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Negotiation 101 Practice Test: Relationships in Negotiation 2
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Negotiation 101 Practice Test: Relationships in Negotiation 2
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20 Questions

1. 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

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

3. Researchers have simulated complex negotiations by simplifying the complexity in a____________ laboratory

4. ____________ is an individual's belief in and willingness to act on thewords, actions and decisions of another.

5. It is clear that much of the early work of negotiation research has been dominated by the assumptions of a _______________ relationship

6. Distributive justice is about the distribution of ____________

7. ____________ is the legacy that negotiators leave behind after a negotiation encounter with another party

8. In communal sharing, collective identity takes precedence over ________________

9. ____________ justice is about how organizations appear to treat groups of individuals and thenorms that develop for how they should be treated

10. Distributive issues within ____________ negotiations can be emotionally hot

11. Successful long-term relationships are characterized by continuing to stress what one likes, values, appreciates and ____________ in the other

12. Negotiators who helped develop a group negotiation strategy were more ____________ to itand to the group's negotiation goals

13. 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

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

15. In some negotiations, relationship preservation is the overarching negotiation goal and parties may make concessions on ____________ issues to preserve or enhance the relationship

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

17. Integrative negotiation tools are most effective in resolving family business disputes. They further maintain that parties must consider all the interests involved, including the more ____________ but equally important strong emotions and relationship history that the parties bring to the dispute

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

19. ____________ trust exists because the parties understand and appreciate each other's wantsand come to understand what they must do to sustain the other's trust

20. An individual's ____________________ toward trust can be described as individual differencesin personality that make some people more trusting than others

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