2NG3 Negotiations | Midterm Exam- Answered 100% All Correct_ Latest Summer 2025/2026.

2NG3 Negotiations | Midterm Exam- Answered 100% All Correct_ Latest Summer 2025/2026. What is expected from a particular outcome when the resistance point is established? Question 1 options: Timeliness Importance Costs Value Satisfaction with a negotiation is determined by: Question 2 options: The actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators. The total dollar value of concessions made by each party. The process through which an agreement is reached and by the actual outcome obtained by the negotiation. The bargaining range is defined by: the opening offer and the counteroffer. The more you can convince the other that you value a particular outcome outside the other's bargaining range, the more pressure you put on the other party to set a(n) _____ resistance point. Modest Successful logrolling requires: that the parties establish more than one issue in conflict and then agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue. The irrational escalation of commitment bias refers to: Question 28 options: a negotiator's commitment to a course of action, even when that commitment constitutes irrational behaviour on his/her part.Interests can be all of the following, except? Question 29 options: Process-based, related to the manner in which we settle this dispute. Tied to the relationship-based current or desired future relationship between the parties. Substantive, directly related to the focal issues under negotiation. Based only on the tangible items of the negotiation. Which of the following engagement strategies has only a short-term focus, where parties do not expect to work together in the future? Question 30 options: Accommodative Collaboration Integrative negotiation Which of the following types of frames refers to a party's predisposition to achieving a specific result or outcome from the negotiation? Question 31 options: Aspiration frame Process frame Identity frame Outcome frame The more you can convince the other party that your costs of delay or aborting negotiations are _______, the more modest the other's resistance point will be. Question 32 options: extreme low Which of the following types of frames refers to how the parties define who they are?Identity frame Projection occurs when: people assign to others the characteristics or feelings that they possess themselves. A strong interest in achieving only the relationship outcomes suggests what kind of strategy? Accommodation All of the following are true regarding the making of concessions in a negotiation, except? Concessions are a statement of the failure to recognize the other party's position. All of the following are cognitive biases, except? the negotiator's dilemma. In most of the early writing on conflict management, which approach was identified as the distinctly preferred approach? Problem Solving An investor who continues to put more money into a declining stock in hopes its fortunes will turn exemplifies which of the following cognitive biases? Escalation of commitment All of the following actions are possible after the first round of offers, except? Question 38 options: Make a revised first round offer What are the two dilemmas of negotiation? Question 39 options: The dilemma of cost and the dilemma of trust The dilemma of honesty and the dilemma of profit margin The dilemma of honesty and the dilemma of trustIn which type of frame would parties be more likely to engage primarily in distributive (win-lose or lose-lose) negotiations than in other types? Question 40 options: Loss-gain Outcome What is the dominant force for success in negotiation? The planning that takes place prior to the dialogue According to the attitude scale developed by Christie and Geis, which of the following tend to be cynical about others' motives, more likely to behave selfishly toward others, and less willing to change their convictions under social pressure? Question 41 options: Moderate Machs High Machs Substantive interests: Question 33 options: are the interests that relate to the focal issues under negotiation. The less concrete and measurable goals are: Question 34 options: the harder it is to communicate to the other party what we want According to research by Julian Rotter, "a generalized expectancy held by an individual of the word, promise, oral, or written statement of another individual or group can be relied upon" defines which of the following terms? Interpersonal trustAll of the following are behaviours exhibited by expert negotiators during the pre-negotiation planning stage, except? Question 62 options: They did not form their plans in strict sequential order. They ignored the possibility of finding some middle ground with the other party in the negotiation. Which of the following is not necessary for integrative negotiation to succeed? Each party should be as interested in the objectives and problems of the other as each is in his/her own - each must assume responsibility for the other's needs and outcomes as well as for his/her own. "What are the other's real underlying interests and needs?" is a question that can facilitate which of the following? Bridging In which of the following strategies is the primary motivation to maximize the joint outcome? Question 65 options: Competition (Distributive Bargaining) Collaboration (Integrative Negotiation) When different negotiators apply different, or mismatched, frames, they will find the bargaining process: ambiguous and frustrating When the teachers union finally completed the bargaining process with the province, both parties left the table feeling satisfied that they had achieved some of their objectives. This exemplifies which kind of bargaining situation? Mutual gainsWhich of the following statements about conflict is true? Question 67 options: Conflict has a marginal effect on interdependent relationships. Conflict can occur when two parties are working toward the same goal and generally want the same outcome or when both parties want very different outcomes. When stereotype threat is activated: Question 68 options: women are not affected by the negative stereotypes that are active, and men do better because of the positive stereotypes. women do better because of the negative stereotypes that are active, and men do worse because of the positive stereotypes. women do worse because of the negative stereotypes that are active, and men are not affected. women do worse because of the negative stereotypes that are active, and men do better because of the positive stereotypes. Compared with negotiators with neutral feelings, those with anxious feelings did all of the following, except? Remained in the negotiation longer Distributive bargaining strategies: can cause negotiators to ignore what the parties have in common. All of the following are considered important steps in the integrative negotiation process, except? Question 70 options: Refusing to negotiate as a group.Which of the following processes is central to achieving almost all integrative agreements? Question 35 options: Emphasizing the commonalties between the parties All of the following factors contribute to the development of trust between negotiators, except? Question 57 options: We are more likely to trust negotiators who make concessions. We often mistrust people who are dependent upon us because we are in a position to help or hurt them. A pro-social orientation is a tendency to prefer: Question 60 options: an accommodating conflict management style. a competing conflict management style. an avoidance conflict management style. a collaborating conflict management style. Which of the following types of frames refers to a predisposition toward satisfying a broader set of interests or needs in negotiation? Question 3 options: Identity frame Aspiration frame Perception is: a factor that can affect how meanings are ascribed. Good distributive bargainers will: ensure that there is enough room in the bargaining range to make some concessions.Which of the following factors, or clues, usually indicate that an integrative approach to negotiation is appropriate? Question 52 options: The negotiation includes a single issue. The negotiation is unlikely to ever occur again. The parties have varying preferences across the issues. What approach can parties use to generate alternative solutions by redefining the problem or problem set? Nonspecific compensation The "snow job" tactic occurs when: negotiators overwhelm the other party with too much information Which of the following factors contribute to conflicts' destructive image? Question 56 options: Misperception and bias When successive concessions get smaller, the most obvious message is that: Question 55 options: the negotiator is reaching the fatigue point. the negotiator has passed the resistance point. the concession maker's position is resistance point is being reached. Which guideline should be used in evaluating options and reaching a consensus? Question 54 options: Be alert to the influence of intangibles in selecting options In explaining another person's behaviour, the tendency is to overestimate the causal role of _____ factors and underestimate the causal role of _____ factors. Question 53 options: situational; personal external; personal personal; situational When confronted with complex problems, or a large number of alternative options, which of the following steps is necessary? Question 51 options: Broaden the range of solution options. Decide on which criteria to use while evaluating options. Maintain a focus on the influence of tangibles in selecting options. Evaluate the solutions on the basis of quality and acceptability. Which of the following is a win-lose strategy, similar to that of competition, while having a very different image? Question 50 options: AvoidanceEngagement Collaboration Accommodation Which conceptual element of Machiavellianism assets that High Machs are suspicious of others? Question 49 options: Distrust Which of the following questions can be asked to facilitate nonspecific compensation? Question 48 options: What are the other party's goals and values? When people do not trust each other, they are more likely to engage in which of the following behaviours? Question 47 options: Positional bargaining An interest is considered instrumental and intrinsic if: Question 46 options: the parties value the interest in and of itself. All of the following are considered intangible factors in a negotiation, except? Question 45 options: Final agreed price on a contractIn which of the following strategies is the key attitude, "You win, I lose"? Question 44 options: Accommodative Negotiation An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following? Question 43 options: Particular types of frames may lead to particular types of agreements. Negotiators can use more than one frame. Specific frames may be likely to be used with certain types of issues. What are the most critical precursors for achieving negotiation objectives? Question 42 options: Goal setting and target planning Defining frames and setting goals Effective strategizing, planning, and preparation The opening stance is: Question 4 options: another name for the first round of concessions. a package of concessions. the first price that a buyer quotes to a seller. the attitude to adopt during the negotiation. Research suggests activating a stereotype may motivate a person to:Question 5 options: act in a manner that contradicts that stereotype. act in a manner consistent with that stereotype. Halo effects occur when: Question 6 options: people generalize about a variety of attributes based on the knowledge of one attribute of an individual. Which of the following lists the stages of the perceptual process in the correct order? Stimulus, attention, recognition, translation, behaviour A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is what kind of a situation? Question 7 options: Win-lose Win-win A common goal is one in which: Question 8 options: individuals with different personal goals agree to combine them in a collective effort. all parties work together to achieve some output that will be shared. the parties work toward a common end but may benefit differently. all parties share the result equally. Which of the following cognitive biases refers to the tendency of negotiators to settle quickly in negotiation and then subsequently feel discomfort about a win that comes too easily? Question 9 options: The winner's curseNegotiators using the ______ tactic ask for a proportionally small concession on an item that hasn't been discussed previously to close the deal. Question 10 options: Good Cop/Bad Cop Lowball/Highball Nibble In which of the following engagement strategies is there usually a variable amount of resources to be divided? Question 11 options: Competition Accommodative Distributive negotiation Integrative negotiation A negative mood increases the likelihood that the actor will: Question 12 options: be less persistent in attempting to achieve their objectives. increase belligerent behaviour toward the other. Which of the following hardball tactics is based on the theory that the use of extreme offers will cause the other party to re-evaluate his or her own opening offer and move closer to or beyond their resistance point? Question 13 options: Good Cop/Bad Cop Bogey Lowball/HighballHardball tactics are designed to: Question 14 options: eliminate risk for the person using the tactic. be used primarily against powerful negotiators. clarify the user's adherence to a distributive bargaining approach. pressure targeted parties to do things they would not otherwise do. Aggressive behaviour tactics include all of the following, except? Question 15 options: Asking the other party to explain and justify their proposals item by item. Asking for the best offer at the end of negotiations. Reactive strategies: Question 16 options: can make negotiators feel threatened and defensive The endowment effect: is the tendency to overvalue something you own or believe you possess. Which of the following hardball tactics pretends that an issue of little or no importance to them when in reality the issue is very important? Question 17 options: Bogey The availability of information bias operates with which of the following statements? Question 18 options: When negotiators sometimes maintain commitment to a course of action even when that commitment constitutes irrational behaviour on their part. When information that is presented in vivid, colourful, or attention-getting ways becomes easy to recall and thus also becomes central and critical in evaluating events and options.A joint goal is one in which: Question 19 options: all parties work together to achieve some output that will be shared. individuals with different personal goals agree to combine them in a collective effort. The objective of both parties in distributive bargaining is to obtain as much of what as possible? Question 20 options: Resistance point Bargaining range In which of the following conflict management strategies do actors show high concern for attaining their own outcomes and high concern for whether the other party attains his or her outcomes? Question 21 options: Yielding Contending Avoiding Problem solving Characteristics of collaborative strategies include all of the following, except? Question 22 options: Pursuit of individual goals Which of the "big five" personality factors refers to being sociable, assertive, and talkative? Question 23 options: Extroversion The endowment effect:Question 24 options: is making attributions to the person or the situation. is drawing conclusions from small sample sizes. is when negotiators believe that their ability to be correct or accurate is greater than actually true. is the tendency to overvalue something you own or believe you possess. It appears that the motivation to make a good impression by negotiating more assertively can be a double-edged sword for: Question 25 options: women. All of the following distinguish strategy from tactics, except? Question 26 options: Goals The distinction between mood and emotion is based on which of the following characteristics, except? Question 27 options: Intensity Specificity Conformity Which of the following dilemmas concerns how much of the truth to disclose to the other party in a negotiation? Dilemma of morality In nonspecific compensation: one person is allowed to obtain his/her objectives and "pay off" the other person for accommodating his interests. Which of the "big five" personality factors refers to being responsible, organized, achievement oriented? Conscientiousness