STUDOCU-Chapter 10-True-False

Negotiations occur in a rich and complex social context that has a significant impact on how the parties interact and how the process evolves. (p. 319)

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Some research questions are best answered under controlled laboratory conditions because it (p. 320) would be impossible to repeatedly encounter or simulate the same conditions consistently in actual negotiations.

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In a relationship, gathering information about the other's ideas, preferences and priorities is (p. 321) often the most important activity.

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One of the disadvantages of negotiating in a game or simulation is that there is a defined end (PAGE 323).

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In relationship negotiations, parties should never make concessions on substantive issues to (p. 324) preserve or enhance the relationship.

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Authority ranking is a one-to-one correspondence relationship in which people are distinct but (p. 325) equal.

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In a market pricing relationship, people see each other as interchangeable. (PAGE 326)

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Parties who are in a communal-sharing relationship (or who expect to have future interaction) (p. 327) focus their attention more on the other party's outcomes as well as their own.

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First impressions and early experiences with others are powerful in shaping others' (p. 330) expectations; once these expectations are shaped, they become easy to change over time.

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In calculus-based trust, the promise of reward is likely to be a more significant motivator than (p. 332) the threat of punishment.

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