Chapter 09 Relationships in Negotiation



Chapter 09

Relationships in Negotiation

 

Fill in the Blank Questions

 

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

________________________________________

 

2. Only recently have researchers begun to examine actual negotiations in a rich ____________ context in order to offer better prescriptions on how to negotiate where the parties are deeply embedded in a relationship. 

________________________________________

 

3. Distributive issues within ____________ negotiations can be emotionally hot. 

________________________________________

 

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

________________________________________

 

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

________________________________________

 

6. According to John Gottman' studies; successful long-term relationships are characterized by continuing to stress what one likes, values, appreciates and ____________ in the other. 

________________________________________

 

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

________________________________________

 

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

________________________________________

 

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

________________________________________

 

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

________________________________________

 

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

________________________________________

 

12. Distributive justice is about the distribution of __________. 

________________________________________

 

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

________________________________________

 

14. Negotiators who helped develop a group negotiation strategy were more ____________ to it and to the group's negotiation goals. 

________________________________________

 

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

________________________________________

 

 

True / False Questions

 

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

True    False

 

17. For decades researchers have examined negotiations in a relationship context, in order to offer better prescriptions on how to negotiate where the parties have a substantial history and anticipate a long future relationship. 

True    False

 

18. In a relationship, gathering information about the other's ideas, preferences and priorities is often the most important activity. 

True    False

 

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

True    False

 

20. In relationship negotiations, parties should never make concessions on substantive issues to preserve or enhance the relationship. 

True    False

 

21. 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. 

True    False

 

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

True    False

 

23. Reciprocity occurs among individuals who are better at taking the perspective of the other in a negotiation, and can also be ‘coached' by encouraging a negotiator to consider the views of the other party in their decision making. 

True    False

 

24. Systemic justice is about the way that organizations appear to treat groups of individuals. 

True    False

 

25. When some groups are discriminated against, disfranchised, or systematically given poorer salaries or working conditions, the parties may be more concerned about specific procedural elements and less concerned that the overall system may be biased or discriminatory in its treatment of certain groups and their concerns. 

True    False

 

26. Idiosyncratic deals are much more common today, and they are not reserved only for a special few. 

True    False

 

 

Multiple Choice Questions

 

27. Laboratory controlled research is much easier to conduct than field research because studying live negotiators in the middle of an often complex negotiation causes them to object to all but one of the following? Which one? 

A. To conduct interviews.

B. To ask questions.

C. To publicly report actual successes.

D. To publicly report actual failures.

E. They object to all the above.

 

28. In a transactional negotiation, the most important issue is usually the 

A. enhancing the relationship.

B. better deal.

C. dependence dynamics.

D. inventory questions.

E. all of the above.

 

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

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.

 

30. Because relationship negotiations are never over, 

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.

 

31. Jeswald Salacuse suggests which rule for negotiating a relationship? 

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.

 

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

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.

 

33. What key elements become more critical and pronounced when they occur within a negotiation? 

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 is key elements in managing negotiations within relationships

 

34. Reputation is: 

A. a perceptual identity.

B. reflective of the combination of personal characteristics.

C. demonstrated behavior.

D. intended images preserved over time.

E. all of the above statements define reputation.

 

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

A. Distributive

B. Interactive

C. Procedural

D. Systemic

E. None of the above.

 

36. How parties treat each other in one-to-one relationships is the process of which of the following justices? 

A. Procedural

B. Interactional

C. Systemic

D. Distributive

E. None of the above

 

37. Which of the following conclusions about the issue of fairness is not a true statement? 

A. Involvement in the process of helping to shape a negotiation strategy increases commitment to that strategy and willingness to pursue it.

B. Negotiators (buyers in a market transaction) who are encouraged ("primed") to think about fairness are more cooperative in distributive negotiations.

C. Parties who are made offers they perceive as unfair may reject them out of hand, even though the amount offered may be better than the alternative settlement, which is to receive nothing at all.

D. Establishment of some "objective standard" of fairness has a positive impact on the negotiations and satisfaction with the outcome.

E. All of the above are true statements.

 

38. 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? 

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.

 

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

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?

 

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

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.

 

 

Short Answer Questions

 

41. How does context affect negotiation? 

 

 

 

 

42. In relationship negotiation, the resolution of simple distributive issues can have what effects on future decisions? 

 

 

 

 

43. What does Salacuse say is the importance of prenegotiation? 

 

 

 

 

44. What two questions should be asked when arriving at an impasse? 

 

 

 

 

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

 

 

 

 

46. Why are negative reputations difficult to repair? 

 

 

 

 

47. What are the three things that contribute to the level of trust one negotiator may have for another? 

 

 

 

 

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

 

 

 

 

49. What role does trust play in an online negotiation? 

 

 

 

 

50. Define interactional justice. 

 

 

 

 

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

 

 

 

 Chapter 09 Relationships in Negotiation Answer Key

 

 

Fill in the Blank Questions

 

1. (p. 193) Negotiations occur in a rich and complex social context that has a significant impact on how the ____________ interact and how the process evolves. 

parties

 

2. (p. 194) Only recently have researchers begun to examine actual negotiations in a rich ____________ context in order to offer better prescriptions on how to negotiate where the parties are deeply embedded in a relationship. 

relationship

 

3. (p. 195) Distributive issues within ____________ negotiations can be emotionally hot. 

relationship

 

4. (p. 196) In some negotiations, relationship preservation is the overarching negotiation goal and parties may make concessions on ____________ issues to preserve or enhance the relationship. 

substantive

 

5. (p. 197) Salacuse says that negotiators should recognize a long-term business deal as a ____________ negotiation. 

continuing

 

6. (p. 199) According to John Gottman' studies; successful long-term relationships are characterized by continuing to stress what one likes, values, appreciates and ____________ in the other. 

respects

 

7. (p. 199) ____________ is the legacy that negotiators leave behind after a negotiation encounter with another party. 

Reputation

 

8. (p. 201) McAllister defines ____________ as "an individual's belief in and willingness to act on the words, actions and decisions of another." 

trust

 

9. (p. 201) An individual's ____________ ____________ toward trust can be described as individual differences in personality that make some people more trusting than others. 

chronic disposition

 

10. (p. 201) Integrative processes tend to increase trust, while more ____________ processes are likely to decrease trust. 

distributive

 

11. (p. 201) Trustors, and those trusted, may focus on different things as ____________ is being built. 

trust

 

12. (p. 204) Distributive justice is about the distribution of __________. 

outcomes

 

13. (p. 204) ____________ justice is about how organizations appear to treat groups of individuals and the norms that develop for how they should be treated. 

Systemic

 

14. (p. 205) Negotiators who helped develop a group negotiation strategy were more ____________ to it and to the group's negotiation goals. 

committed

 

15. (p. 207) Trying to overcome a bad reputation, rebuilding trust, or restoring ____________ to a relationship are much easier to talk about than to actually do! 

fairness

 

 

True / False Questions

 

16. (p. 193) Negotiations occur in a rich and complex social context that has a significant impact on how the parties interact and how the process evolves. 

TRUE

 

17. (p. 194) For decades researchers have examined negotiations in a relationship context, in order to offer better prescriptions on how to negotiate where the parties have a substantial history and anticipate a long future relationship. 

FALSE

 

18. (p. 195) In a relationship, gathering information about the other's ideas, preferences and priorities is often the most important activity. 

TRUE

 

19. (p. 195) One of the disadvantages of negotiating in a game or simulation is that there is a defined end. 

FALSE

 

20. (p. 196) In relationship negotiations, parties should never make concessions on substantive issues to preserve or enhance the relationship. 

FALSE

 

21. (p. 200) 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. 

FALSE

 

22. (p. 201) It is the early research on trust that has revealed somewhat more complex relationships between trust and negotiation behavior. 

FALSE

 

23. (p. 202) Reciprocity occurs among individuals who are better at taking the perspective of the other in a negotiation, and can also be ‘coached' by encouraging a negotiator to consider the views of the other party in their decision making. 

TRUE

 

24. (p. 204) Systemic justice is about the way that organizations appear to treat groups of individuals. 

TRUE

 

25. (p. 204) When some groups are discriminated against, disfranchised, or systematically given poorer salaries or working conditions, the parties may be more concerned about specific procedural elements and less concerned that the overall system may be biased or discriminatory in its treatment of certain groups and their concerns. 

FALSE

 

26. (p. 206) Idiosyncratic deals are much more common today, and they are not reserved only for a special few. 

TRUE

 

 

Multiple Choice Questions

 

27. (p. 194) Laboratory controlled research is much easier to conduct than field research because studying live negotiators in the middle of an often complex negotiation causes them to object to all but one of the following? Which one? 

A. To conduct interviews.

B. To ask questions.

C. To publicly report actual successes.

D. To publicly report actual failures.

E. They object to all the above.

 

28. (p. 195) In a transactional negotiation, the most important issue is usually the 

A. enhancing the relationship.

B. better deal.

C. dependence dynamics.

D. inventory questions.

E. all of the above.

 

29. (p. 195) Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics? 

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.

 

30. (p. 196) Because relationship negotiations are never over, 

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.

 

31. (p. 197) Jeswald Salacuse suggests which rule for negotiating a relationship? 

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.

 

32. (p. 197, 198) Which of the statements is supported by research in communal-sharing relationships? 

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.

 

33. (p. 199) What key elements become more critical and pronounced when they occur within a negotiation? 

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 is key elements in managing negotiations within relationships

 

34. (p. 199) Reputation is: 

A. a perceptual identity.

B. reflective of the combination of personal characteristics.

C. demonstrated behavior.

D. intended images preserved over time.

E. all of the above statements define reputation.

 

35. (p. 204) Which type of justice is about the process of determining outcomes? 

A. Distributive

B. Interactive

C. Procedural

D. Systemic

E. None of the above.

 

36. (p. 204) How parties treat each other in one-to-one relationships is the process of which of the following justices? 

A. Procedural

B. Interactional

C. Systemic

D. Distributive

E. None of the above

 

37. (p. 204, 205) Which of the following conclusions about the issue of fairness is not a true statement? 

A. Involvement in the process of helping to shape a negotiation strategy increases commitment to that strategy and willingness to pursue it.

B. Negotiators (buyers in a market transaction) who are encouraged ("primed") to think about fairness are more cooperative in distributive negotiations.

C. Parties who are made offers they perceive as unfair may reject them out of hand, even though the amount offered may be better than the alternative settlement, which is to receive nothing at all.

D. Establishment of some "objective standard" of fairness has a positive impact on the negotiations and satisfaction with the outcome.

E. All of the above are true statements.

 

38. (p. 206) 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? 

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.

 

39. (p. 207) Which question that should be asked about working on the improvement of a relationship is false? 

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?

 

40. (p. 208) Within relationships, we see that parties shift their focus considerably, away from a sole focus on price and exchange, to also attend to 

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.

 

 

Short Answer Questions

 

41. (p. 193) How does context affect negotiation? 

One major way that context affects negotiation is that people are in relationships that have a past, present and future.

 

42. (p. 195) In relationship negotiation, the resolution of simple distributive issues can have what effects on future decisions? 

The settlement of any one negotiation issue can create undesired or unintended precedents for the future. These negotiations may not only set precedents, or blueprints for how similar future issues should be resolved, but they may also shift the nature of the future relationship, particularly around power and dependence.

 

43. (p. 197) What does Salacuse say is the importance of prenegotiation? 

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

 

44. (p. 198) What two questions should be asked when arriving at an impasse? 

Ask what logic or data might change their views; and, ask if there is any way you might jointly design a technique that might provide more information.

 

45. (p. 200) Give some examples of traits that help influence the definition of a reputation. 

Traits may include qualities such as age, race and gender; education and past experience, and personality traits, skills and behaviors.

 

46. (p. 200) Why are negative reputations difficult to repair? 

The more long-standing the negative reputation, the harder it is to change that reputation to a more positive one. Reputations need to be actively defended and renewed in others eyes. Particularly when any event is likely to be seen by others in a negative light, we must work hard to defend and protect our reputation, and actively work to make sure that others do not remember the experience in a negative way.

 

47. (p. 201) What are the three things that contribute to the level of trust one negotiator may have for another? 

The individual's chronic disposition toward trust; situation factors; and the history of the relationship between the parties.

 

48. (p. 201) Do many people approach a new relationship with an unknown party with remarkably high levels of trust? 

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.

 

49. (p. 202) What role does trust play in an online negotiation? 

Face-to-face negotiation encourages greater trust development than negotiation on-line. There is evidence that parties anticipating an online negotiation expect less trust before the negotiations began, are less satisfied with their negotiation outcomes, are less confident in the quality of their performance during the negotiation, trust the other less after the negotiation, and have less desire for a future interaction with the other party.

 

50. (p. 204) Define interactional justice. 

Interactional justice is about how parties treat each other in one-to-one relationships.

 

51. (p. 205) How does an egocentric bias play out in judgments about fairness? 

Recent research has shown that this egocentric bias can be diminished by strong interactional justice. That is, recognizing the need to treat the other person fairly, and actually treating the other fairly, lead to a smaller egocentric bias, a more even split of the resources, quicker settlements, and fewer stalemates.

 

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