QUESTION 6 With regard to effective negotiation, the ability of negotiators to u

Question

QUESTION 6

With regard to effective negotiation, the ability of negotiators to understand emotions in themselves and others and to use that understanding to generate positive outcomes is defined as:

1) social comparison

2) motivational orientation

3) reciprocity

4) emotional intelligence

QUESTION 7

Regarding the emotions and emotional knowledge that can influence negotiations, what is meant by strategic emotion?

1) Carefully designed emotional displays orchestrated to take the counterparty off guard

2) Negative emotions directed at the counterparty

3) Talking about the counterparty behind their back

4) The behavioral manifestation of felt emotions

QUESTION 8

Arbitration is preferable to mediation when the parties are interested in preserving their relationship.

1) True

2) False

QUESTION 9

A coalition is best defined as a group of two or more individuals who combine their resources to affect the decision outcome of a mixed-motive situation involving at least three parties. One of the most effective strategies for enhancing coalitional effectiveness is to

1) make unilateral concessions amongst group members

2) allocate resources by a needs-based equity distribution system amongst coalition members

3) obtain verbal commitments, as people often feel obligated to follow through with promises they make with others

4) ncrease the functional distance between coalition members

QUESTION 10

In general, how do women fare in negotiations as agents compared to men? What are the differences in how women behave when negotiating for themselves vs. negotiating for others?

1) social comparison

2) motivational orientation

3) reciprocity

4) emotional intelligence

Explanation / Answer

Question 6. The right answer is option 4. emotional intelligence.

Explanation: Emotional intelligence refers to understanding one's own and others emotions effectively and using that understanding to manage situations, communicate better, negotiate successfully, or achieve's one's goal successfully. Emotional intelligence helps in understanding the perspective of others and provides an ability to a person to adapt to the environment depending on the emotional states or needs of the person and the others.

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