Question

Question 23: Decoding can be defined as: (a) The facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as a set of filters for interpreting the decoded messages (b) The process by which messages are put into symbolic form (c) The process of translating messages from their symbolic form into a form that makes sense (d) The process by which the receiver reacts to the sender’s message (e) All of the above

Question 37: Which of the following approaches to ethical reasoning has as its central tenet that the rightness of an action is based on the customs and norms of a particular community? (a) End-result ethics (b) Duty ethics (c) Social contract ethics (d) Personalistic ethics (e) Reasoning ethics

Question 38: What is the implication of the dilemma of trust? (a) We believe everything the other says and can be manipulated by their dishonesty (b) We do not believe anything the other says and therefore are immune to their dishonesty (c) We tell the other party our exact requirements and limits in negotiation, and therefore we will never do better than this minimum level (d) We never reveal our requirements and limits in negotiation, and therefore are able to far exceed that minimum level (e) None of the above

Question 41: What are some of the downsides of always being in competitive mode? (a) You are often fixated on being right (b) You give credit for your work to the entire team (c) Every disagreement can become a win-win contest (d) Subordinates will often follow you out of respect (e) Both (a) and (d)

Question 42: Which of the following tactics does not have the power to bring undue pressure to bear when responding to another party’s distributive tactics? (a) Ignoring the tactic (b) Call them on it (c) Responding in kind (d) Discussing what you see and offer to help them change to more honest behaviors (e) None of the above tactics should be used to respond to another party’s dirty tricks

Question 45: Not only are various forms of justice interrelated, but which specific elements all interact in shaping expectations of the other’s behavior? (a) The agency relationship, the number of negotiation parties, and the role of emotion (b) The agency relationship and the role of trust and fairness (c) The roles of reputation, trust, and justice (d) The structure of the constituency and the agency relationship (e) None of the above

Question 46: All but one of the following actions contributes to increase identification-based trust. Which one does not contribute? (a) At this level, trust exists because the parties effectively understand and appreciate each other’s wants (b) One comes to learn what really matters to the other and comes to place the same importance on those behaviors, qualities, expectations, and standards as the other does (c) Parties affirm strong identification-based trust by developing a collective identity (a joint name, title, logo, etc.) (d) Although people can anticipate each other’s actions and intentions they are still not able to precisely execute a large negotiation (e) High levels of identification-based trust can be seen in all kinds of relationships and teams

Question 47: Which of the following is not considered a downside to always collaborating? (a) Managers are reluctant to step in and make a tough decision, preferring to rely on a collaborative approach for fear of making a mistake (b) Collaborating can be used to avoid making any decision at all (c) It can be useful in an emergency or crisis where the leader isn’t pushed to make a decision (d) Sometimes collaborating takes more time than the decision justifies (e) Where the disagreement or conflict is over limited resources, there may be no way to “expand the pie,” to build a solution that answers everyone’s needs

Question 49: Which of the following is not an example of major characteristics of audiences? (a) Audiences vary according to whether they are physically present at or absent from the negotiation (b) Audiences try harder when they are under surveillance (c) Audiences affect negotiations by the degree of their involvement in the process (d) Audiences also give periodic feedback to the negotiators, evaluating their effectiveness and letting them know how they are doing (e) Audiences who are outcome-dependent derive their payoffs as a direct result of the negotiator’s behavior and effectiveness

Answer 1

Q23. Decoding converts codes or symbols in a format which can be used for subsequent processes or text or in a format which makes sense.

The right answer is C)

Q37. Social contract ethics is the rightness of action as based on norms and customs of a particular community or society.

The right answer is C)

Q38. The implication of dilemma of trust is we believe everything the other says and can be manipulated by their dishonesty.

The right answer is A)

Q41. Some of the downsides of being in competitive modes are:

You are not flexible and often fixated on being right, disliking by people around you, takes too much of stress etc.

The right answer is E)