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Multiple Choice Quiz
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1
In relationship negotiations, parties should never make concessions on substantive issues to preserve or enhance the relationship.
A)True
B)False
2
Parties who are in a communal-sharing relationship (or who expect to have future interaction) focus their attention more on the other party's outcomes as well as their own.
A)True
B)False
3
An individual can only have one reputation as a negotiator because he/she acts the same in different negotiation settings.
A)True
B)False
4
Systemic justice is about the way that organizations appear to treat groups of individuals.
A)True
B)False
5
Idiosyncratic deals are much more common today, and they are not reserved only for a special few.
A)True
B)False
6
Laboratory experimentation and controlled research is much easier to conduct than field research because studying live negotiators in the middle of an often complex negotiation causes them to object to all but one of the following? Which one?
A)to conduct interviews.
B)to ask questions.
C)to publicly report actual successes.
D)to publicly report actual failures.
E)They object to all the above.
7
An example of authority ranking as a form of relationship would include
A)college roommates
B)fraternal organizations
C)auto salesperson and buyer
D)soldiers and their commander
E)church congregates
8
In calculus-based trust
A)the trustor calculates the value of creating and sustaining trust in the relationship relative to the costs of severing it.
B)the relationship develops over time, largely because the parties develop a history of experience with each other which allows them to predict the other's behavior.
C)regular communication and courtship are key processes.
D)the parties effectively understand and appreciate the other's wants.
E)All of the above statements are inherent in calculus based trust.
9
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
10
In discussing processes that lead to effective integrative negotiations, Fisher and Ertel suggest all but one of the following diagnostic steps one can take when seeking to improve or repair a relationship. Which one is not one of their suggestions?
A)What might be causing any present misunderstanding, and what can I do to understand it better?
B)What might be causing one or both of us to get upset, and what can I do to balance emotion and reason?
C)What might be causing one or both of us to feel coerced, and what can I do to put the focus on persuasion rather than coercion?
D)What might be needed for both of us to repair a broken public trust, should we plan to appear in the local news media to apologize?
E)What might be causing one or both of us to feel disrespected, and what can I do to demonstrate acceptance and respect?





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