Intangible Interests in Negotiation MCQs
Intangible Interests in Negotiation MCQs
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1: Cognitive dissonance is the process by which one seeks to align one’s actions with one’s _____?
A. Thoughts
B. Cognition
C. Awareness
D. All of these
2: Consistency is the desire for past actions or attitudes to align with current and future actions or attitudes.
A. True
B. False
3: Emotional appeal is a negotiation tactic based on getting the other side to _____ you are negotiating.
A. Feel sorry for you
B. Emotionally attached to the issue
C. Both a and b
D. None of the above
4: Identity derived from membership in important groups is called?
A. Society-based identity
B. Culture-based identity
C. Group-based identity
D. None of these
5: _____ is how one defines oneself.
A. Identity
B. Personality
C. Singularity
D. All of the above
6: When an individual perceives harm to a valued identity is called Identity threat.
A. True
B. False
7: Intangible interests that originate from what individuals see as universally _____ are called Interests in people.
A. Appropriate or Unethical
B. Inappropriate or Ethical
C. Appropriate or Ethical
D. All of the above
8: A Loose face is when an individual is put into a position where he or she is seen as _____ with a desired sense of self.
A. Inconsistent
B. Consistent
C. Constant
D. All of the above
9: Identity derived from the meaningful relationships one has is known as?
A. Relationship-based identity
B. Role-based identity
C. Group-based identity
D. All of these
10: Identity derived from central roles one holds is known as?
A. Relationship-based identity
B. Role-based identity
C. Group-based identity
D. All of these
11: Save face is when an individual is put into a position where he or she has been seen as _____ with a desired sense of self.
A. Compatible
B. Consistent
C. Constant
D. All of the above
12: Standard is “A practice, policy, or reference point that gives a decision legitimacy” (Diamond, 2010).
A. Practice
B. Policy
C. Reference
D. All of these
13: Identity derived from the things one has or the stories one tells is called?
A. Relationship-based identity
B. Role-based identity
C. Group-based identity
D. Symbol based identity
14: ______ is (are) an example of a tangible interest, while ______ is (are) an intangible interest.
A. Loyalty; resources
B. Money; specific contracts
C. Working conditions; recognition
D. Respect; reputation
15: ______ interest can be easily traded.
A. Identity
B. Intangible
C. Self
D. Tangible
16: According to the text, which of the following help us feel comfortable in the world?
A. Identity
B. Outcomes
C. In-group
D. Expertise
17: ______-based identify result from the relationships that are meaningful.
A. Role
B. Relationship
C. Group
D. Symbol
18: Identity can be ______.
A. Multifaced or layered
B. Hidden or discreet
C. Reciprocal or reactive
D. Threatening or difficult
19: Seeking to align actions with thoughts is cognitive dissonance.
A. True
B. False
20: In a negotiation, respect makes it more likely for one to engage in inappropriate behavior.
A. True
B. False
21: Identity threats are experiences when an individual perceives “harm to the value or meaning of an identity.”
A. True
B. False
22: Inconsistencies can cause one to “save face.”
A. True
B. False
23: Our emotional appeal taps into the tangible values of the other party.
A. True
B. False
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Intangible Interests in Negotiation MCQs
