Question 1

Which of the following methods is recommended for enhancing technology-mediated negotiations?
A)Immediately getting down to business by starting to negotiate
B)Technology-mediated schmoozing
C)Initial face-to-face experience
D)A phone call with the counterparty after an agreement is negotiated

Accepted Answer

Initial face-to-face experience is recommended for enhancing technology-mediated negotiations because it helps to establish rapport, build trust, and establish a personal connection before turning to technology for subsequent negotiations. This can improve communication and understanding between the parties involved.

Question 2

When it comes to risk taking in negotiation,such as choosing between a risk-averse course of action and a risk-seeking course of action,which of the following statements is most true?
A)People are more risk averse when making decisions electronically than face-to-face
B)People are less risk averse when making decisions electronically than face-to-face
C)There is no discernable difference in risk-taking behavior between face-to-face interactions versus electronically-mediated groups
D)People are initially more risk averse when interacting electronically,and then over time,grow to be risk-seeking

Accepted Answer

Research indicates that the impersonal nature of electronic communication can reduce the perceived risk, leading individuals to be less risk-averse compared to face-to-face interactions where social presence and pressure might encourage more conservative decision-making.

Question 3

With regard to inter-generational negotiation,people hold different values.The _____ generation holds values such as personal sacrifice,persistence,and setting aside self-interests as vitally important.This generation prefers to communicate face-to-face and imparts great faith in a person's spoken word.
A)boomer
B)millennial
C)generation X
D)traditional

Accepted Answer

The description given matches with the values and communication preferences of the traditional generation. The boomers and generation X also value personal sacrifice and persistence, but they are more inclined towards technology and may prefer email or text communication over face-to-face. The millennials value transparency and work-life balance over personal sacrifice and may prefer digital communication over face-to-face.

Question 4

According to the place-time model of social interaction,______ is the potential information-carrying capacity of social interaction medium.
A)framing effect
B)reciprocity
C)emotional intelligence
D)richness

Accepted Answer

The potential information-carrying capacity of social interaction media refers to the richness of the medium. This refers to the ability of the medium to convey multiple cues such as verbal, nonverbal, and contextual information. The richer the medium, the more potential for conveying complex, nuanced messages.

Question 5

With regard to intergenerational negotiation,the _____ generation has vast numbers of relationships,but few of them are deep.They spend more time communicating virtually than face-to-face.Their personal and work networks are vital to their on-the-fly learning and problem solving skills.Armed with tools for working anywhere at any time,this generation puts more value in leading a balanced life and flexibility with their work and life demands.
A)boomer
B)generation X
C)traditional
D)millennial

Accepted Answer

The description fits the millennial generation, who are known for being tech-savvy and valuing work-life balance and flexibility. Boomers and traditional generations are known for valuing face-to-face communication and maintaining deep relationships, while generation X falls in between these two generations in terms of communication style and values.

Question 6

The ______ is the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not. A)11^th hour negotiation effect B)framing effect C)temporal synchrony bias D)fundamental attribution error

Accepted Answer

Temporal synchrony bias is the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not. This can lead to miscommunications and misunderstandings during the negotiation process. A, B, and D do not accurately describe this phenomenon.

Question 7

Flaming or acting rudely toward others in negotiation occurs more frequently through e-mail than in face-to-face interactions because:
A)people feel more status competition when interacting face-to-face
B)people lack social cues and norms when they are on e-mail
C)people are more likely to seek revenge face-to-face than they are electronically
D)people are under the influence of superrationality when interacting electronically

Accepted Answer

People may lack the social cues and norms that are present during face-to-face interactions when communicating through e-mail, leading to a higher likelihood of being rude or flaming.

Question 8

The continuation norm in e-negotiations is best described as:
A)the act of thinking about how things might have turned out differently
B)negotiators' beliefs that negotiations are worth continuing,even if they are heading towards an obvious lose-lose outcome
C)the tendency for e-communicators to ascribe diabolical intentions to the other party
D)the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not

Accepted Answer

The continuation norm in e-negotiations refers to the belief of negotiators that negotiations are worth continuing even if they seem to be heading towards an obvious lose-lose outcome. This belief is driven by the desire to maintain a good relationship with the other party and to avoid the negative outcomes of a breakdown in negotiations. Option A (thinking about how things might have turned out differently) is not related to continuation norm in e-negotiations. Option C (ascribing diabolical intentions to the other party) and Option D (behaving as if they are communicating synchronously when in fact they are not) are not related to the concept of continuation norm in e-negotiations.

Question 9

In which of the following communication mediums are negotiators most likely to misrepresent themselves and deceive others?
A)Face-to-face
B)Video-conference
C)Handwritten letter
D)E-mail

Accepted Answer

E-mail allows negotiators to carefully craft and edit messages, making it easier to misrepresent themselves and deceive others. It also lacks the nonverbal cues present in face-to-face and video-conference communication, which can give clues to deception. Handwritten letters are typically less common in negotiations and do not allow for real-time communication.

Question 10

With regard to schmoozing and social interaction in e-negotiations,all of the following are true,except:
A)the volume of conversational turn-taking (the back and forth interaction)facilitates trust and rapport
B)schmoozing involves social interactions that are non task-related
C)schmoozing is relatively cost-effective (i.e.,does not involve significant amounts of time and money investment)
D)schmoozing done before negotiations take place is risky and increases the likelihood of an impasse

Accepted Answer

Schmoozing before negotiations can actually build rapport and facilitate trust, leading to better outcomes. It is important, however, to have a balance between social interactions and task-related discussions during negotiations.

Question 11

Building trust and rapport is critical for negotiation success.The more the face-to-face contact between negotiators and the greater the rapport,the greater the likelihood of ________.
A)integrative outcomes
B)risk taking
C)task conflict
D)gain framing

Accepted Answer

Building trust and rapport can lead to integrative outcomes which means both parties can achieve their goals or interests without compromising with each other. This can only happen when the negotiators have open communication and a good relationship. Risk taking, task conflict and gain framing may or may not be a result of building trust and rapport as they depend on various other factors.

Question 12

In terms of information technology and social interaction,the "weak get strong" effect refers to the fact that:
A)people who might not have much influence or status in a face-to-face setting have more status in an electronic forum
B)people who make an extreme first offer hardly ever receive that offer and must back down four times as often
C)making a strong initial offer,regardless of one's actual BATNA,is more strategic than making a moderate first offer
D)people behave in a more aggressive fashion when interacting via information technology

Accepted Answer

In online settings, people may have their influence and status determined more by the quality of their contributions rather than their physical appearance or social background. This can allow individuals who may be perceived as "weak" in face-to-face interactions to gain more influence and status in online forums.

Question 13

The U.S.generation born approximately at the end of the 2^nd World War up to 1964 are traditionally called the "Baby Boom" or "Boomer" generation.As negotiators,one of their main beliefs is: A)that personal sacrifice in negotiation is necessary B)to avoid direct confrontation - negotiate virtually whenever possible C)that everything is negotiable D)that a negotiator must set aside their personal interests when negotiating

Accepted Answer

The Baby Boom generation is known for having a belief that "everything is negotiable," which means they are more likely to negotiate and seek compromise in all aspects of life, including in negotiation situations. They grew up in a time of social and political change and were exposed to various ideas and ways of thinking, making them open to negotiation and compromise.

Question 14

Negotiators can make an impact in a negotiation by hand gestures,choices of clothing,jewelry,and seating choice at a table.These impactful behaviors are best known as:
A)nonverbal communication
B)kinetic behavior
C)emblems
D)paraverbal behavior

Accepted Answer

These behaviors are related to nonverbal communication, which refers to any form of communication that does not involve words, such as body language, facial expressions, and tone of voice.

Question 15

If a negotiator has less power than the counterparty and an unattractive BATNA,which communication medium might help the less-powerful negotiator claim more resources?
A)E-mail
B)Telephone
C)Instant messaging
D)Face-to-face

Accepted Answer

E-mail can help the less-powerful negotiator claim more resources by allowing them time to carefully craft their messages and responses, consider their strategy without the pressure of immediate responses, and manage the perception of their power and negotiation position more effectively than in real-time communication methods.

Question 16

Enhanced e-negotiations are those in which negotiators attempt to personalize or enrich the interaction.All of the following are true with regard to enhancing e-negotiations,except:
A)a brief,personal disclosure over e-mail increases the likelihood of an impasse
B)a brief,personal disclosure over e-mail reduces the likelihood of impasse
C)a brief telephone call prior to e-negotiation improves joint outcomes
D)a brief telephone call prior to e-negotiation increases trust

Accepted Answer

The statement "a brief, personal disclosure over e-mail increases the likelihood of an impasse" is false. Personalizing an e-negotiation can increase rapport and trust, but it is important to be cautious about what personal information is shared and when.

Question 17

According to the place-time model of social interaction,the richest form of communication occurs when negotiators communicate face-to-face and have which channels of communication available to them?
A)Linguistic
B)Paralinguistic,linguistic
C)Visual,paralinguistic,linguistic
D)Linguistic,paralinguistic,visual,and kinetic

Accepted Answer

The richest form of communication, according to the place-time model, occurs face-to-face because it involves all channels of communication: linguistic (verbal language), paralinguistic (tone, pitch, and speed of speaking), visual (body language, eye contact), and kinetic (physical touch). This combination allows for the most nuanced and effective exchange of information.

Question 18

What information do people primarily rely upon in face-to-face negotiation that makes it such a preferred method of communication?
A)The pace of the conversation
B)Shared interests
C)The vocabulary used
D)Nonverbal signals

Accepted Answer

People primarily rely upon nonverbal signals in face-to-face negotiation, which include facial expressions, body language, tone of voice, and eye contact. These signals convey emotions, attitudes, and intentions that cannot be communicated through words alone, making face-to-face negotiation a preferred method of communication for many.

Question 19

In any discussion or meeting,there is a tendency for a minority of people to do most of the talking.A key determinant of who dominates the conversation is:
A)their age
B)their gender
C)their network of social connections
D)their status within the group

Accepted Answer

Status within the group can play a big role in determining who dominates the conversation. Those who hold higher positions or have more authority within the group are more likely to be listened to, and therefore more likely to speak up and dominate the conversation.

Question 20

If a manager wants to assemble a working group for a long,complex negotiation,what is the best communication structure for the team?
A)Written communication
B)Face-to-face,then virtual
C)Virtual,then face-to-face
D)Virtual and e-communications exclusively

Accepted Answer

For a long and complex negotiation, it is important to have effective communication and collaboration among team members. The best communication structure for the team is face-to-face communication followed by virtual communication. Face-to-face communication is important in the beginning to build rapport, establish credibility, and set expectations. It is also useful for brainstorming and problem-solving sessions. After the initial meeting, virtual communication can be used for regular updates, progress reports, and sharing documents. This allows team members to work at their own pace and from their own location, which can be more efficient and cost-effective. However, it is important to have periodic face-to-face meetings to maintain a personal connection and avoid misunderstandings or conflicts. Written communication and virtual/e-communications exclusively are not enough to build a strong working group for a complex negotiation.

Quiz 12: Negotiating Via Information Technology

Which of the following methods is recommended for enhancing technology-mediated negotiations?

When it comes to risk taking in negotiation,such as choosing between a risk-averse course of action and a risk-seeking course of action,which of the following statements is most true?

According to the place-time model of social interaction,______ is the potential information-carrying capacity of social interaction medium.

The ______ is the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not.

Flaming or acting rudely toward others in negotiation occurs more frequently through e-mail than in face-to-face interactions because:

The continuation norm in e-negotiations is best described as:

In which of the following communication mediums are negotiators most likely to misrepresent themselves and deceive others?

With regard to schmoozing and social interaction in e-negotiations,all of the following are true,except:

Building trust and rapport is critical for negotiation success.The more the face-to-face contact between negotiators and the greater the rapport,the greater the likelihood of ________.

In terms of information technology and social interaction,the "weak get strong" effect refers to the fact that:

The U.S.generation born approximately at the end of the 2nd World War up to 1964 are traditionally called the "Baby Boom" or "Boomer" generation.As negotiators,one of their main beliefs is:

Negotiators can make an impact in a negotiation by hand gestures,choices of clothing,jewelry,and seating choice at a table.These impactful behaviors are best known as:

If a negotiator has less power than the counterparty and an unattractive BATNA,which communication medium might help the less-powerful negotiator claim more resources?

Enhanced e-negotiations are those in which negotiators attempt to personalize or enrich the interaction.All of the following are true with regard to enhancing e-negotiations,except:

According to the place-time model of social interaction,the richest form of communication occurs when negotiators communicate face-to-face and have which channels of communication available to them?

What information do people primarily rely upon in face-to-face negotiation that makes it such a preferred method of communication?

In any discussion or meeting,there is a tendency for a minority of people to do most of the talking.A key determinant of who dominates the conversation is:

If a manager wants to assemble a working group for a long,complex negotiation,what is the best communication structure for the team?

The U.S.generation born approximately at the end of the 2^nd World War up to 1964 are traditionally called the "Baby Boom" or "Boomer" generation.As negotiators,one of their main beliefs is: