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Think About Negotiation MCQ

Interdependence cannot take many forms.

True

False

Answer

Correct Answer: False

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If you spend time negotiating with someone who cannot change the outcome, then time has been wasted.

True

False

Answer

Correct Answer: True

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Avoiding conflict is the best way to get the upper hand in a negotiation.

True

False

Answer

Correct Answer: False

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Mental models are essential to the idea and thinking within a negotiation.

True

False

Answer

Correct Answer: True

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The more familiar you become in the science of negotiation, the more comfortable you will be in exploring the different ways to negotiate.

True

False

Answer

Correct Answer: True

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When a person does not care too much about the other party’s interests, this is called ______.

One-sided negotiation

Fixed-pie bias

Selfishness

Egocentrism

Answer

Correct Answer: Egocentrism

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Self-fulfilling prophecy occurs when ______.

One’s own actions or beliefs about a particular outcome ends up being the cause of that outcome

A person has the inability to adapt or change behavior to account for the situation

There is difficulty in transferring details from one situation to the next

There is the tendency to demand more for an item than one would pay for an item

Answer

Correct Answer: One’s own actions or beliefs about a particular outcome ends up being the cause of that outcome

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Assuming that there is a conflict when there is not any conflict is known as ______?

Negotiation potential

Illusory conflict

Egocentrism

Zero-sum bias

Answer

Correct Answer: Illusory conflict

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When people want or seem to want different things it is considered ______.

Joint action

Apparent conflict

Negotiation

Interdependence

Answer

Correct Answer: Apparent conflict

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A(n) ______ in a negotiation is a specific item that you are trading.

Conflict

Tactic

Issue

Price

Answer

Correct Answer: Issue

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Thinking that anything one gets in an agreement costs the other side just as much is called?

Fixed-pie bias

Zero-sum bias

Anchoring bias

Availability bias

Answer

Correct Answer: Zero-sum bias

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The behaviors that are used in the context of negotiation are called?

Visions

Strategy

Tactics

All of these

Answer

Correct Answer: Tactics

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When one’s own _____ about a particular outcome ends up being the cause of that outcome is known as Self-fulfilling prophecy.

Actions

Beliefs

Process

All of these

Answer

Correct Answer: All of these

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Negotiation potential is the degree to which a conflict situation might be resolved through negotiation.

True

False

Answer

Correct Answer: True

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Mental models are _____ processes about how things work in the real world.

Explanations

Thought

Ideas

All of these

Answer

Correct Answer: All of these

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Reaching a decision that only one party really wanted is called a Lose-lose agreement.

True

False

Answer

Correct Answer: False

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The people have to deal with each other in order to get what they _____ is called joint action.

Want

Abundance

Have

None of these

Answer

Correct Answer: Want

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Insert knowledge problem is the difficulty in _____ details from one situation to the next.

Transferring

Holding

Receiving

Keeping

Answer

Correct Answer: Transferring

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Assuming that there is conflict when there really is not any conflict is called?

Apparent conflict

Illusory conflict

Both a and b

None of these

Answer

Correct Answer: Illusory conflict

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What are the uses of Heuristics?

Help with problem solving

Reduce mental effort

Simplify complex questions

All of the above

Answer

Correct Answer: All of the above

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Comes from the tendency to use an object only in an intended way; the inability to _____ behavior to account for the situation.

Adapt

Change

Modify

All of the above

Answer

Correct Answer: All of the above

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_____ is the thinking that anything one gets in an agreement costs the other side just as much.

Fixed-pie bias

Zero-sum bias

Anchoring bias

Availability bias

Answer

Correct Answer: Fixed-pie bias

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The tendency to overestimate the degree to which one’s own _____ are normal and shared by others is called False-consensus effect.

Values

Beliefs

Attitudes

All of these

Answer

Correct Answer: All of these

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The tendency to demand more for an item than one would pay for an item is called?

Endowment Effect

False-consensus Effect

Both a and b

None of these

Answer

Correct Answer: Endowment Effect

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The endowment effect is the tendency to demand _____ for an item than one would pay for an item.

Less

Normal

None of these

Answer

Correct Answer: More

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Egocentrism is being more interested in one’s own _____ than the interests of the other party.

Interests

Needs

Requirements

All of the above

Answer

Correct Answer: All of the above

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_____ is the tendency for people to seek out and pay attention only to information that confirms their prior beliefs.

Confirming evidence bias

Recency bias

Anchoring bias

Availability bias

Answer

Correct Answer: Confirming evidence bias

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Compromise is a negotiation tactic whereby the parties agree to?

Meet in the middle

Split the difference

Settle a dispute by mutual concession

All of the above

Answer

Correct Answer: All of the above

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Overvaluing experiences and information that one can easily recall are known as?

Confirmation bias

Recency bias

Anchoring bias

Availability bias

Answer

Correct Answer: Availability bias

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The people want or seem to want, the same things are called apparent conflict.

True

False

Answer

Correct Answer: False

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