.
C) the process through which an agreement is reached and by the actual outcome obtained by the
negotiation.
D) the total dollar value of concessions made by each party.
E) Satisfaction with a negotiation is determined by none of the above
D Correct Answer: 10. Which of the following strategies can be used to manipulate the effect an
audience can have?
A) Limit one's own concessions by making negotiations invisible to the constituency.
B) Do not allow the constituency to demonstrate their commitment to the bargaining position.
C) Give the negotiator unlimited authority.
D) Increase the possibility of concessions by cutting off visibility to audiences.
E) None of the above tactics can be used to manipulate audience visibility.
