Question 1

Which question that should be asked about working on the improvement of a relationship is false?

Accepted Answer

A)   If the relationship is in difficulty,what might have caused it,and how can I gather information or perspective to improve the situation?
B)   How can we take the pressure off each other so that we can give each other the freedom of choice to talk about what has happened,and what is necessary to fix it?
C)   Trust repair is a long and slow process.It requires adequate explanations for past behavior,apologies,and perhaps even reparations.Interestingly,cultures differ in the way they manage this process.
D)   Must we surface the deeply felt emotions that have produced anger,frustration,rejection and disappointment? Should we effectively vent these emotions,or understand their causes,so that we can move beyond them?
E)   How can we begin to appreciate each other's contributions,and the positive things that we have done together in the past? How can we restore that respect and value each other's contributions?F) A) and C)
G) A) and B)

Question 2

Denise Rousseau has researched and defined the "idiosyncratic deal" as the unique ways that employers may come to treat certain employees compared to others in the same office or environment.Which observation stated below is inaccurate?

Accepted Answer

A)   Deals are more common when workers are willing to negotiate.
B)   Deals are more likely to work effectively when performance criteria are clear and well specified.
C)   Deals are more common in certain countries,such as the United States,the United Kingdom and New Zealand.
D)   Deals are more common when workers are located in large organizations.
E)   Deals are more likely to work when workers trust the performance appraisal process.F) None of the above
G) B) and D)

Question 3

Idiosyncratic deals must be managed effectively in order to make sure they can exist without disrupting others' sense of fairness.

Accepted Answer

A) True 
 B)False

Question 4

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 5

In communal sharing,collective identity takes precedence over ________________.

Accepted Answer

The answer of In communal sharing,collective identity takes precedence over...

Question 6

What are Lewicki and Tomlinson's two types of trust?

Accepted Answer

Calculus-based trust...

Question 7

How does context affect negotiation?

Accepted Answer

One major way that context aff...

Question 8

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 9

Trust development is a mutual process,and while parties can initiate actions which may move the trust-development process forward,the strongest trust must be mutually developed at a pace acceptable to both parties.

Accepted Answer

A) True 
 B)False

Question 10

Define identification-based trust.

Accepted Answer

Identification-based trust is based on i...

Question 11

Which type of justice is about the process of determining outcomes?

Accepted Answer

A)   Distributive
B)   Interactive
C)   Procedural
D)   Systemic
E)   None of the above.F) All of the above
G) A) and D)

Question 12

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) C) and D)
G) A) and B)

Question 13

An example of authority ranking as a form of relationship would include

Accepted Answer

A)   college roommates.
B)   fraternal organizations.
C)   auto salesperson and buyer.
D)   soldiers and their commander.
E)   church congregates.F) D) and E)
G) C) and D)

Question 14

Trying to overcome a bad reputation,rebuilding trust,or restoring ____________ to a relationship are much easier to talk about than to actually do!

Accepted Answer

The answer of Trying to overcome a bad reputation,rebuilding trust,or...

Question 15

It is the early research on trust that has revealed somewhat more complex relationships between trust and negotiation behavior.

Accepted Answer

A) True 
 B)False

Question 16

What role does trust play in an online negotiation?

Accepted Answer

Face-to-face negotiation encourages grea...

Question 17

One of the disadvantages of negotiating in a game or simulation is that there is a defined end.

Accepted Answer

A) True 
 B)False

Question 18

First impressions and early experiences with others are powerful in shaping others' expectations;once these expectations are shaped,they become easy to change over time.

Accepted Answer

A) True 
 B)False

Question 19

Integrative processes tend to increase trust,while more ____________ processes are likely to decrease trust.

Accepted Answer

The answer of Integrative processes tend to increase trust,while more...

Question 20

Under the four actions to manage the different forms of trust in negotiations,describe the basic steps to increase calculus-based trust.

Accepted Answer

1)Create and meet the other pa...

Exam 10: Relationships in Negotiation

Denise Rousseau has researched and defined the "idiosyncratic deal" as the unique ways that employers may come to treat certain employees compared to others in the same office or environment.Which observation stated below is inaccurate?

Correct AnswerverifiedShow Answer

Idiosyncratic deals must be managed effectively in order to make sure they can exist without disrupting others' sense of fairness.

Correct AnswerverifiedShow Answer

How does context affect negotiation?

Correct AnswerverifiedOne major way that context aff...View AnswerShow Answer

What are Lewicki and Tomlinson's two types of trust?

Correct AnswerverifiedCalculus-based trust...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

It is the early research on trust that has revealed somewhat more complex relationships between trust and negotiation behavior.

Correct AnswerverifiedShow Answer

Integrative processes tend to increase trust,while more ____________ processes are likely to decrease trust.

Correct AnswerverifiedShow Answer

What role does trust play in an online negotiation?

Correct AnswerverifiedFace-to-face negotiation encourages grea...View AnswerShow Answer

Trying to overcome a bad reputation,rebuilding trust,or restoring ____________ to a relationship are much easier to talk about than to actually do!

Correct AnswerverifiedShow 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

Under the four actions to manage the different forms of trust in negotiations,describe the basic steps to increase calculus-based trust.

Correct Answerverified1)Create and meet the other pa...View AnswerShow Answer

In communal sharing,collective identity takes precedence over ________________.

Correct AnswerverifiedShow Answer

Which question that should be asked about working on the improvement of a relationship is false?

Correct AnswerverifiedShow Answer

First impressions and early experiences with others are powerful in shaping others' expectations;once these expectations are shaped,they become easy to change over time.

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

Define identification-based trust.

Correct AnswerverifiedIdentification-based trust is based on i...View AnswerShow Answer

One of the disadvantages of negotiating in a game or simulation is that there is a defined end.

Correct AnswerverifiedShow Answer

An example of authority ranking as a form of relationship would include

Correct AnswerverifiedShow Answer

Which type of justice is about the process of determining outcomes?

Correct AnswerverifiedShow Answer

Trust development is a mutual process,and while parties can initiate actions which may move the trust-development process forward,the strongest trust must be mutually developed at a pace acceptable to both parties.

Correct AnswerverifiedShow Answer

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One major way that context aff...
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Calculus-based trust...
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Correct Answer
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Face-to-face negotiation encourages grea...
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Correct Answer
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Correct Answer
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1)Create and meet the other pa...
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Correct Answer
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Correct Answer
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Correct Answer
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Identification-based trust is based on i...
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Correct Answer
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