Full Negotiation Readings Exercises and Cases 6Th Edition Lewicki Test Bank Online PDF All Chapter
Full Negotiation Readings Exercises and Cases 6Th Edition Lewicki Test Bank Online PDF All Chapter
Full Negotiation Readings Exercises and Cases 6Th Edition Lewicki Test Bank Online PDF All Chapter
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Chapter 10
Relationships in Negotiation
1. Negotiations occur in a rich and complex social context that has a significant impact on how the
____________ interact and how the process evolves.
Answer: parties Page: 296
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.
Answer: relationship Page: 297
4. In some negotiations, relationship preservation is the overarching negotiation goal and parties
may make concessions on ____________ issues to preserve or enhance the relationship.
Answer: substantive Page: 300
5. Salacuse says that negotiators should recognize a long-term business deal as a ____________
negotiation.
Answer: continuing Page: 301
7. It is clear that much of the early work of negotiation research has been dominated by the
assumptions of a ____________ ____________ relationship.
Answer: market pricing Page: 303
9. ____________ is the legacy that negotiators leave behind after a negotiation encounter with
another party.
Answer: Reputation Page: 307
12. ____________ trust exists because the parties understand and appreciate each other’s wants and
come to understand what they must do to sustain the other’s trust.
Answer: Identification-based Page: 309
15. Integrative processes tend to increase trust, while more ____________ processes are likely to
decrease trust.
Answer: distributive Page: 311, 312
16. Trustors, and those trusted, may focus on different things as ____________ is being built.
Answer: trust Page: 313
18. ____________ justice is about how organizations appear to treat groups of individuals and the
norms that develop for how they should be treated.
Answer: Systemic Page: 316
19. Negotiators who helped develop a group negotiation strategy were more ____________ to it and
to the group’s negotiation goals.
Answer: committed Page: 317
True/False Questions
T F 21. Negotiations occur in a rich and complex social context that has a significant impact on
how the parties interact and how the process evolves.
Answer: True Page: 296
T F 22. 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
Answer: False Page: 297
T F 23. In a relationship, gathering information about the other's ideas, preferences and priorities
is often the most important activity.
Answer: True Page: 298
T F 24. One of the disadvantages of negotiating in a game or simulation is that there is a defined
end.
Answer: False Page: 299
T F 25. In relationship negotiations, parties should never make concessions on substantive issues
to preserve or enhance the relationship.
Answer: False Page: 300
T F 26. Authority ranking is a one-to one correspondence relationship in which people are
distinct but equal.
Answer: False Page: 302
T F 28. Parties who are in a communal-sharing relationship (or who expect to have future
interaction) focus their attention more on the other party's outcomes as well as their own.
Answer: True Page: 304
T F 29. 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.
Answer: False Page: 307
T F 31. Identification-based trust relies on information about the other rather than the
management of rewards and punishments.
Answer: False Page: 309
T F 32. 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.
Answer: True Page: 311
T F 33. It is the early research on trust that has revealed somewhat more complex relationships
between trust and negotiation behavior.
Answer: False Page: 313
T F 34. 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.
Answer: True Page: 313
T F 35. Systemic justice is about the way that organizations appear to treat groups of individuals.
Answer: True Page: 316
T F 36. 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.
Answer: False Page: 316
T F 37. The four forms of justice (distributive, procedural, interactive, systemic) are separate
entities that are never intertwined.
Answer: False Page: 318
T F 38. 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.
Answer: True Page: 318
41. 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?
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.
Answer: Page: 297
43. 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.
Answer: C Page: 299
48. Higher ranks dominate lower ranks is an example of “authority ranking” as a fundamental
relationship form. Under what other form would you find the concept of “tit-for-tat” revenge?
A) communal sharing
B) authority ranking
C) equality matching
D) market pricing
E) none of the above
Answer: C Page: 302
49. The values that govern a market pricing relationship are determined by a market system and
include all but which of the following?
A) utility points
B) the relationship with the negotiator
C) ratio of price to goods
D) fair pricing
E) the dollars
Answer: B Page: 303
51. 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
Answer: C Page: 307
54. All but one of the following actions contributes to increase identification-based trust. Which one
does not contribute?
A) Stand for the same principles.
B) Monitor the other party’s actions.
C) Develop similar interests.
D) Try to develop similar goals, objectives and scenarios.
E) Try to be interested in the same things.
Answer: B Page: 309, 310
56. 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
Answer: B Page: 316
57. 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.
Answer: E Page: 317
58. 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.
Answer: D Page: 319
59. 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
60. 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.
Answer: E Page: 321
62. Why are some research questions best answered under controlled laboratory conditions?
Answer: Because it would be impossible to simulate the same conditions repeatedly in actual
negotiations. Page: 297
63. In relationship negotiation, the resolution of simple distributive issues can have what effects on
future decisions?
Answer: 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. Page: 298
68. What are some of the findings of the limited amount of negotiation research about communal-
sharing relationships?
Answer: Studies have shown, however, that compared to those in other kinds of negotiations,
parties who are in a communal-sharing relationship: Are more cooperative and empathetic, craft
better quality agreements, perform better on both decision making and motor tasks, focus their
attention on the other party’s outcomes as well as their own, are more likely to share information
with the other and less likely to use coercive tactics, and are more likely to use indirect
communication about conflict issues and develop a unique conflict structure (among other
findings). Page: 303
70. Give some examples of traits that help influence the definition of a reputation.
Answer: Traits may include qualities such as age, race and gender; education and past experience,
and personality traits, skills and behaviors. Page: 308
72. What are the three things that contribute to the level of trust one negotiator may have for another?
Answer: The individual's chronic disposition toward trust; situation factors; and the history of the
relationship between the parties. Page: 309
76. Under the four actions to manage the different forms of trust in negotiations, describe the basic
steps to increase calculus-based trust.
Answer: 1) Create and meet the other party’s expectations. 2) Stress the benefits of creating
mutual trust. 3) Establish credibility. 4) Keep promises. 5) Develop a good reputation. Page:
312
77. Do many people approach a new relationship with an unknown party with remarkably high levels
of trust?
Answer: 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. Page: 313
80. How does an egocentric bias play out in judgments about fairness?
Answer: 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. Page: 317
Process: Beat the yolks thick and light, add seasoning. Beat the
whites stiff. Add hot water to yolks of eggs and heat again, add
minced ham; cut and fold the whites into the first mixture until they
are well blended. Heat the omelet pan, have bottom and sides well
buttered. Turn in the mixture and spread smoothly, place on range
with asbestos cover placed over flame; let cook slowly, turning the
pan occasionally, that omelet may brown evenly. When omelet is
“puffed” to top of pan and delicately browned on the bottom, place
pan in oven on middle grate to finish cooking on top. The omelet is
cooked, if it is dry, a straw color and will not cling to the finger when
lightly pressed. Fold and turn on a hot serving platter, surround with
thin White Sauce. Minced Chicken, Turkey and Veal may be used
alone or in combination in place of Ham.
Canapes—Mexican Style
¼ cup cold cooked ham.
¼ cup cold cooked chicken.
¼ cup butter.
1 tablespoon pimentoes.
1 tablespoon Chutney.
½ teaspoon curry powder.
Salt and pepper.
Few drops Tobasco.
Cheese Omelet
Mix and sift two and one-half tablespoons of flour, three-fourth
teaspoon salt, one-half teaspoon mustard and a few grains cayenne.
Add two tablespoons grated American cream cheese; add gradually
one cup milk and three eggs beaten very light, without separating.
Melt one and one-half tablespoons butter in an omelet pan; pour in
mixture and as it cooks prick it with a fork and lift it to allow the
uncooked parts to flow underneath; when creamy over the top
sprinkle with two tablespoons grated cheese, seasoned with salt and
cayenne, roll and place on serving platter and sprinkle with grated
cheese and paprika.
Cheese Souffle
2 tablespoons butter.
3 tablespoons flour.
½ teaspoon salt.
⅛ teaspoon ground mustard.
Few grains cayenne.
½ cup scalded milk.
4½ tablespoons grated cheese.
Yolks three eggs beaten very light.
Whites three eggs beaten stiff.
Cheese Balls
1½ cups grated cheese.
1 tablespoon flour.
¼ teaspoon salt.
⅛ teaspoon mustard.
Few grains cayenne.
Whites three eggs beaten stiff.
Cracker meal.
Cheese Canapes
Spread triangular pieces of bread with French or German
mustard; sprinkle thickly with a layer of grated cheese seasoned with
salt, paprika and a few grains of cayenne. Place on a tin sheet and
bake them until the cheese is melted and delicately brown.
Cheese Wafers
Sprinkle Saratoga Wafers, Zepherettes or Saltines with a thick
layer of grated cheese seasoned with salt, paprika and a few grains
of cayenne. Place them on a tin sheet and bake them in the oven
until the cheese melts and browns delicately. Serve with salad or
soup.
Meat and Fish Sauces
2½ tablespoons butter.
5½ tablespoons flour.
1 cup scalded milk.
⅓ teaspoon salt.
Few grains pepper.
Process: Prepare same as thin White Sauce. This sauce is very
thick, therefore, great care must be taken that it does not scorch.
2½ tablespoons butter.
5½ tablespoons flour.
1 cup hot chicken stock.
Salt and pepper.
Veloute Sauce
2 tablespoons butter.
2 tablespoons flour.
1 cup chicken or white stock.
Salt and pepper.
Creole Sauce
Prepare a Brown Mushroom Sauce. Melt two tablespoons butter
in a sauce-pan, add one green pepper, finely chopped, one small
onion finely chopped and cook five minutes. Add two tomatoes cut in
pieces or one cup of canned tomatoes, and ten olives pared from the
pit in one continuous curl. Cook three minutes. Add the Brown Sauce
and bring to the boiling point. Add two tablespoons sherry wine. Do
not strain the sauce. Serve with steaks, chops and Fillet of Beef.
Egg Sauce
(Drawn Butter Sauce.)
5½ tablespoons butter.
3 tablespoons flour.
1½ cups boiling water.
⅓ teaspoon salt.
⅛ teaspoon pepper.
3 egg yolks, slightly beaten.
Bechamel Sauce
1½ cups highly seasoned chicken stock.
¼ cup butter.
¼ cup flour.
¾ cup scalded thin cream.
½ teaspoon salt.
⅛ teaspoon pepper.
Few grains nutmeg.
Yolks three eggs.
Process: Cover onions and garlic with boiling water; boil five
minutes, drain and cover again with boiling salted water and let cook
until tender, rub through a pure strainer (there should be one cup
pulp). Bring sauce to boiling point, add onion and hot cream; add salt
and pepper. Garlic may be omitted.
Sauce Bearnaise
Prepare a rule of Hollandaise Sauce, using Tarrigon vinegar
instead of lemon juice and add one teaspoon each of finely chopped
parsley, capers and fresh tarrigon. Serve with lamb croquettes,
chops, steaks, broiled birds, smelt and boiled salmon, cod or
haddock.
Hollandaise Sauce
½ cup unsalted butter.
Yolks two eggs.
¾ tablespoon lemon juice.
¼ teaspoon salt.
Few grains cayenne.
¼ cup hot water.
Sauce Tartare
To one cup Mayonnaise Dressing add one finely chopped shallot,
two tablespoons each of finely chopped capers, gerkins, olives and
one-half tablespoon finely chopped parsley, one teaspoon fresh or
one-half teaspoon powdered tarrigon. Onion juice may be used in
place of the shallot.
Bacon Sauce
Melt five tablespoons strained left-over bacon fat in a sauce-pan;
add two tablespoons flour, one-eighth teaspoon paprika and one-half
teaspoon salt; stir to a smooth paste. Add, gradually, one-fourth cup
vinegar and two-thirds cup hot water, beating constantly and let
come to boiling point; remove from range and add the yolks of two
eggs lightly beaten. Do not allow sauce to boil after egg yolks are
added. Chill and thin with cream. Serve with spinach, dandelion,
endive, corn and string bean salad.
Left-Over Potatoes and Vegetables
Potato Cakes
Beat two cups of left-over mashed potatoes with a very little hot
milk to lighten them. Season with a few drops onion juice, salt,
pepper, one-half teaspoon parsley finely chopped, and one-fourth
cup grated cheese and a few grains cayenne. Shape in small round
flat cakes, dip in flour and saute in hot butter (about two
tablespoons), brown on one side, turn and brown on the other. This
mixture may be packed in a brick-shape mold, then turned on a
board and sliced, dipped in flour and sauted in butter as the round
cakes.
Creamed Potatoes
Cut cold boiled or baked potatoes in one-fourth inch cubes (there
should be two cups), sprinkle with salt, pepper, and one half
teaspoon finely chopped parsley; add a few drops onion juice if
desired. Re-heat in one and one-half cups thin White Sauce. This
mixture may be turned into a buttered baking dish, sprinkled with
buttered crumbs, and baked in a hot oven until mixture is heated
through and crumbs are brown.
Lyonnaise Potatoes
Cook one onion, thinly sliced, in three tablespoons butter until
delicately browned. Remove onion and keep in a warm place. Add
three cups cold boiled potatoes cut in slices, sprinkle with salt,
pepper, and stir until well mixed with butter. Press to one side of
spider and let brown richly underneath, then sprinkle onions over
potatoes, let heat thoroughly, then turn on a hot serving platter top
side down; sprinkle with finely chopped parsley. Cooking the onion
separately lessens the danger of burning the onion.
Potato Croquettes
2 cups hot riced potatoes.
2 tablespoons butter.
¾ teaspoon salt.
⅛ teaspoon white pepper.
¼ teaspoon celery salt.
Few grains cayenne.
Few drops onion juice.
Yolk one egg.
1 teaspoon finely chopped parsley.
Potatoes Delmonico
Arrange creamed potatoes in layer, in a buttered baking dish,
adding a sprinkle of grated cheese to each layer, a slight sprinkle of
salt and paprika or a few grains cayenne. There should be plenty of
Cream Sauce mixed with the potatoes. Cover with buttered crumbs
and bake in a hot oven until mixture is heated throughout and
crumbs are brown.
Stuffed Peppers
1 medium size onion, finely chopped.
2 tablespoons butter.
4 tablespoons mushrooms, finely chopped.
4 tablespoons left-over ham, finely chopped.
⅓ cup Brown Sauce.
3 tablespoons fine soft bread crumbs.
Salt, pepper, few grains cayenne.
6 green bell peppers.
Buttered cracker crumbs.
Fried Celery
Remove the outer stalks of celery, cut in four inch pieces. Parboil
eight minutes. Drain thoroughly, dip in batter and fry in deep fat.
Drain on brown paper and serve with Tomato Sauce.
Batter: Sift one-half cup bread flour with one-fourth teaspoon
salt, one-eighth teaspoon celery salt, a few grains pepper, add six
tablespoons milk and one egg lightly beaten.
Corn Oysters
Grate the left-over boiled corn from the cob (there should be one
cup of pulp). Add one lightly beaten egg, four and one-half
tablespoons flour, season well with salt, pepper and one teaspoon
sugar. Drop by spoonfuls on a hot well greased griddle and cook as
griddle cakes. They should be the size of New York Counts.
Stale Bread and Its Uses
Brown Betty
1 small, stale, bakers loaf.
⅓ cup butter.
1 quart, sliced, tart apples.
⅓ cup sugar.
¼ teaspoon nutmeg.
Grated rind ½ lemon.
Juice one lemon.
Process: Remove the crust from bread and cut in thick slices,
grate each slice by rubbing it through the croquette basket or
colander. Melt butter in a sauce-pan, add crumbs and toss lightly
with a fork, cover bottom of well-buttered baking dish with crumbs
and cover with one half the apples, sprinkle with half the sugar,
nutmeg, lemon rind and juice mixed together; repeat, having layer
crumbs on top. Bake forty-five minutes in a moderate oven, cover
with a buttered paper the first thirty minutes of cooking. Remove
paper and brown richly.