2NG3 Negotiations | Test 2 Questions & Answers_ 2025/2026.

2NG3 Negotiations | Test 2 Questions & Answers_ 2025/2026. Power tactics may be most useful when: the other party refuses to negotiate. Proponents of personalistic ethics argue that: everyone ought to decide for themselves what is right based on their conscience. A citizen's group successfully opposes a fast-food restaurant from locating in their neighborhood, and discovers they need to gather again a few years later when a massive convenience store seeks a building permit for the same site. This best describes: a recurring coalition. Which of the following is an implication of the dilemma of trust? We believe everything the other says and can be manipulated by their dishonesty. Which of the following is an implication of the dilemma of honesty? Question 69 options: We tell the other party our exact requirements and limits in negotiation, and therefore we will never do better than this minimum level. When dealing with high-power parties, how is it possible to "make the other party smaller?" Question 70 options: Make deals early. Attempt to establish multiple relationships and engage in multiple negotiations. Build momentum through doing deals in sequence. Tie your hands by limiting the ways that you can do business or who you can do business with. Of the following management styles used during conflict intervention, which is the most common? Question 73 options: Adversarial intervention Inquisitorial interventionn the intense negotiations between two companies, DynamicTech and InnovateSolutions, concerning a strategic partnership, Emily, a negotiator representing DynamicTech, faces an ethical dilemma. The negotiation is critical for both companies, and the pressure is high to secure favorable terms. Emily contemplates using an unethical tactic to gain an advantage. Given the real-life scenario of negotiations between DynamicTech and InnovateSolutions, for a negotiator who contemplates employing an unethical tactic, the consequences may be influenced by three key aspects. Which of the following is NOT one of those aspects? Question 2 options: Emily's personal reflections on the ethical implications of the employed tactic and her evaluation of its appropriateness. Depending on the effectiveness of the unethical tactic in achieving DynamicTech's negotiation goals. How InnovateSolutions, their stakeholders, and the broader industry perceive and evaluate the employe tactic. The truthfulness of the tactic used in the negotiation, including the degree of honesty or deceit involved Public perception and media coverage may impact the consequences, affecting both companies' public image and standing. In the intricate landscape of negotiations, various indicators suggest that the involvement of a third-party might be beneficial. Consider the following rephrased options and choose the exception where a third-party may not be of assistance. Question 3 options:The negotiators are actively seeking innovative solutions and demonstrating a high level of creativity in their discussions. In the midst of negotiations, parties often employ different approaches to achieve their goals. As a negotiator, you find yourself considering various strategies. Consider the following rephrased options and choose the most appropriate approach when negotiators focus on rights. Question 1 options: they resort to coercion, using threats or demands to force the other party into concessions. they aim to understand the interests and priorities of the other party, working towards a mutually satisfying agreement that creates value. they aim to resolve a dispute by relying on rules or standards rooted in principles of law, fairness, or possibly an existing contract. they seek a resolution that rewards the party acting in the most ethical and socially responsible manner. they employ deceptive tactics and misinformation to create confusion and gain the upper hand in negotiations. None of the above When a doctor is confronted with the moral dilemma of balancing the mandate to save lives with the mandate to alleviate suffering for those whose lives cannot be saved, which ethical framework is exemplified? Question 4 options: Reflecting on the mutual agreements and expectations within society, the doctor contemplates the broad implications of their action Considering the ultimate outcomes and consequences of their decisions, the doctor evaluates the ethical implications based on the end result Guided by a deeply personal and individualized approach to ethics, the doctor shapes their decisions based on unique values and beliefsn the dynamic environment of a bustling corporate office, conflicts among subordinates occasionally emerge, requiring managerial intervention. Managers employ various styles to address these conflicts effectively. Consider a scenario where the marketing department is in the midst of a heated disagreement regarding the allocation of resources for an upcoming campaign. The tension has escalated, affecting team dynamics and overall productivity. The department head, Maria, steps in to address the conflict. Within the context of resolving the resource allocation conflict in the marketing department, which managerial intervention style is not typically recognized as dominant? Question 5 options: Recognizing the need for a thorough understanding, Maria conducts a detailed investigation, utilizing questioning techniques to uncover the root causes Feeling the urgency to resolve the conflict, Maria adopts a confrontational stance, actively taking sides expedite the decision-making process To inspire positive change, Maria provides guidance and motivation, fostering collaboration among tea members to achieve a mutually beneficial resolution Faced with the complexity of conflicting interests, Maria makes arbitrary decisions and compromises without delving into a comprehensive assessment of the underlying issues B & D You are an HR manager in a large organization known for its commitment to fairness and equality. The company is currently implementing policies to ensure just treatment of all employees. Inthe context of how organizations treat groups of individuals and the norms that develop, consider the following scenarios and choose the most appropriate term. In the ongoing efforts to ensure fair treatment within the organization, which concept specifically pertains to how organizations appear to treat groups of individuals and the norms that develop for how they should be treated? Question 6 options: Institutional justice Systemic justice You are a consultant working with international organizations to help them navigate cross-cultural dynamics. During a workshop, participants are discussing the role of culture in shaping social environments. Consider the following statements and choose which one is NOT true about culture. In the context of your cross-cultural workshop, which of the following statements is NOT true about culture? Question 7 options: Culture shapes the "meaning system" of a social environment. Cultural norms often dictate the legitimacy or illegitimacy of different forms of power. Differences in national cultures seldom impact the degree to which orientations like "power over" or "power with" are supported or encouraged.In the world of high-stakes business negotiations, a real estate development company, Horizon Estates, is in discussions with a local government regarding a major urban revitalization project. The negotiation involves complex considerations, and both parties are navigating a delicate balance of interests. The "farpoint gambit" strategy should only be employed when all the following conditions exist, except for: Question 8 options: The local government perceives Horizon Estates as behaving unethically and consistently ignores appea to reason, prompting the need for a strategic shift in negotiation tactics. The local government, as the respondent, has no viable BATNA. In the corporate landscape, a senior executive at Stellar Innovations, Sarah, is tasked with negotiating a strategic partnership with a rival tech company, Quantum Dynamics. The negotiation process becomes challenging due to the differing styles and approaches of the Quantum Dynamics team. In response, Sarah considers various approaches to navigate these difficulties. In this case, Holly Weeks' approach to dealing with difficult negotiators is under consideration, a concept discussed in class. Which option accurately resembles Weeks' suggested approach? Question 9 options: Recognizing the complexity of negotiating with Quantum Dynamics and their difficult styles, Sarahemphasizes the importance of thorough preparation and effective management when facing the need fo challenging conversations with the rival company. Assessing the unique challenges posed by Quantum Dynamics' negotiators, Sarah employs a range of specific strategies tailored to deal with their particularly difficult styles. In response to Quantum Dynamics' difficult negotiating tactics, Sarah adopts a narrow-based approach, focusing on specific elements to address their challenging behavior, even if it involves utilizing hard distributive tactics. Acknowledging the broad range of difficulties in negotiating with Quantum Dynamics, Sarah adopts a comprehensive approach that can be applied universally to any difficult party, including those using har distributive tactics. When faced with difficulties in negotiations, Sarah adopts a reactive approach, adjusting her strategy based on Quantum Dynamics' behavior rather than adhering to a predetermined plan. All of the above. As a real estate agent, you are preparing to engage with a potential buyer to showcase the market value of a property. In your strategy, you plan to provide comprehensive data not only for your property but also for comparable ones in the surrounding area. Consider the following rephrased options and choose the most fitting approach for presenting this information. Question 10 options: Equivocal route Tangential route Central route In the ever-evolving landscape of international business, XYZ Corporation is on the brink of finalizing a strategic partnership with a global technology conglomerate, TechInnovate. The negotiation involves intricate details and high-stakes decisions that will shape the future collaboration between the two companies.Which condition does NOT align with an appropriate situation for the use of teams in this high-stakes negotiation? Question 11 options: Within the context of these negotiations, where the intricate details and high stakes allow for sufficient time for coordination among team members, leveraging a team-based approach is beneficial. Recognizing that these negotiations hold significant potential for value creation through innovative solutions and collaborative strategies, the involvement of cross-functional teams enhances creativity an problem-solving capabilities. Given the complexity of the negotiations, which require a comprehensive understanding of diverse domains such as technology, legal considerations, and business strategy, assembling a negotiation team with a broad array of knowledge is crucial. Despite the involvement of key decision-makers from both XYZ Corporation and TechInnovate, the negotiation scenario may not warrant the use of teams, as the number of stakeholders directly engaged i the negotiation is limited. You are a start-up entrepreneur aiming to secure a business deal with a large and established industry leader. Recognizing the power imbalance, you strategize on how to navigate negotiations effectively. Which strategy represents an option for the low-power party to effectively deal with the big players? Question 12 options: Avoid doing deals in sequence Employ the power of competition or leverage power Within the traditional organizational hierarchy, individuals wield power from their position in two main ways. One source of power is deeply rooted in the specific title, duties, and responsibilities outlined in a job description, as well as the "level" within the organizational hierarchy. This type of power is known as:Question 13 options: Coercive power Referent power Reward power Informational power Network power None of the above Research has found that victims had stronger emotional reactions to deception when: Question 38 options: the victim had used deceptive tactics as well. they had a distant relationship with the subject. lying was seen as an unacceptable type of behaviour for that relationship. Bribery is an example of which marginally ethical negotiating tactic? Question 39 options: Traditional competitive bargaining Emotional manipulation Misrepresentation Appropriate information gathering None of the above All but one of the following is a major source of power. Which one is not? Question 41 options: Relationship-based power. Informational power. Personal power.What is the result of procedural complexity in multiparty negotiations? Negotiators will probably have to devote discussion time to how they will manage the process to arrive at the type of solution or agreement they want. All of the following statements regarding the use of mediation are true, except? Question 44 options: The mediator has no control over the process. Only one of the following approaches to ethical reasoning has the central belief that actions are more right if they promote more happiness, more wrong as they produce unhappiness. Which approach applies? Question 43 options: End-result ethics All of the following have an effect on the recipient of a persuasive message, except? Question 42 options: Attractiveness Credibility Authority Aggressiveness In the fast-paced world of technology partnerships, a negotiation is underway between two software companies, QuantumTech and InnovateSoft, aiming to collaborate on developing a groundbreakingapplication. As the negotiation progresses, it becomes apparent that both parties share a high degree of agreement on the vision and objectives of the project. However, there are lingering concerns about trust due to past industry rivalries and differing approaches to intellectual property protection. Which term accurately characterizes the parties who share a high agreement on the vision or objectives but exhibit low to moderate levels of trust? Question 14 options: Fence Sitters Allies Opponents Bedfellows In the intricate process of negotiating the merger between Aegis Dynamics and Horizon Innovations, which of the following conditions does not align with the legal obligations surrounding information disclosure? Question 15 options: If there is a risk of conveying incomplete information that could lead to misunderstanding or deception. In situations that do not involve certain highly specialized transactions, exempting individuals from the legal requirement to share truthful information. You are the lead negotiator for your company, tasked with finalizing a crucial partnership agreement with another business. Thenegotiations involve complex terms and significant financial considerations. Trust is essential to ensure a successful outcome. Consider the following scenarios and choose which statement is NOT true about trust in this negotiation. Question 17 options: During face-to-face negotiations, the opportunity for non-verbal cues and personal connections can fost greater trust between parties, positively impacting the negotiation process. Trust increases the likelihood that negotiation will proceed on a favorable course over the life of a negotiation. Negotiators who are representing others' interests other than their own tend to behave in a more trustworthy way. Greater information sharing tends to enhance effectiveness in achieving a good negotiation outcome. All of the above are true. Negotiators focus on _____ when they seek to resolve a dispute by drawing on rules or standards grounded in principles of law, fairness, or perhaps an existing contract. Question 18 options: rights Within a negotiation team, the person who helps establish norms, supports decisions, and maintains a positive work atmosphere within the team is called the: Question 19 options: Team Builder ________ are emergent interest groups that have not yet formed into an operating coalition. Question 20 options:Dormant coalitions Temporary coalitions Established coalitions Latent coalitions Which of the following options is not a wise choice of action for a negotiator in a low-power position? Question 21 options: Use anger to make yourself bigger There are several types of third-party interventions, but in general they differ on: Question 22 options: the degree to which the parties give up control over process and control over outcome, or both. 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? Question 23 options: Passive Responsive Acknowledgement In a(n) _______ there is a positive correlation between the goal attainments of both parties. Question 24 options: non-zero-sum situation All of the following are considered advantages of arbitration, except? Question 25 options:The costs of prolonging the dispute are high. The solution is usually binding. The negotiation or dispute ends with a final solution. The solution is seen as credible. Which of the following management styles describes a manager who passively listens to what each side chooses to reveal and then tells the parties how to solve the conflict based on their presentations? Question 26 options: Inquisitorial intervention Adversarial intervention In multiparty negotiations, research shows that parties who approached multiple issues simultaneously: Question 27 options: achieved lower quality agreements. Negotiators always run the risk of encountering other parties who, for any number of reasons, are difficult negotiators. That difficulty may be intentional or due to: Question 28 options: lack of sophistication. inexperience. philosophical differences. inadequate skill. The availability of a BATNA offers a negotiator significant power because they have the choice to walk away from the current deal orto use the BATNA as leverage to strike a better agreement in the current conversation. This exemplifies which source of power? Question 29 options: contextual Not disclosing your walkaway point in a negotiation or making an inflated opening offer exemplifies which marginally ethical negotiating tactic? Question 30 options: Traditional competitive bargaining Which of the following is not an intervention style used regularly by managers? Question 31 options: Inquisitorial intervention Adversarial intervention Mediational intervention Providing impetus All of the above are intervention styles used regularly by managers. The final phase of an arb-med process is called: Question 32 options: the impasse. the ruling phase. Multiparty negotiations differ from two-party deliberations in all of the following ways, except? Question 33 options: Multiparty negotiations have fewer negotiators at the table. The process for multiparty negotiators is less complex than two-party negotiations.More issues and more information are introduced than when two parties negotiate. Which of the following of Ury's strategies is appropriate to overcome the other party's skepticism about the benefits of agreement? Question 34 options: Step to the side Go to the balcony Build them a golden bridge All of the following can assist a listener in resisting the other party's efforts, except? Question 35 options: Respecting the superiority in the other party's power. Insincere threats or promises exemplifies which marginally ethical negotiating tactic? Question 36 options: Bluffing Responding when the other side has more power, negotiators can utilize all of the following alternatives, except? Question 37 options: Correct the power imbalance. Formulate a "trip wire alert system." Introduce ultimatums. Expert power is: Question 38 options: accorded to those who are seen as having achieved some level of command and mastery of a body of information.When using the justification that "the tactic was unavoidable," the negotiator is saying that: Question 39 options: the negotiator was not in full control of his or her actions and hence should not be held responsible. Third-party help can be used for all of the following reasons, except? Question 40 options: Behaviour is positive. Which of the following types of arbitration was developed to encourage parties to take a less extreme position? Question 41 options: Hybrid arbitration First offer arbitration Final offer arbitration Which of the following management styles describes a manager who typically does not exert control over the decision, and only mildly controls the process? Question 42 options: Providing impetus Hard tactics, in the context of negotiation, are generally considered to be: Question 63 options: integrative tactics. distributive tactics. collaborative ssed tactics. B & D ______ power is at the foundation of our social structure. Question 43 options: Referent Positional Expert Legitimate Within a negotiation team, the member who is responsible for data analysis and documenting the discussion is called the: Scribe Three approaches to correcting a power imbalance include all of the following, except? Question 44 options: Third parties managing the transfer and balance of power. Low-power parties taking power. Low-power parties relinquishing power. High-power parties giving power. In most governmental systems there are coalitions of liberals, conservatives, and moderates who are engaged in ongoing debates across a range of issues and involving a large cast of actors and operatives. This best describes: Question 45 options: a temporary coalition. a recurring coalition. a latent coalition. a potential coalition.None of the above All of the following terms accurately describe power, except? Question 46 options: It is situational. It is fluid. It is derived from many sources. It is static. Resources are more useful as instruments of power to the extent they are highly valued by participants in the negotiation. Which of the following is not a resource of organizational context? Question 67 options: Critical services, in repairs, upkeep, and technical support. Stress, in imposing deadlines, and increasing workloads. ________ involves choosing language carefully to deliver a message that will not provoke the other side. Question 68 options: Hypertensive flexing Tonal synchronization Temperate phrasing Communication during negotiation sometimes consists of explanations made to the other party. One type of explanation is an explanation of exonerating circumstances, where: Question 48 options:negotiators suggest that they had no choice in taking the positions they did There are three major issues to consider when constructing a message. Which of the following is not one of them? Question 49 options: The content of the message The structure of the message The delivery style of the message The perception of the message Which of the following of Ury's strategies is prescribed when you are faced with a natural reaction to the other side's competitive behaviour? Question 50 options: Build them a golden bridge Step to the side Don't reject, reframe Go to the balcony Corrupting your opponent's reputation with his or her peers is an example of which marginally ethical negotiating tactic? Question 56 options: Inappropriate information gathering Emotional manipulation Misrepresentation to opponent's work _____ processes tend to increase trust. Integrative_______ involves choosing language carefully to deliver a message that will not provoke the other side. Question 51 options: Hypertensive flexing Disarmament Tonal synchronization Temperate phrasing Faking disappointment is an example of which marginally ethical negotiating tactic? Emotional manipulation William Ury's "breakthrough approach" suggests all of the following, except? Question 54 options: Creating a favourable negotiation environment by regaining mental balance and controlling one's own behaviour. Helping the other party achieve similar balance and control. Achieving closure through firm, even-handed use of negotiating power. Changing the approach from an integrative one to a distributive to one. One of the most effective ways to get someone to stand firm on a position is: Question 52 options: to increase their BATNA, while decreasing yours. to have them make a public commitment to that position. In matters of public importance, which approach is most likely necessary?Question 53 options: An interests-based approach. ______ are a precursor to the use of power. Question 54 options: Ethics Values Rewards Punishments None of the above Research has shown that negotiators use which two forms of deception in misrepresenting the common value issue? Question 55 options: Misrepresentation by omission and misrepresentation by commission ________ has a mandatory mediation program for certain types of civil lawsuits, such as estates, trust, and substitute decision-making cases. Question 56 options: Quebec Ontario Why are you more likely to use deceptive tactics in negotiations when you experience moral disengagement? Question 57 options: You find it easier to justify your organization's moral ambiguity. You find that you experience strong negative emotions. You find it easier to care about the present rather than the future. You find it easier to justify morally ambiguous situations. All of the following are key factors which fuel the competitive dynamic in negotiations, except?Question 58 options: The spotlight Rivalry Time pressure The absence of lawyers Successful negotiation involves the management of ______ and the resolution of _________. Question 18 options: intangibles; absolutes objectives; absolutes intangibles; tangibles tangibles; intangibles One of the most fundamental consequences of increasing the number of parties in a negotiation is that: Question 59 options: the negotiation situation tends to become less lucid. Research shows that deception in negotiation is more likely in which of the following cases? Question 60 options: Incentives are low or non-existent. One way that lower power parties can deal with the big players in business deals and partnerships is by limiting the ways you can do business or who you can do business with and it is an example of one of the following dealings?Question 15 options: Never do an all-or-nothing deal. Make yourself bigger. Constrain yourself. You are a mediator tasked with resolving a heated dispute between two business partners who are on the verge of ending their longstanding collaboration. Tensions are high, and both parties have strong emotional attachments to their positions. How can you best implement the strategy of disarmament in this situation? Question 61 options: Remain neutral and composed, expressing your views clearly and considerately. Negotiating directly and openly the rules of the negotiation p Which of the following statements about legitimate power is false? Question 62 options: Legitimate power is at the foundation of our social structure. Legitimate power is often derived from manipulating other sources of power. Legitimate power cannot function without obedience. Social structures are inherently inefficient, and this realization creates the basis for legitimate power. C & D All of the above All of the following contribute to the level of trust one negotiator has for another, except? Question 63 options: The individual's disposition toward trust. Situation factors. The number of negotiators involved in the transaction.Who has the most power in a network? Question 64 options: The CEO The liaison The gatekeeper The linking pin A negotiator who employs an unethical tactic will experience consequences that may be positive or negative, based on what aspects of the situation? Question 65 options: Whether the tactic is effective. How the other person, his or her constituencies, and audiences evaluate the tactic. How the negotiator evaluates the tactic. A & B only All of the above are correct. All of the following can be used to pursue the peripheral route to influence, except? Question 66 options: Reciprocity Agreeableness British Columbia has three forms of mediation, which of the following is not one of those forms? Question 67 options: Mandatory Reciprocal Voluntary In the arbitration-mediation process the third party begins by:Question 5 options: holding an arbitration hearing and making a decision, which is placed in a sealed envelope and is not revealed to the parties. mediating the negotiation. offering to meet with each party separately to determine if compromise is possible. attempts to reconcile the differences between the two parties and bring their objectives closer together. Which of the following defines exonerating circumstances? Question 6 options: Negotiators suggest that they had no choice in taking the positions they did. Negotiators explain their positions from a broader perspective, suggesting that while their current positi may appear negative it derives from positive motives. One-on-one negotiations in full view of all group members would have all but one of the following consequences on negotiators. Which one would not be a consequence? Question 68 options: Negotiators can explicitly engage in coalition-building as a way to marshal support. Negotiators who have some way to control the number of parties at the table (or even in the room) may begin to act strategically. Since the exchanges are under surveillance negotiators will be sensitive to being observed and may feel the need to be tough. Negotiators can simply choose to ignore the complexity of the three or more parties and proceed strategically as a two-party negotiation. Talking about the UAW strike in class, we learned that workers wages are not just a reflection of market rates. What is one of the reasons that this the case? Question 69 options: The range of knowledgeThe range of determinacy The range of indeterminacy Mediation is more often successful in the all the following situations, except? Question 71 options: The issues do not involve a basic conflict of values. The level of conflict is moderate and not excessively high.