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Negotiations Practice Final
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Questions in this quiz (80)
1Respect, saving face, and being listened to are all examples of ______.
- Atangible interests
- Bintangible interests
- Ctangible values
- Dintangible values
2How an individual defines him or herself is their ______.
- Ainterest
- Bvalue
- Cbelief
- Didentity
3Which of the four main sources of identity relates to how you see yourself at school, on a team, within a religion, for example?
- AGroup-based identity
- BRole-based identity
- CRelationship-based identity
- DSymbol-based identity
4Which of the four main sources of identity relates to stories about possessions, for example?
- AGroup-based identity
- BRole-based identity
- CRelationship-based identity
- DSymbol-based identity
5______ results from the various responsibilities you hold.
- AGroup-based identity
- BRole-based identity
- CRelationship-based identity
- DSymbol-based identity
6______ results from how you see yourself vis-Ã -vis others; those that are meaningful to you.
- AGroup-based identity
- BRole-based identity
- CRelationship-based identity
- DSymbol-based identity
7If we perceive harm to the value, meanings or enactment of our self, we are experiencing a(n) ______.
- Achange in identity
- Bidentity threat
- Cpositive identity
- Dnegative identity
8If one is inconsistent in negotiation settings, he/she is said to ______.
- Abe unethical
- Bbe distance
- Csave face
- Dlose face
9If one desires something, but then finds it unattainable, one then criticizes it to reduce their ______.
- Avalue
- Bunderstanding
- Ctrust
- Ddissonance
10If you are purchasing a new car, and it may not be the most practical decision, but the salesperson is telling you all the great things you want to hear, this helps the buyer reduce his/her ______.
- Avalue
- Bunderstanding
- Ctrust
- Ddissonance
11If we are concerned with the intangible notion of what is fair or what is right, these are known as ______.
- Acognitive dissonance
- Btangible interests
- Cleverage positions
- Dinterests in principle
12Which negotiation tactic may be that someone needs to suggest an alternative that would not go “against†a previous statement?
- Ahelping others to save face
- Bmanaging tangible and intangible interests
- Cframing positions to match intangible interests
- Dthe emotional appeal
13Which negotiation tactic may be expressed in an equation such as the following: A(received) >= A(given)?
- AHelping others to save face
- BManaging tangible and intangible interests
- CFraming positions to match intangible interests
- DThe emotional appeal
14The premise behind the show American Pickers, where two guys “pick†antiques from individuals who have large collections on their property, best fits which negotiation tactic?
- AHelping others to save face
- BShowing respect
- CFraming positions to match intangible interests
- DThe emotional appeal
15Basically nicely asking for help is which of the following negotiation tactics?
- AHelping others to save face
- BManaging tangible and intangible interests
- CFraming positions to match intangible interests
- DThe emotional appeal
16The better you know the people that surround you, the more accurate you will be in being able to predict who you might be able to influence with a(n) ______?
- Aplan to save face
- Bbalance of tangible and intangible interests
- Creframing of intangible interests
- Demotional appeal
17When leveraging intangible assets, you are given more opportunity to do so because of various negotiation tactics, which relates to what benefit?
- Areciprocity
- Bshadow of the future
- Copportunity cost
- Dethics
18Responding to others’ intangible interests it the right thing to do, which relates to which benefit?
- AReciprocity
- BShadow of the future
- COpportunity cost
- DEthics
19If someone believes your focus on leveraging intangible interests is not genuine as part of the negotiation, which cost is associated with this?
- ATime and effort
- BPotential of backfiring
- CStereotypes are invoked making progress difficult
- DSoured relationships
20Which of the following is not an intangible interest?
- AHonor
- BPrivacy
- CReputation
- DPosition
21______ is the potential influence an individual has as a result of relationships or personal ties with people.
- ARespect
- BUnderstanding
- CRelationship power
- DSocial exchange
22The standards by which relationships are judged are called the ______.
- Arules of exchange
- Brules of relationships
- Crelationship transaction
- Dreciprocal exchange
23Various rules of exchange exist. Which rule of exchange is when you want to be paid back for what you provide, but don't necessarily care when?
- AGeneralized exchange
- BReciprocal exchange
- CNegotiated exchange
- DRelationship exchange
24Various rules of exchange exist. Which rule of exchange is termed as such because you decide in the moment what you give and what you receive?
- AGeneralized exchange
- BReciprocal exchange
- CNegotiated exchange
- DRelationship exchange
25When you like someone, it means you are ______ likely to adopt counter-normative arguments.
- Aless
- Bmore
- Cequally
- Dobviously
26Which stage of trust development is a very cognitive, information, and quantitative approach, in which individuals decide how much risk they are willing to expose themselves to, based on an assessment of benefits versus costs, and the probability of opportunism by the other party?
- ACalculus
- BRepair
- CKnowledge
- DIdentification
27Which form of trust repair must be sincere in order to be taken seriously?
- AApologizing
- BLetting others vent
- CEngaging in trustworthy actions
- DRefraining from trust violation to begin with
28Which form of trust repair is to be dependable over time after trust has been broken?
- AApologizing
- BLetting others vent
- CEngaging in trustworthy actions
- DRefraining from trust violation to begin with
29Which of the following negotiating tactics, to help strengthen relationships, involves self-monitoring and impressions management?
- AAppear open and friendly
- BHave a professional appearance
- CBe consistent
- DBe dependable
30Which of the following negotiating tactics, to help strengthen relationships, involves transparency so that the other party feels confident they can predict your actions?
- AAppear open and friendly
- BHave a professional appearance
- CBe consistent
- DBe dependable
31Which of the following negotiating tactics, to help strengthen relationships, involves spending time interacting, resulting in more in-group perception?
- AAlways reciprocate
- BShare experiences
- CFind similarities/common ground
- DBe dependable
32Which of the following negotiating tactics, to help strengthen relationships, could result from finding out when negotiating, that you grew up in the same town in nearby neighborhoods?
- AAlways reciprocate
- BShare experiences
- CFind similarities/common ground
- DBe dependable
33Which of the following is not a benefit to leveraging a relationship?
- AThere is no direct cost.
- BA value is extracted that would have otherwise not been possible.
- CThe potential power that can reside.
- DThere is only a perception of a relationship.
34Which of the following is not a cost of leveraging relationships?
- AA messiness or “keeping score†of who owes what to whom
- BNo cost of time or effort
- CCan weaken the relationship if not reciprocated
- DThe type of influence can be difficult to assess or manage
35When considering the ethics of managing relationships in negotiations, we must determine if our ______ support our personal standard.
- Avalues
- Binterests
- Cmotives
- Dappeals
36A person is said to have referent power over you to the extent that you identify with that person or want to be closely associated with that person.
- ATrue
- BFalse
37Over time, if rules of exchange are met or exceeded, the relationship evolves marked by trust and loyalty.
- ATrue
- BFalse
38Liking is as intense, if not deeper, as generalized exchange.
- ATrue
- BFalse
39Trust could be thought of as the willingness to act on the words, actions, and decisions of another party.
- ATrue
- BFalse
40The tit-for-tat context of information sharing relates to the negotiation tactic of always reciprocating.
- ATrue
- BFalse
41Power is just the potential to be influential; ______, however, is based on the other party acknowledging that source of power and their willingness to acquiesce as a result.
- Apotential power
- Bexpert power
- Clegitimate power
- Dactual power
42If you ask your employer why something must be done and they respond, "because I told you to," that is an example of your employer demonstrating ______.
- Aexpert
- Blegit
- Ccoercive
- Dresource
43______ is tied to fear and threat.
- Aexpert
- Blegit
- Ccoercive
- Dresource
44Raises, promotions, administrative support, praise, and recognition can all be utilized within which form of power?
- Areferent
- Bexpert
- Ccoercive
- Dresource
45Using resources as ______ instead of ______ demonstrates their use as a reward for compliance versus punishment for non-compliance.
- Asticks; carrots
- Binfluence; sticks
- Ccarrots; sticks
- Dcarrots; coercion
46Which negotiation tactic is demonstrated by pooling together individuals to better leverage power?
- AUsing resources as leverage
- BUsing legitimacy
- CBuilding coalitions
- DInvoking background power
47"If it were up to me, I would sell you this car for the price you are asking. However, I have to ask my sales manager, and I already know he will say no" is an example of which negotiation tactic?
- AUsing resources as leverage
- BUsing legitimacy
- CBuilding coalitions
- DInvoking background power
48Which of the following benefits to leveraging formal sources of power relates to one being less worried about losing and less fearful about being taken advantage of by the other side?
- AEasy for people to understand
- BTypically works, sometimes with unintended consequences
- CCan be fast in terms of time
- DProvides confidence
49Which of the following costs to leveraging formal sources of power relates to formal power being a “trap†that actually prevents you from spending time and effort to explore interests and alternative solutions?
- ABased on positions rather than interests
- B"Leaves money on the table"
- CCan substantially harm relationships
- DFuture interactions may be negatively affected
50The key to building ______ is to identify parties who have shared interests.
- Acoalitions
- Bnegotiations
- Cteams
- Dorganizational roles
51The ability to convince others can be the direct result of power.
- ATrue
- BFalse
52The extent of influence on others is static and does not vary.
- ATrue
- BFalse
53Although an organizational chart might not illustrate one's position as being particularly high or powerful, such a position can entail a large amount of potential influence.
- ATrue
- BFalse
54Control over resources is one of the least basic features of negotiation.
- ATrue
- BFalse
55Having more power certainly guarantees you will be successful in a negotiation.
- ATrue
- BFalse
56Having power makes you less likely to want to listen to others and can make it more difficult to reach integrative agreements.
- ATrue
- BFalse
57Professors have resource power in interactions only with students who care about their grades, for example.
- ATrue
- BFalse
58If you are seen as a legitimate authority as ask someone to do something, they will likely comply.
- ATrue
- BFalse
59The key to building a strong coalition is to identify the issues on which the parties have a difference of opinion.
- ATrue
- BFalse
60Sometimes the mere act of behaving as if you have power may successfully give people you are negotiating with the impression that you have power.
- ATrue
- BFalse
61______ are the benefits available from an alternative that must be foregone in order to pursue a certain action.
- AEconomies of scale
- BEconomies of scope
- COpportunity costs
- DNegotiator confidence
62Which of the following characteristics of BATNAs relates to that a BATNA can really be anything that you believe is your best option for what to do to address a negotiation conflict if you cannot reach a deal?
- ABATNAs are not just other offers.
- BEven with no good alternatives, there is always a BATNA.
- CBATNAs are not just compromises.
- DBATNAs may not be specific.
63We could say that individuals lacking ______ often do not speak as loudly or clearly, obviously affecting their verbal communication.
- Aexpertise
- Bconfidence
- Cnegotiation skills
- Dresources
64Much research has been conducted on the linkage of ______ and performance, essentially showing that the higher levels present produce better performance.
- Aexpertise
- Bresources
- Cconfidence
- Dpower
65Which negotiation tactic involves information gathering before you actually enter the negotiation?
- AImproving one's BATNA
- BDisclosing BATNA
- CExposing another's BATNA
- DWalking away
66Which negotiation tactic involves communicating to the other side that you are willing to leave, which may cause them to reassess their resistance point and the other offer currently on the table?
- AImproving one's BATNA
- BDisclosing BATNA
- CExposing another's BATNA
- DWalking away
67If a candidate has no job offers on the table, and the recruiter has no other qualified candidates lined up, which of the following is the appropriate description of resource power distribution?
- AAdvantage candidate
- BAdvantage recruiter
- CNo clear advantage
- DEqually advantageous
68Which of the following is not a cost to leveraging alternatives?
- AHurt feelings
- BDetrimental to future agreements
- CHarm to relationships
- DProvides confidence
69BATNA is singular, as there is only one ______ alternative.
- Abenefit
- Bbest
- Cbeginning
- Dbetterment
70As with confidence, power can be based on ______.
- Anegotiation skills
- Bexpertise
- Cperception
- Dagreements
71With every agreement, we give up something; that sometime represents an opportunity cost.
- ATrue
- BFalse
72According to Fisher, Ury, and Patton, BATNA is the standard against which any negotiated agreement should be measured.
- ATrue
- BFalse
73Negotiations are never affected by uncertainty.
- ATrue
- BFalse
74Research has found the more confident you are, the better you tend to perform.
- ATrue
- BFalse
75Having more experience means we are more prepared, which results in lower self-efficacy, therefore in turn resulting in higher self-confidence.
- ATrue
- BFalse
76Having a good BATNA can decrease one's confidence by giving the negotiator the an ace in the hole feeling.
- ATrue
- BFalse
77As your BATNA become stronger, you don't need the resources as much from those other parties at the table.
- ATrue
- BFalse
78Your BATNA represents the best option you are left with if the current negotiations fail and an agreement cannot be reached.
- ATrue
- BFalse
79Negotiation is about the exchange of resources, and if you can tip the scale of resource power in your favor, you can extract less value from the negotiation.
- ATrue
- BFalse
80You can be privy to another's BATNA without them even being aware of it.
- ATrue
- BFalse
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- FE Marketing Quiz on Negotiations Practice Final, created by Gabby Hoffman on 12/05/2023.
- Author
- Gabby Hoffman
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- English
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