| Question 1: What is a negotiation? |
| Reference: | Brett, J., Thompson, L. (2016). Negotiation. Organizational Behavior and Human Decision Processes. 136(September 2016), 68-79. https://doi.org/10.1016/j.obhdp.2016.06.003 |
| Choice A: | An opportunity in which one party takes from another party |
| Choice B: | Goal-directed behaviors among two or more parties aimed at reaching an agreement |
| Choice C: | A debate about who is right and who is wrong |
| Choice D: | Silently stewing about an unfair situation |
| Question 2: What does the acronym BATNA stand for? |
| Reference: | Brett, J., Thompson, L. (2016). Negotiation. Organizational Behavior and Human Decision Processes. 136(September 2016), 68-79. https://doi.org/10.1016/j.obhdp.2016.06.003 |
| Choice A: | Best Argument To A Neutral Arbiter |
| Choice B: | Be Aware To All Naïve Assumptions |
| Choice C: | Best Alternative To A Negotiated Agreement |
| Choice D: | BATs of North America |
| Question 3: BATNAs has been found to have the following effects on negotiators: |
| Reference: | Brett, J., Thompson, L. (2016). Negotiation. Organizational Behavior and Human Decision Processes. 136(September 2016), 68-79. https://doi.org/10.1016/j.obhdp.2016.06.003 |
| Choice A: | Negotiators who know their own and counterparty’s BATNAs have higher aspirations |
| Choice B: | Negotiators with better BATNAs set higher goals and offer the counterparty less |
| Choice C: | Negotiators who focus on the BATNA of the counterparty are more effective in claiming resources |
| Choice D: | All the above |
| Question 4: According to research by Amanatullah and Tinsley (2013), women are generally less assertive in negotiation than men and a key factor is the fear of backlash: |
| Reference: | Amanatullah, E. T. Tinsley, C. H. (2013). Punishing female negotiators for asserting too much…or not enough. Exploring why advocacy moderates backlash against assertive female negotiators. Organizational Behavior and Human Decision Processes. 120 (1), 110-122. https://doi.org/10.1016/j.obhdp.2012.03.006 |
| Choice A: | True |
| Choice B: | False |
| Question 5: Backlash refers to: |
| Reference: | Brett, J., Thompson, L. (2016). Negotiation. Organizational Behavior and Human Decision Processes. 136(September 2016), 68-79. https://doi.org/10.1016/j.obhdp.2016.06.003 |
| Choice A: | Social stereotypes that each of us have about certain groups of people that form outside our own conscious awareness. |
| Choice B: | Negative social reaction when an individual is seen as violating gender and/or racial norms because they engage in counter-sterotypical behaviors |
| Choice C: | Inviting coworkers over to your home for a potluck to build camaraderie |
| Choice D: | A back injury due to forceful movement of the back |
| Question 6: Substantial research has established that the use of negotiation strategy varies by gender and national culture. |
| Reference: | Brett, J., Thompson, L. (2016). Negotiation. Organizational Behavior and Human Decision Processes. 136(September 2016), 68-79. https://doi.org/10.1016/j.obhdp.2016.06.003 |
| Choice A: | True |
| Choice B: | False |
