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Relationships in Negotiation MCQ

Relationships are a resource that can be used but also need to be replenished.

True

False

Answer

Correct Answer: True

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Using a relationship route is a very “cheap” way of influencing people.

True

False

Answer

Correct Answer: True

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Inconsistency will help build dependable relationships and trust.

True

False

Answer

Correct Answer: False

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Impression management is a conscious management of appearances.

True

False

Answer

Correct Answer: True

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An important issue to consider in negotiations is the possibility of the perception that trust has been broken.

True

False

Answer

Correct Answer: True

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The best way to repair trust is ______.

Justify

Vent

Forgive

Apologize

Answer

Correct Answer: Apologize

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Lewicki and Bunker (1996) identify 3 stages of trust based on , , and __.

Relationships; reality; reason

Liking; reciprocity; good judgment

Calculus; knowledge; identification

Exchanges; power; discipline

Answer

Correct Answer: Calculus; knowledge; identification

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According to the text, ______ is the willingness to act on the words, actions, and decisions of another party.

Trust

Reciprocity

Altruism

Relationship-building

Answer

Correct Answer: Trust

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Relationships are judged on standards considered ______ exchange.

Rules of

Generalized

Reciprocal

Negotiated

Answer

Correct Answer: Rules of

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Relationship power is also known as ______ power.

Resource

Expert

Coercive

Referent

Answer

Correct Answer: Referent

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Self monitoring is the ability to know how you are being _____ by others.

Perceived

Recognized

Viewed

All of these

Answer

Correct Answer: All of these

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Rules of exchange are the standards by which one judges another’s _____ in a relationship.

Viewpoints

Idea’s

Perspective

Actions

Answer

Correct Answer: Actions

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The potential influence an individual has as a result of _____ with other people.

Relationships

Personal ties

Both a and b

None of these

Answer

Correct Answer: Both a and b

Note: This Question is unanswered, help us to find answer for this one

Relationship power is also known as expert power.

True

False

Answer

Correct Answer: False

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Relationship power is also known as referent power.

True

False

Answer

Correct Answer: True

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_____ is a rule of exchange describing when one person is willing to provide for another and expects to be paid back at some point in the future.

Negotiated exchange

Generalized exchange

Reciprocal exchange

All of theses

Answer

Correct Answer: Reciprocal exchange

Note: This Question is unanswered, help us to find answer for this one

_____ is a rule of exchange describing when one person is willing to provide for another and expects to be paid back immediately.

Negotiated exchange

Generalized exchange

Reciprocal exchange

All of theses

Answer

Correct Answer: Negotiated exchange

Note: This Question is unanswered, help us to find answer for this one

Impression management is a _____ management of how someone else perceives you.

Conscious

Unconscious

Insensible

Inattentive

Answer

Correct Answer: Conscious

Note: This Question is unanswered, help us to find answer for this one

_____ is a rule of exchange describing when one person is willing to provide for another regardless of when they might be paid back.

Negotiated exchange

Generalized exchange

Reciprocal exchange

All of theses

Answer

Correct Answer: Generalized exchange

Note: This Question is unanswered, help us to find answer for this one

_____ is when one’s goal is to keep another person happy at the expense of oneself.

Altruism

Hedonism

Selfishness

All of theses

Answer

Correct Answer: Altruism

Note: This Question is unanswered, help us to find answer for this one

Relationships in Negotiation MCQ

Relationships are a resource that can be used but also need to be replenished.

Using a relationship route is a very “cheap” way of influencing people.

Inconsistency will help build dependable relationships and trust.

Impression management is a conscious management of appearances.

An important issue to consider in negotiations is the possibility of the perception that trust has been broken.

The best way to repair trust is ______.

Lewicki and Bunker (1996) identify 3 stages of trust based on ______, ______, and ______.

According to the text, ______ is the willingness to act on the words, actions, and decisions of another party.

Relationships are judged on standards considered ______ exchange.

Relationship power is also known as ______ power.

Self monitoring is the ability to know how you are being _____ by others.

Rules of exchange are the standards by which one judges another’s _____ in a relationship.

The potential influence an individual has as a result of _____ with other people.

Relationship power is also known as expert power.

Relationship power is also known as referent power.

_____ is a rule of exchange describing when one person is willing to provide for another and expects to be paid back at some point in the future.

_____ is a rule of exchange describing when one person is willing to provide for another and expects to be paid back immediately.

Impression management is a _____ management of how someone else perceives you.

_____ is a rule of exchange describing when one person is willing to provide for another regardless of when they might be paid back.

_____ is when one’s goal is to keep another person happy at the expense of oneself.

Lewicki and Bunker (1996) identify 3 stages of trust based on , , and __.