Psyc2310 chapter 9 practice quiz 13

What does GRIT stand for?

• Graduated and Reciprocated Initiatives in Trust-Reduction

• General and Reciprocated Initiatives in Trust-Reduction

• Graduated and Reciprocated Initiatives in Tension-Reduction

• General and Reciprocated Initiatives in Tension-Reduction

What is the main goal of the GRIT strategy?

• To establish trust and cooperation between opposing parties

• To escalate the conflict

• To avoid any form of negotiation

• To win the conflict at any cost

What happens if the other party retaliates in the GRIT strategy?

• The first party quickly retaliates at the same level

• The first party ignores the retaliation

• The first party escalates the conflict

• The first party withdraws from the conflict

Which of the following is an example of the GRIT strategy?

• A student negotiating grades

• A parent negotiating alimony

• The disarmament of FARC in Colombia

• Buying a car

What is bargaining?

• Escalating the conflict

• Seeking an agreement through direct negotiation between both sides in a conflict

• Winning the conflict at any cost

• Avoiding any form of negotiation

What is a common challenge in bargaining?

• Escalating the conflict

• Winning the conflict at any cost

• Avoiding any form of negotiation

• Striking the right balance between being tough and being reasonable

According to the study from the Netherlands, what emotion elicited larger concessions?

• Behavior-oriented anger

• Person-directed happiness

• Behavior-oriented happiness

• Person-directed anger

What percentage of people in negotiations misrepresent what they want?

• 28 percent

• 50 percent

• 75 percent

• 10 percent

What is a potential problem with misrepresenting needs in bargaining?

• It makes the negotiation process faster

• It can lead to bad decisions that hurt oneself and advantage the other person

• It always leads to better outcomes

• It has no effect on the negotiation

What is the overall joint outcome when both sides are honest in bargaining?

• The same

• Unpredictable

• Worse

• Better