SSC301 F2
A Correct Answer: 64. Constructive bargaining relationships are typically marked by conditions of
A. high trust.
B. high distrust.
C. high vigilance.
D. high monitoring behaviors.
E. Constructive bargaining relationships are typically not marked by any of the above ...
constructive bargaining relationships are typically marked by conditions of
how parties treat each other in one to one relationships is th
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SSC301 F2
A Correct Answer: 64. Constructive bargaining relationships are typically marked by conditions of
A. high trust.
B. high distrust.
C. high vigilance.
D. high monitoring behaviors.
E. Constructive bargaining relationships are typically not marked by any of the above conditions.
D Correct Answer: 65. The inaction mediation strategy involves
A) mediator application of rewards and inducements to entice the parties into making concessions and
agreements.
B) trying to force the parties to reduce their levels of aspiration in the absence of perceived potential for
an integrative resolution.
C) assisting the parties to engage in integrative exchange, as they would in win-win negotiation in the
mediator's absence.
D) standing back from the dispute, leaving the parties to work things out on their own.
B Correct Answer: 66. How parties treat each other in one-to-one relationships is the process of which
of the following justices?
A) Procedural
B) Interactional
C) Systemic
D) Distributive
E) None of the above
E Correct Answer: 67. Research studies have shown that individuals who are strongly Machiavellian are
A) more willing and able con artists.
B) more likely to lie when they need to.
C) better able to tell bigger lies with out feeling anxious about it.
D) more persuasive and effective in their lies.
E) Individuals who are strongly Machiavellian have all of the above
B Correct Answer: 68. A common goal is one in which
A) all parties share the result equally
B) the parties work toward a common end but benefit differently
C) all parties work together to achieve some output that will be shared
D) individuals with different personal goals agree to combine them in a collective effort.
, E) All of the above are characteristics of a common goal.
E Correct Answer: 69. Effective planning requires hard work on the following points:
A) Defining the issues
B) Defining the bargaining limit
C) Defining interests
D) Defining limits and alternatives
E) All of the above
E Correct Answer: 70. The best way to manage perceptual and cognitive biases is:
A) to be aware that they exist.
B) to participate in group discussions.
C) to tell people about the bias.
D) complete a questionnaire.
E) All of the above help manage biases but may not be enough in and of themselves.
E Correct Answer: 71. The media increasingly provide opportunities for "disorganized majorities" to
have a voice through all but one of the following. Which one?
A) Web-based chat rooms.
B) Call-in talk shows.
C) Weblogs.
D) Media polls.
E) Petitions.
B Correct Answer: 72. When successive concessions get smaller, the most obvious message is that
A) the negotiator is reaching the fatigue point.
B) the resistance point is being reached.
C) the concession maker's position is weakening.
D) the negotiator has passed the resistance point.
E) None of the above.
E Correct Answer: 73. Which of the following conclusions about the issue of fairness is not a true
statement?
A) Involvement in the process of helping to shape a negotiation strategy increases commitment to that
strategy and willingness to pursue it.
B) Negotiators (buyers in a market transaction) who are encouraged ("primed") to think about fairness
are more cooperative in distributive negotiations.
C) Parties who are made offers they perceive as unfair may reject them out of hand, even though the
amount offered may be better than the alternative settlement, which is to receive nothing at all.
D) Establishment of some "objective standard" of fairness has a positive impact on the negotiations and
satisfaction with the outcome.
E) All of the above are true statements.
A Correct Answer: 74. How can we reward people for what they say during a negotiation?
A) acknowledge and support a point that they have made
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