When negotiators have an audience watching their progress in the negotiations, the negotiator

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72.When negotiators have an audience watching their progress in the negotiations, the audience'snegotiator:A.is more likely to give in to the other party's demands.B.pays more attention to saving face.C.tends to feel more cooperative towards the other party.D.tends to be more willing to make concessions to the other party.E.tends to feel more cooperative AND are more willing to make concessions to the other party.73.Negotiators tend to be more successful when:A.they carefully think through their three key positions in the bargaining zone model.B.they ask probing questions and listen intently to the answers.C.they tell the other party how lucky the other party is to have such a generous deal.D.they do all of these things.E."A" and "B' only.74.Effective negotiators:A.prepare and set negotiation goals for themselvesB.talk more than listenC.rarely make any concessionsD.do all of these things.E.set negotiation goals for themselves AND rarely make any concessions.75.Which of the following is a skill to effectively create value in negotiations?A.Know your BATNA.B.Manage your time wisely.C.Prepare and set goals.D.All of the above.E.None of the above creating value in negotiations.76.All of the following are ways that skilled negotiators can reap the benefits of value creation innegotiations EXCEPT by:A.gathering information.B.discovering priorities through offers and concessions.C.building relationships.D.stalling for more time to evaluate proposals more fully.E.All of the above are ways to reap the benefits of value creation.77.What effect does making concessions have on negotiations?A.Concessions enable the parties to move towards the area of potential agreement.B.Concessions symbolize each party's motivation to bargain in good faith.C.Concessions communicate to the other party the relative importance of negotiating items.D.Concessions have all of these effects on negotiations.E.Concessions have none of these effects on negotiations.78.Conflict begins whenever both parties realize that they have opposing interests.TrueFalse79.Conflict occurs when one party perceives that its interests are being opposed or negatively affected byanother party.TrueFalse

80.Conflict begins when two parties experience manifest conflict.TrueFalse81.Conflict perceptions and emotions lead to conflict sources.TrueFalse82.The view that all conflict in organizations is bad is over simplistic and incorrect.TrueFalse83.In one survey more than 50 percent of employees in Germany complained that conflict was consumingtheir workday.TrueFalse84.It wasn't until the 1950s that conflict management experts such as Elton Mayo began to embracethe "optimal conflict" perspective.TrueFalse85.Moderate levels of conflict produce improved decision-making.

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