Question 1

One reason why it is difficult for negotiators to recover from making a bad impression is related to the "forked tail effect" which means that:

Accepted Answer

The "forked tail effect" refers to the tendency to view someone in a negative light once a negative impression has been formed. This means that even positive qualities or actions may be viewed negatively because they are associated with the person who made the bad impression. This makes it difficult for negotiators to regain trust or change the perception of the other party once a bad impression has been made. Options A, B, and D do not accurately describe the "forked tail effect."

Question 2

The resources that people exchange in a relationship vary in its terms of ______,or how much utility we derive from who is providing the resource,and _____,or the resource's tangibility.

Accepted Answer

The terms being described in the statement are particularism (how much utility we derive from who is providing the resource) and concreteness (the resource's tangibility). Option A (identity and scarcity) does not accurately describe the terms being referred to. Option C (social status and reciprocity) and option D (fairness and similarity) are not directly related to the specific terms mentioned in the statement.

Question 3

In negotiation,the reactance principle is the tendency for people to:

Accepted Answer

The reactance principle refers to the idea that people have a natural tendency to do the opposite of what someone tells them to do if they feel they are not given a choice. This can be particularly relevant in negotiations where one party may feel pressured or forced into accepting a deal or offer, leading them to resist or push back against it. Understanding this principle can help negotiators to approach conversations in a way that allows both parties to feel that they have some degree of agency or control, which can lead to better outcomes for all involved.

Question 4

Which of the following should be one of the first steps a negotiator should take to effectively repair broken trust?

Accepted Answer

Allowing the counterparty to vent and express their feelings can help them feel heard and acknowledged. This can be an important first step in repairing broken trust. It shows that you are willing to listen and understand their perspective, which can help to build towards a resolution. Discussing who was right or wrong or immediately apologizing may not be productive until both parties have had a chance to express themselves. Defending your actions may further damage trust.

Question 5

Negative emotions don't always negatively affect outcomes.Which of the following negative states can foster the development of integrative outcomes in negotiation because it can drive a search for information?

Accepted Answer

Suspicion can foster the development of integrative outcomes in negotiation because it can drive a search for information. Suspicion motivates the parties to investigate and gather information that could be useful in reaching an agreement that is acceptable to both parties.

Question 6

Regarding the types of conflict that can occur in relationships,_____ is a depersonalized form of conflict,consisting of the argumentation about the merits of ideas,plans,and projects,independent of the identity of the people involved.

Accepted Answer

Task conflict is a depersonalized form of conflict that focuses on disagreements about goals, ideas, and plans. It occurs when people have different viewpoints or ideas about how to approach a task, project, or problem. This type of conflict can be beneficial for the relationship and lead to more creative and innovative solutions if managed effectively. Personal conflict (A) is focused on the individuals involved and their personal differences, while the lose-lose effect (C) refers to a situation where both parties feel they have lost something in the conflict, and illusory conflict (D) is a conflict that is perceived to exist but does not actually exist.

Question 7

Negotiators often develop trusting,long-term relationships with people who are physically close to them,or located nearby.This effect is known as the:

Accepted Answer

The propinquity effect refers to the increased likelihood of forming relationships with people who are physically close or nearby. This can lead to the development of trust over time, which can be beneficial for negotiators in building long-term relationships. The other options are not relevant to this concept.

Question 8

There are two key problems with deterrence-based trust systems.First,they can backfire,and second:

Accepted Answer

Deterrence-based trust systems are costly to develop and maintain due to the need for constant monitoring and enforcement mechanisms.

Question 9

The _____ route to building trust is based on rational and deliberate thought and consideration._____ trust is based on intuition and emotion.

Accepted Answer

The first blank requires a word that indicates rational and deliberate thought, which is covered by "cognitive" in option B. The second blank requires a word that indicates intuition and emotion, which is covered by "affective" in option B. Therefore, option B is the best choice.

Question 10

When considering a person's reputation in negotiation,which of the following is most true?

Accepted Answer

Reputations are formed quickly in negotiations as a result of both firsthand and secondhand experiences. People tend to rely on past experiences and other people's opinions when forming their perceptions of others in negotiations. Therefore, it is important to be aware of and manage one's reputation to avoid negative perceptions that may affect the outcome of negotiations.

Question 11

Of the different psychological methods that negotiators can employ to build trust with the counterparty,the use of which principle can make a counterparty feel obligated to return in kind what the negotiator has offered or given to them?

Accepted Answer

The reciprocity principle states that people tend to feel obligated to return a favor, service, or offer that they have received from someone else. This can be an effective way for negotiators to build trust with the counterparty by offering something of value, which can elicit a reciprocal response and help to establish a positive working relationship. The propinquity effect and mere-exposure effect relate to proximity and familiarity, respectively, while functional distance pertains to the physical or organizational barriers that can impede communication and collaboration.

Question 12

People often have a negative reaction when they perceive that someone is controlling their behavior or limiting their freedom.When people think their behavior is controlled by extrinsic motivators:

Accepted Answer

When people believe that their behavior is being controlled by extrinsic motivators, their intrinsic motivation may be reduced. This means that their internal drive to perform an activity decreases because they no longer feel that they are doing it for the inherent enjoyment or satisfaction, but rather because of external pressure. This can lead to a decrease in engagement and commitment, and may result in a lack of long-term behavior change.

Question 13

In regard to reestablishing trust,a negotiator's ability to ________ is directly related to how satisfied the other party feels,independent of the monetary value of the outcome.

Accepted Answer

Understanding emotion is the best choice because reestablishing trust involves addressing not just the practical aspects of a negotiation, but also the emotional ones. A negotiator who can empathize with the other party's concerns and feelings will be better able to create a mutually satisfying outcome that restores trust. Defending their position (A), finding reasons for failure (B), and thinking critically (D) may all be important skills for a negotiator, but they are not as directly related to reestablishing trust as understanding emotions.

Question 14

With regard to the three different types of trust that negotiators can form in their relationships with a counterparty,identification-based trust results from:

Accepted Answer

Identification-based trust results from a deep understanding of the other party's values and beliefs, which leads to empathy and an ability to predict their behavior. This type of trust requires a significant degree of personal interaction and relationship building. It is not related to seeing another person as a bad role model or trusting that the counterparty will stand behind their issued threats, and while reciprocating behavior can build trust, it is not necessarily identification-based trust.

Question 15

Knowledge-based trust is grounded in behavioral predictability and it occurs when a person has enough information about others to understand them and accurately predict their behavior.Whenever informational uncertainty or asymmetry characterizes a relationship,it provides opportunity for deceit,and one or both negotiators risk ______.

Accepted Answer

Whenever there is informational uncertainty or asymmetry, there is a risk of exploitation by one or both negotiators. This is the most relevant option. The other options are not directly related to the concept of knowledge-based trust.

Question 16

Some negotiation relationships are purely business-related; others are entirely personal.Some are a mix of business and personal and are known as:

Accepted Answer

Embedded relationships are a mix of business and personal connections. In such relationships, emotions and behavior are intertwined with the business objectives. These connections can play a big role in the negotiation process as they can impact the way participants behave and the decisions they make.

Question 17

When friends and family do business together,the relationship is more complex and is known as:

Accepted Answer

An embedded relationship refers to a situation where friends and family members engage in business transactions or collaborations. In this type of relationship, personal and professional boundaries tend to become blurred, which can make the relationship more complex than a purely professional one. There may be emotional and social pressures involved that can make decision-making more challenging. Therefore, choice A is the best answer. Schmoozing refers to building relationships through conversations and networking. A swift trust relationship occurs when people quickly establish trust in a new situation. Cognitive conflict occurs when people have different beliefs or opinions that lead to disagreement. None of these options fully captures the complexity of relationships between friends and family members in business.

Question 18

Of the three types of trust systems that can be formed in relationships,knowledge-based trust systems:

Accepted Answer

Knowledge-based trust systems are based on a mutual understanding of each other's competence, reliability, and integrity. This understanding increases the parties' dependence and commitment towards each other, making it more difficult for them to break the relationship. Therefore, option D is the correct answer. Option A is incorrect as knowledge-based trust systems do not rely on extrinsic motivators. Option B is not entirely true as it may not always be expensive to maintain a knowledge-based trust system. Option C is incorrect as empathy is not the only factor involved in knowledge-based trust systems.

Question 19

Negotiators often make dispositional,as opposed to situational,attributions for the questionable behavior of the other party which can threaten trust.Which of the following can be characterized as a dispositional attribution for a negotiator's late arrival to a meeting?

Accepted Answer

Arrogance is a dispositional attribution, which means that the negotiator is attributing the other party's late arrival to their personality or character flaws, rather than situational factors such as traffic or lost keys. This can threaten trust between the parties and make it harder to reach a mutually beneficial agreement.

Question 20

The Subjective Value Inventory is a survey that assesses the four major concerns held by negotiators: feelings about their instrumental outcomes,feeling about themselves,feelings about the negotiation process,and:

Accepted Answer

The fourth major concern held by negotiators, according to the question, is about their relationships. The Subjective Value Inventory assesses negotiators' feelings about these four concerns, including their relationships with the other party involved in the negotiation. Therefore, the best choice is A, feelings about their relationships.

Quiz 6: Establishing Trust and Building a Relationship