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| 1 | |
Perception is the process by which individuals "connect" to their environment. |
| | A) | True |
| | B) | False |
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| 2 | |
If perceptual distortions and initial assumptions are correct, then negotiators may not be able to reverse their effects. |
| | A) | True |
| | B) | False |
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| 3 | |
Frames are important in negotiation because disputes are often nebulous and open to different interpretations. |
| | A) | True |
| | B) | False |
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| 4 | |
Early in a negotiation, it is common for the parties to "talk past each other." |
| | A) | True |
| | B) | False |
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| 5 | |
Negotiators always ask about the other party's perceptions and thoughts. |
| | A) | True |
| | B) | False |
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| 6 | |
Which of the following lists the stages of the perceptual process in the correct order? |
| | A) | stimulus, translation, attention, recognition, behavior |
| | B) | stimulus, behavior, translation, attention, recognition |
| | C) | stimulus, attention, recognition, translation, behavior |
| | D) | behavior, stimulus, recognition, attention, translation |
| | E) | attention, recognition, translation, behavior, stimulus. |
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| 7 | |
Frames are critical in negotiation because |
| | A) | they are a strong reflection of what negotiators define as central and critical |
| | B) | to negotiating objectives |
| | C) | they can also be shaped by the type of information chosen |
| | D) | a frame is a way of labeling these different individual interpretations of the situation |
| | E) | they allow negotiators to define and articulate an aspect of a complex social situation |
| | F) | all of the above |
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| 8 | |
Those attempting to negotiate in China recognize the value the Chinese place in saving "face." Which of the following cultural elements should also be examined in approaching discussions with the Chinese? |
| | A) | Social linkage |
| | B) | Harmony |
| | C) | Roles |
| | D) | Reciprocal obligations |
| | E) | All of the above should be considered |
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| 9 | |
The Endowment Effect |
| | A) | is making attributions to the person or the situation |
| | B) | is drawing conclusions from small sample sizes |
| | C) | is negotiators believing that their ability to be correct or accurate is greater than actually true |
| | D) | is the tendency to overvalue something you own or believe you possess |
| | E) | may be minimized by maintaining a more objective view of the process |
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| 10 | |
Negative emotions may lead parties to |
| | A) | more integrative processes |
| | B) | escalate the conflict |
| | C) | promote persistence |
| | D) | define the situation as integrative |
| | E) | more integrative outcomes |
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