谈判与冲突管理英文版试题答案CH 12 Quiz Questions

Chapter Twelve Quiz Questions
[Answers to multiple choice questions are included on the page following the quiz.] Multiple Choice:
1. The psychological theory that assists in explaining how individuals seek validity
in the messages they receive is called:
A. Social Judgment Theory.
B. Attribution Theory.
C. Symbolic Interactionism.
D. None of the above. There is no such theory.
2. One difference between the general theory of attribution and social judgment
theory is:
A. Social judgment theory is based on the premise that people are unaware of
their attitudes; while, attribution theory assumes people are aware of their
cognitive processes addressed in the theory.
B. Attribution theory holds that the cognitive processing involved with
seeking valid opinions is largely unconscious; while, social judgment
theory assumes people are aware of their attitude and consciously
determine changes.
C. Attribution theory addresses individual cognition; and, social judgment
theory addresses group decision processes.
D. None of the above.
3. Identify the statements below that are true:
A. Attitude causes, creates, or affects behavior.
B. Behavior causes, creates, or affects attitude.
C. Beliefs are what one knows to be true.
D. Attitudes and beliefs are dynamically interrelated.
4. According to social judgment theory, it is useful to view the mind as having
latitudes that are called:
A. Attitudes, opinions, and beliefs.
B. Good attitudes, bad attitudes, and indifference.
C. Commitment and non-commitment
D. Acceptance and rejection.
5. It is most likely to attain persuasion to change attitude:
A. in the latitude of commitment; because, that is where people commit.
B. in the latitude of noncommitment; because, it is where people hold no
opinion or attitude on a subject or hold less than firm commitments or
beliefs.
C. None of the above. Changing another’s attitude is not possible ever.
6. Select the statement or statements below that are NOT true.
A. Some portion of the latitude of commitment constitutes a latitude of acceptance.
B. Some portion of the latitude of commitment constitutes a latitude of rejection.
C. Attitudes perceived to be the same or similar to attitudes already held are likely to be accepted.
D. It is hardest to persuade someone who has no prior opinion at all.
7. The phenomenon that causes people to subject messages that are incompatible
with prior beliefs to greater scrutiny is referred to as:
A. Cognitive dissonance.
B. Critical thinking.
C. Disconfirmation bias.
D. Negativity bias.
8. One aspect of the theory of cognitive dissonance – that people perceive messages
as more similar to prior attitudes than they are in reality -- is similar to what other psychological theory?
A. Attribution theory.
B. Disconfirmation bias.
C. False consensus bias.
D. Negativity bias.
9. Which of the following statements best describes what it means to gather ACES
in preparation for negotiation?
A. Play a game of poker to test your current luck before you negotiate.
B. You must find and advance a benefit for the other party.
C. You must focus on what you want to win, as in a game.
D. None of the above.
10. In preparing persuasive arguments for negotiation, a sound strategy is to:
A. Find reasons for the other party to agree.
B. Gather mounds of data; because, you can wear them down until they agree.
C. Find reasons for the other party to agree; find common ground and support
for your positions; and find a way to connect emotionally with the other
party.
D. Plan the negotiation on a date that places extreme time pressure on the
other party.
Essay Questions:
11. Explain as succinctly as possible the essence of the theory of cognitive dissonance
and provide an example of the phenomena addressed in the theory.
12. Explain what the acronym in the text –“ACES” – stands for and how the theory
or approach assists persuasive efforts in negotiation.
13. Describe some statements and/or behaviors that might alert you to the fact that
persuasion is not going to be possible; and, describe what you would do and say
in such a situation.
14. Discuss diplomacy as a power technique. Be sure to identify what type of power
technique it is as well as the benefits of using diplomacy in negotiation.
Chapter Twelve Quiz Multiple Choice Answers:
1. B
2. B
3. A, B, C, & D
4. C&D
5. B
6. D
7. C
8. C
9. B
10. C。