MCQs > Finance & Management > Negotiation Skills MCQs > Intangible Interests in Negotiation MCQs

Intangible Interests in Negotiation MCQ

Our emotional appeal taps into the tangible values of the other party.

Answer

Correct Answer: False

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Inconsistencies can cause one to “save face.”

Answer

Correct Answer: False

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Identity threats are experiences when an individual perceives “harm to the value or meaning of an identity.”

Answer

Correct Answer: True

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In a negotiation, respect makes it more likely for one to engage in inappropriate behavior.

Answer

Correct Answer: False

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Seeking to align actions with thoughts is cognitive dissonance.

Answer

Correct Answer: True

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Identity can be ______.

Answer

Correct Answer: Multifaced or layered

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______-based identify result from the relationships that are meaningful.

Answer

Correct Answer: Relationship

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According to the text, which of the following help us feel comfortable in the world?

Answer

Correct Answer: Identity

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______ interest can be easily traded.

Answer

Correct Answer: Tangible

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______ is (are) an example of a tangible interest, while ______ is (are) an intangible interest.

Answer

Correct Answer: Working conditions; recognition

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Identity derived from the things one has or the stories one tells is called?

Answer

Correct Answer: Symbol based identity

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Standard is “A practice, policy, or reference point that gives a decision legitimacy” (Diamond, 2010).

Answer

Correct Answer: All of these

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Save face is when an individual is put into a position where he or she has been seen as _____ with a desired sense of self.

Answer

Correct Answer: All of the above

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Identity derived from central roles one holds is known as?

Answer

Correct Answer: Role-based identity

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Identity derived from the meaningful relationships one has is known as?

Answer

Correct Answer: Relationship-based identity

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A Loose face is when an individual is put into a position where he or she is seen as _____ with a desired sense of self.

Answer

Correct Answer: Inconsistent

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Intangible interests that originate from what individuals see as universally _____ are called Interests in people.

Answer

Correct Answer: Appropriate or Ethical

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When an individual perceives harm to a valued identity is called Identity threat.

Answer

Correct Answer: True

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_____ is how one defines oneself.

Answer

Correct Answer: All of the above

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Identity derived from membership in important groups is called?

Answer

Correct Answer: Group-based identity

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Emotional appeal is a negotiation tactic based on getting the other side to _____ you are negotiating.

Answer

Correct Answer: Both a and b

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Consistency is the desire for past actions or attitudes to align with current and future actions or attitudes.

Answer

Correct Answer: False

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Cognitive dissonance is the process by which one seeks to align one’s actions with one’s _____?

Answer

Correct Answer: All of these

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More Negotiation Skills Subjects
Think About Negotiation
Negotiation Fundamentals
Planning to Negotiate
Reciprocity Negotiation
Relationships in Negotiation
Uncertainty of Negotiation
Formal Power Negotiation
Alternatives of Negotiation
Persistence and Goals
Individual Difference in Negotiation
Culture in Negotiation
Stages of Negotiation
Negotiation and Technology
Negotiating with more Person
Mediation and Arbitration
“Hardball” Tactics of Negotiation
Resource and Time Constraints
Negotiation Skills
More Resources
Negotiation Skills Skill Assessment
Negotiation Skills PDF
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