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Negotiation 101 Practice Test: Relationships in Negotiation
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The quality of your relationship with the other party can affect your communication and trust in the negotiation. For example, if the other party is cooperative and respectful, you are likely to respond in kind.

Negotiation 101 Practice Test: Relationships in Negotiation
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25 Questions

1. In calculus-based trust
2. Reputation is:
3. In relationship negotiations, parties should never make concessions on substantive issues topreserve or enhance the relationship.
4. Which of the statements is supported by research in communal-sharing relationships?
5. Perceptions of distributive unfairness are likely to contribute to parties' satisfaction with the result of a decision, while perceptions of procedural unfairness are likely to contribute to the parties' dissatisfaction with the result or with the institution that implemented the unfair procedure.
6. In a transactional negotiation, the most important issue is usually the
7. How parties treat each other in one-to-one relationships is the process of which of thefollowing justices?
8. 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.
9. 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?"
10. Authority ranking is a one-to-one correspondence relationship in which people are distinct but equal.
11. In calculus-based trust, the promise of reward is likely to be a more significant motivator thanthe threat of punishment.
12. In a market pricing relationship, people see each other as interchangeable.
13. Within relationships, we see that parties shift their focus considerably, away from a sole focuson price and exchange, to also attend to
14. The values that govern a market pricing relationship are determined by a market system andinclude all but which of the following?
15. Building a relationship may be an essential critical component of being successful innegotiation.
16. Which type of justice is about the process of determining outcomes?
17. Which of the following parameters shapes our understanding of relationship negotiationstrategy and tactics?
18. Communal sharing is a relationship of
19. In a relationship, gathering information about the other's ideas, preferences and priorities isoften the most important activity.
20. An example of authority ranking as a form of relationship would include
21. Higher ranks dominate lower ranks is an example of authority ranking" as a fundamentalrelationship form. Under what other form would you find the concept of "tit-for-tat" revenge?"
22. 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.
23. The four forms of justice (distributive, procedural, interactive, systemic) are separate entitiesthat are never intertwined.
24. What key elements become more critical and pronounced when they occur within anegotiation?
25. Because relationship negotiations are never over,

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