International Negotiation Skills: Session 1 Quiz

<p>Pragmatic level (B)</p> Signup and view all the answers

<p>When parties are in different locations at different times (B)</p> Signup and view all the answers

<p>Higher rates of negotiation impasses (A)</p> Signup and view all the answers

<p>Escalation of commitment (D)</p> Signup and view all the answers

<p>Endowment effect (C)</p> Signup and view all the answers

<p>Zero minutes tolerance. (D)</p> Signup and view all the answers

<p>Viewing the negotiation as a win-lose scenario (D)</p> Signup and view all the answers

<p>Ignoring others’ cognition (D)</p> Signup and view all the answers

<p>International Trade Policies (A)</p> Signup and view all the answers

<p>Zero tolerance policy exists for plagiarism. (D)</p> Signup and view all the answers

<p>To ensure the course is both enjoyable and beneficial. (B)</p> Signup and view all the answers

<p>8 (B)</p> Signup and view all the answers

<p>Essentials of Negotiation. (A)</p> Signup and view all the answers

<p>Misbehavior after one warning. (C)</p> Signup and view all the answers

<p>Negotiation Pre-Planning (D)</p> Signup and view all the answers

<p>Face to face (D)</p> Signup and view all the answers

<p>Loss of non-verbal communication (A)</p> Signup and view all the answers

<p>E-mail (B)</p> Signup and view all the answers

<p>Temporal synchrony bias (A)</p> Signup and view all the answers

<p>Enhances cooperation and trust (C)</p> Signup and view all the answers

<p>They completely eliminate informal communication. (D)</p> Signup and view all the answers

<p>Burned bridge bias (D)</p> Signup and view all the answers

<p>Face to face (C)</p> Signup and view all the answers

<p>A decision-making interaction aimed at resolving conflicting interests. (A)</p> Signup and view all the answers

<p>All parties must reach a compromise. (B)</p> Signup and view all the answers

<p>Integrative negotiation often results in multiple objectives being achieved. (D)</p> Signup and view all the answers

<p>Listening, attention, and communication. (D)</p> Signup and view all the answers

<p>Personal values and emotions. (B)</p> Signup and view all the answers

<p>Emotive function (C)</p> Signup and view all the answers

<p>A combination of creating and claiming value. (C)</p> Signup and view all the answers

<p>To establish and maintain contact. (B)</p> Signup and view all the answers

<p>Active listening and observation (A)</p> Signup and view all the answers

<p>Behavior (B)</p> Signup and view all the answers

<p>Assigning attributes based on social categories (A)</p> Signup and view all the answers

<p>Ignoring information that contradicts beliefs (B)</p> Signup and view all the answers

<p>It organizes and shapes perception (B)</p> Signup and view all the answers

<p>Stimulus (B)</p> Signup and view all the answers

<p>Transferring your feelings to others (C)</p> Signup and view all the answers

<p>Restating and summarizing (C)</p> Signup and view all the answers

A process where two or more parties discuss, exchange proposals, and make concessions to reach a mutually acceptable agreement.

Negotiation involving parties from different countries with cultural differences.

The exchange of information, ideas, and proposals during a negotiation.

Following rules and guidelines to achieve academic success through your own work, not others' work.

Different approaches to negotiation, such as competitive, collaborative, or accommodating.

Student and teacher understanding of what will be achieved and the outcomes of the course.

Factors of the environment of the educational course for proper function.

The framework and structure for international negotiations, including processes and principles.

Negotiation is a decision-making process where two or more parties discuss to resolve opposing interests.

Negotiation involves two or more parties with conflicting needs and desires, actively seeking a resolution.

A negotiation strategy where only one party can win; the goal is to claim value for yourself.

A negotiation seeking mutual gains; both parties can achieve their goals.

Negotiation elements like price or terms of an agreement.

Personal values and emotions that affect negotiation.

Communication has 6 primary functions: emotions, context, style, contact, language, and a final unspecified function.

The receiver's response to a message, considering their actions and behavior.

The three essential elements of communication: Vocal (tone), Visual (body language), and Verbal (words).

Communication about the steps and procedures involved in negotiation, ensuring both sides understand the framework.

Focuses on the factual content of the message, like proposals, offers, and information.

Considers the meaning behind words, the way they are used, and the overall impact on the message.

Negotiation where all parties are present in the same physical location.

Negotiation where parties are in different locations but communicate in real-time using technology.

Negotiation conducted through asynchronous communication like emails or text messages.

The feeling of being connected and involved with others in a communication channel.

The amount of social cues and non-verbal information conveyed in a communication medium.

Misinterpretation of communication because of the asynchronous nature of email negotiations.

Taking risks in email negotiations because there's no face-to-face presence to soften the blow.

Emphasis on emotional appeals in email negotiations to make them seem more urgent or important.

When negotiators focus on feelings and emotions, it can lead to more intense involvement and competitive behavior, potentially causing deadlocks.

Continuing a failing course of action despite evidence it's not working. It's like digging a hole deeper even though you're already stuck.

Seeing negotiation as a zero-sum game where one person wins and the other loses.

Overemphasizing easily accessible information, even if it's not the most relevant.

Overestimating your abilities and knowledge in a negotiation, potentially leading to unrealistic expectations.

It's not just about what you say or how you say it, but also about how your message is understood by the receiver. This includes considering their listening skills, perception, and potential biases.

Engaging in a conversation by paying full attention to the speaker's verbal and nonverbal cues, asking clarifying questions, and summarizing to ensure understanding.

The process of making sense of our surroundings by interpreting sensory information, which is influenced by our experiences, expectations, and biases.

Assigning characteristics to an individual based solely on their membership in a particular group, often overlooking their unique qualities.

Making judgments about a person based on a single positive attribute, often overlooking other aspects of their personality.

Paying attention only to information that confirms our existing beliefs and ignoring contradictory evidence.

Attributing our own thoughts, feelings, or behaviors to others, even if they are not present.

The way we present or interpret information, which influences our perceptions and decision-making. It's like a mental filter that shapes our understanding.