Question 1

Communal sharing is a relationship of

Accepted Answer

A)   unity, community, collective identity, and kindness.
B)   asymmetric differences.
C)   one-to-one correspondence.
D)   balanced reciprocity.
E)   None of the above describes a relationship of communal sharing.F) None of the above
G) B) and C)

Question 2

How do people view goods in a market-pricing relationship?

Accepted Answer

In market-pricing relationship...

Question 3

Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?

Accepted Answer

A)   Negotiating within relationships takes place at a single point in time.
B)   Negotiation in relationships is only about the issue.
C)   Negotiating within relationships may never end.
D)   Parties never make concessions on substantive issues.
E)   All of the above parameters shape our understanding of relationship negotiation strategy and tactics.F) A) and E)
G) None of the above

Question 4

McAllister defines ____________ as "an individual's belief in and willingness to act on the words, actions and decisions of another."

Accepted Answer

The answer of McAllister defines ____________ as "an individual's belief...

Question 5

Which of the statements is supported by research in communal-sharing relationships?

Accepted Answer

A)   Parties in a communal-sharing relationship are more cooperative and empathetic.
B)   Parties in a communal-sharing relationship craft better quality agreements.
C)   Parties in a communal-sharing relationship focus more attention on the norms that develop about their working together.
D)   Parties in a communal-sharing relationship are more likely to share information with the other and less likely to use coercive tactics.
E)   All of the above statements are supported by research in communal sharing relationships.F) All of the above
G) C) and E)

Question 6

Identification-based trust is defined as confident positive expectations regarding another's ____________ and is grounded in perceived compatibility of values, common goals, and positive emotional attachment to the other.

Accepted Answer

conduct

Question 7

What does Salacuse say is the importance of prenegotiation?

Accepted Answer

The prenegotiation process enhances gaining information about the other party and builds a relationship that may enhance trust, information sharing and productive discussions.

Question 8

Trustors, and those trusted, may focus on different things as ____________ is being built.

Accepted Answer

The answer of Trustors, and those trusted, may focus on...

Question 9

An individual's ____________ ____________ toward trust can be described as individual differences in personality that make some people more trusting than others.

Accepted Answer

The answer of An individual's ____________ ____________ toward trust can...

Question 10

Define a relationship.

Accepted Answer

A pairing of entities that has...

Question 11

Parties affirm strong identification-based trust by developing a ____________ ____________; co-locating; creating joint products or goals, such as a new product line or a new set of objectives; and committing to commonly shared values.

Accepted Answer

The answer of Parties affirm strong identification-based trust by developing...

Question 12

Because relationship negotiations are never over,

Accepted Answer

A)   parties generally tackle negotiations over tough issues first in order to "get off on the right foot."
B)   it is often impossible to anticipate the future and negotiate everything "up front."
C)   issues on which parties truly disagree will go away with the conclusion of the negotiation.
D)   parties should never make concessions on substantive issues.
E)   All of the above are consequences of relationship negotiations.F) A) and D)
G) A) and C)

Question 13

Do many people approach a new relationship with an unknown party with remarkably high levels of trust?

Accepted Answer

Yes, most of us assume that the other can be trusted and are remarkably willing to trust the other even with very little information or knowledge about the other.

Question 14

Give some examples of traits that help influence the definition of a reputation.

Accepted Answer

Traits may include qualities s...

Question 15

Within relationships, we see that parties shift their focus considerably, away from a sole focus on price and exchange, to also attend to

Accepted Answer

A)   the future of the relationship.
B)   the level of trust between the parties.
C)   the emotions and evaluations of the other negotiator.
D)   questions of fairness.
E)   Within relationships, parties shift their focus to attend to all of the above.F) B) and C)
G) C) and D)

Question 16

Jeswald Salacuse suggests which rule for negotiating a relationship?

Accepted Answer

A)   minimize the prenegotiation stage of the relationship
B)   recognize a long-term business deal as a continuing negotiation
C)   eliminate the need for mediation or conciliation
D)   end all discussions when the contract is signed
E)   Salacuse suggests all of the above rules for negotiating a relationship.F) B) and C)
G) C) and D)

Question 17

Salacuse says that negotiators should recognize a long-term business deal as a ____________ negotiation.

Accepted Answer

The answer of Salacuse says that negotiators should recognize a...

Question 18

How does an egocentric bias play out in judgments about fairness?

Accepted Answer

Recent research has shown that this egoc...

Question 19

Negotiations occur in a rich and complex social context that has a significant impact on how the ____________ interact and how the process evolves.

Accepted Answer

The answer of Negotiations occur in a rich and complex...

Question 20

Why are some research questions best answered under controlled laboratory conditions?

Accepted Answer

Because it would be ...

Exam 10: Relationships in Negotiation

Communal sharing is a relationship of

Correct AnswerverifiedShow Answer

How do people view goods in a market-pricing relationship?

Correct AnswerverifiedIn market-pricing relationship...View AnswerShow Answer

Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?

Correct AnswerverifiedShow Answer

McAllister defines ____________ as "an individual's belief in and willingness to act on the words, actions and decisions of another."

Correct AnswerverifiedShow Answer

Which of the statements is supported by research in communal-sharing relationships?

Correct AnswerverifiedShow Answer

Identification-based trust is defined as confident positive expectations regarding another's ____________ and is grounded in perceived compatibility of values, common goals, and positive emotional attachment to the other.

Correct Answerverifiedconduct

What does Salacuse say is the importance of prenegotiation?

Correct AnswerverifiedThe prenegotiation process enhances gaining information about the other party and builds a relationship that may enhance trust, information sharing and productive discussions.

Trustors, and those trusted, may focus on different things as ____________ is being built.

Correct AnswerverifiedShow Answer

An individual's ____________ ____________ toward trust can be described as individual differences in personality that make some people more trusting than others.

Correct AnswerverifiedShow Answer

Define a relationship.

Correct AnswerverifiedA pairing of entities that has...View AnswerShow Answer

Parties affirm strong identification-based trust by developing a ____________ ____________; co-locating; creating joint products or goals, such as a new product line or a new set of objectives; and committing to commonly shared values.

Correct AnswerverifiedShow Answer

Because relationship negotiations are never over,

Correct AnswerverifiedShow Answer

Do many people approach a new relationship with an unknown party with remarkably high levels of trust?

Correct AnswerverifiedYes, most of us assume that the other can be trusted and are remarkably willing to trust the other even with very little information or knowledge about the other.

Give some examples of traits that help influence the definition of a reputation.

Correct AnswerverifiedTraits may include qualities s...View AnswerShow Answer

Within relationships, we see that parties shift their focus considerably, away from a sole focus on price and exchange, to also attend to

Correct AnswerverifiedShow Answer

Jeswald Salacuse suggests which rule for negotiating a relationship?

Correct AnswerverifiedShow Answer

Salacuse says that negotiators should recognize a long-term business deal as a ____________ negotiation.

Correct AnswerverifiedShow Answer

How does an egocentric bias play out in judgments about fairness?

Correct AnswerverifiedRecent research has shown that this egoc...View AnswerShow Answer

Negotiations occur in a rich and complex social context that has a significant impact on how the ____________ interact and how the process evolves.

Correct AnswerverifiedShow Answer

Why are some research questions best answered under controlled laboratory conditions?

Correct AnswerverifiedBecause it would be ...View AnswerShow Answer

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In market-pricing relationship...
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conduct

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The prenegotiation process enhances gaining information about the other party and builds a relationship that may enhance trust, information sharing and productive discussions.

Correct Answer
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An individual's toward trust can be described as individual differences in personality that make some people more trusting than others.

Correct Answer
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Correct Answer
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A pairing of entities that has...
View Answer

Parties affirm strong identification-based trust by developing a ; co-locating; creating joint products or goals, such as a new product line or a new set of objectives; and committing to commonly shared values.

Correct Answer
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Correct Answer
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Correct Answer
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Yes, most of us assume that the other can be trusted and are remarkably willing to trust the other even with very little information or knowledge about the other.

Correct Answer
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Traits may include qualities s...
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verified

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Recent research has shown that this egoc...
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Correct Answer
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Because it would be ...
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