________ is the power derived from what the members consider to be a fair or just distribution of the outcomes and results of a coalition. *

Relationship based

Normative

Strategic

Information based

As an American negotiator, which one would not get a priority? *

Public investment

Business profit

Private investment

Capitalism

Which one of the following does not fall under the standards for evaluating strategies and tactics in business and negotiation? *

A course of action on the basis of ones duty to uphold appropriate rules and principles

A course of action on the basis of pluralistic convictions

A course of action on the basis of the norms, values, and strategy of a community

A course of action on the basis of results one expects to achieve

Which of the following is an immediate context of international negotiations? *

Ideological differences

Instability and Changes

Political Pluralism

Levels of conflict

What consequences do negotiators from high uncertainty-avoidance cultures bring to negotiations? *

Negotiators may need to seek approval from their supervisors more frequently

Negotiators may be more likely to "swap" negotiators, using whatever short-term criteria seem appropriate

Negotiators will strongly depend on cultivating and sustaining a long-term relationship

Negotiators may not be comfortable with ambiguous situations and may be more likely to seek stable rules and procedures when they negotiate

What is the "paradox" of being a coalition founder? *

The founder's position shifts from strength to weakness as the coalition grows

Early in the coalition-building process, the founder may have to give away a lot in order to apparently gain a little

The founder is usually not a part of the leadership of the coalition

The founder's early share in the coalition is large, and grows as more members are added

Bedfellows are parties with whom a negotiator has *

Low agreement and low trust

High agreement and high trust

High agreement and low trust

Low agreement and high trust

Which of the following is a major tenet for duty ethics? *

Locus of truth is found in human existence

Human conduct should be guided by primary moral principles

One must consider all likely consequences

Duty and obligation bind the community and the individual to each other

Short term objectives of commercial diplomacy do not include *

Arranging trade fairs

Negotiate in foreign market environments

Bringing more FDI

Conducting export promotion campaigns

A Coalition is built by *

Unification in a single, defining event

Mobilizing departments or divisions

Organizing members through formal meetings

Adding one member at a time

__________________ are emergent interest groups that have not yet formed into an operating *

Informal coalitions

Dormant coalitions

Formal coalitions

Latent coalitions

Commercial diplomacy is less desirable because *

Its relatively free of cost

Tax payers money ultimately spent to support inefficiency

All the options

Generate less economic intelligence

Which one of the following supports Machiavellianism? *

Individual defines what is right on the basis of their immediate social situation

Some individuals are more persuasive and effective in their con activities

Age makes people ethical

Women are more ethical than men

Risk-avoiding cultures will *

Seek further information

Be willing to move early on a deal

All the options

Be less likely to take a wait-and-see stance

Generally take more chances

Which one of the following is not a relative power? *

Control of a distribution system

Special access to markets

Managing government relations

Mastering deductive approach to negotiate