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Chapter 10
Relationships in Negotiation
Fill in the Blank Questions
1. Negotiations occur in a rich and complex social context that has a significant impact on how the
____________ interact and how the process evolves.
Answer: parties Page: 296
2. Only recently have researchers begun to examine actual negotiations in a rich ____________
context in order to offer better prescriptions on how to negotiate where the parties are deeply
embedded in a relationship.
Answer: relationship Page: 297
3. Distributive issues within ____________ negotiations can be emotionally hot.

Answer: relationship Page: 299
4. In some negotiations, relationship preservation is the overarching negotiation goal and parties
may make concessions on ____________ issues to preserve or enhance the relationship.
Answer: substantive Page: 300
5. Salacuse says that negotiators should recognize a long-term business deal as a ____________
negotiation.
Answer: continuing Page: 301
6. In communal sharing, collective identity takes precedence over ____________ ____________.

Answer: individual identity Page: 302
7. It is clear that much of the early work of negotiation research has been dominated by the
assumptions of a ____________ ____________ relationship.
Answer: market pricing Page: 303
8. According to John Gottman’ studies; successful long-term relationships are characterized by

continuing to stress what one likes, values, appreciates and ____________ in the other
Answer: respects Page: 306
9. ____________ is the legacy that negotiators leave behind after a negotiation encounter with
another party.
Answer: Reputation Page: 307
106 Test Bank, Chapter 10

10. McAllister defines ____________ as "an individual's belief in and willingness to act on the
words, actions and decisions of another."
Answer: trust Page: 309
11. An individual's ____________ ____________ toward trust can be described as individual

differences in personality that make some people more trusting than others.
Answer: chronic disposition Page: 309
12. ____________ trust exists because the parties understand and appreciate each other’s wants and
come to understand what they must do to sustain the other’s trust.
Answer: Identification-based Page: 309
13. Parties affirm strong identification-based trust by developing a ____________ ____________;

co-locating; creating joint products or goals, such as a new product line or a new set of objectives;
and committing to commonly shared values.
Answer: collective identity Page: 310
14. Identification-based trust is defined as confident positive expectations regarding another’s

____________ and is grounded in perceived compatibility of values, common goals, and positive
emotional attachment to the other.
Answer: conduct Page: 311
15. Integrative processes tend to increase trust, while more ____________ processes are likely to
decrease trust.
Answer: distributive Page: 311, 312
16. Trustors, and those trusted, may focus on different things as ____________ is being built.
Answer: trust Page: 313
17. Distributive justice is about the distribution of ____________.

Answer: outcomes Page: 316
18. ____________ justice is about how organizations appear to treat groups of individuals and the
norms that develop for how they should be treated.
Answer: Systemic Page: 316
19. Negotiators who helped develop a group negotiation strategy were more ____________ to it and
to the group’s negotiation goals.
Answer: committed Page: 317
Lewicki/Barry/Saunders, Negotiation, 6/e 107

20. Trying to overcome a bad reputation, rebuilding trust, or restoring ____________ to a
relationship are much easier to talk about than to actually do!
Answer: fairness Page: 320
True/False Questions
T F 21. Negotiations occur in a rich and complex social context that has a significant impact on
how the parties interact and how the process evolves.
Answer: True Page: 296
T F 22. For decades researchers have examined negotiations in a relationship context, in order to
offer better prescriptions on how to negotiate where the parties have a substantial history
and anticipate a long future relationship
Answer: False Page: 297
T F 23. In a relationship, gathering information about the other's ideas, preferences and priorities
is often the most important activity.
T F 24. One of the disadvantages of negotiating in a game or simulation is that there is a defined
end.
T F 25. In relationship negotiations, parties should never make concessions on substantive issues
to preserve or enhance the relationship.
T F 26. Authority ranking is a one-to one correspondence relationship in which people are
distinct but equal.
T F 27. In a market pricing relationship, people see each other as interchangeable.

T F 28. Parties who are in a communal-sharing relationship (or who expect to have future
interaction) focus their attention more on the other party's outcomes as well as their own.
T F 29. First impressions and early experiences with others are powerful in shaping others’
expectations; once these expectations are shaped, they become easy to change over time.

T F 30. In calculus-based trust, the promise of reward is likely to be a more significant motivator
than the threat of punishment.
T F 31. Identification-based trust relies on information about the other rather than the
management of rewards and punishments.
T F 32. Trust development is a mutual process, and while parties can initiate actions which may
move the trust-development process forward, the strongest trust must be mutually
developed at a pace acceptable to both parties.
T F 33. It is the early research on trust that has revealed somewhat more complex relationships
between trust and negotiation behavior.
T F 34. Reciprocity occurs among individuals who are better at taking the perspective of the
other in a negotiation, and can also be ‘coached’ by encouraging a negotiator to consider
the views of the other party in their decision making.
T F 35. Systemic justice is about the way that organizations appear to treat groups of individuals.
T F 36. When some groups are discriminated against, disfranchised, or systematically given poorer
salaries or working conditions, the parties may be more concerned about specific procedural
elements and less concerned that the overall system may be biased or discriminatory in its
treatment of certain groups and their concerns.
T F 37. The four forms of justice (distributive, procedural, interactive, systemic) are separate
entities that are never intertwined.
T F 38. Perceptions of distributive unfairness are likely to contribute to parties' satisfaction with
the result of a decision, while perceptions of procedural unfairness are likely to contribute
to the parties' dissatisfaction with the result or with the institution that implemented the
unfair procedure.

T F 39. Idiosyncratic deals are much more common today, and they are not reserved only for a
special few.
T F 40. Building a relationship may be an essential critical component of being successful in

negotiation.
Multiple Choice Questions
41. Laboratory controlled research is much easier to conduct than field research because studying live
negotiators in the middle of an often complex negotiation causes them to object to all but one of
the following?
A) to conduct interviews.
B) to ask questions.
C) to publicly report actual successes.
D) to publicly report actual failures.
E) they object to all the above.
Answer: Page: 297
42. In a transactional negotiation, the most important issue is usually the

A) enhancing the relationship.
B) better deal.
C) dependence dynamics.
D) inventory questions.
E) all of the above.
Answer: B Page: 298
43. Which of the following parameters shapes our understanding of relationship negotiation strategy
and tactics?
A) Negotiating within relationships takes place at a single point in time.
B) Negotiation in relationships is only about the issue.
C) Negotiating within relationships may never end.
D) Parties never make concessions on substantive issues.
E) All of the above parameters shape our understanding of relationship negotiation strategy and
tactics.
Answer: C Page: 299
44. Because relationship negotiations are never over,

A) parties generally tackle negotiations over tough issues first in order to "get off on the right
foot."
B) it is often impossible to anticipate the future and negotiate everything "up front."
C) issues on which parties truly disagree will go away with the conclusion of the negotiation.
D) parties should never make concessions on substantive issues.
E) All of the above are consequences of relationship negotiations.

Answer: B Page: 300
45. Jeswald Salacuse suggests which rule for negotiating a relationship?

A) minimize the prenegotiation stage of the relationship
B) recognize a long-term business deal as a continuing negotiation
C) eliminate the need for mediation or conciliation
D) end all discussions when the contract is signed
E) Salacuse suggests all of the above rules for negotiating a relationship.
Answer: B Page: 301
46. Communal sharing is a relationship of

A) unity, community, collective identity, and kindness.
B) asymmetric differences.
C) one-to-one correspondence.
D) balanced reciprocity.
E) None of the above describes a relationship of communal sharing.
Answer: A Page: 302
47. An example of authority ranking as a form of relationship would include

A) college roommates
B) fraternal organizations
C) auto salesperson and buyer
D) soldiers and their commander
E) church congregates
Answer: D Page: 302
48. Higher ranks dominate lower ranks is an example of “authority ranking” as a fundamental
relationship form. Under what other form would you find the concept of “tit-for-tat” revenge?
A) communal sharing
B) authority ranking
C) equality matching
D) market pricing
E) none of the above
Answer: C Page: 302
49. The values that govern a market pricing relationship are determined by a market system and
include all but which of the following?
A) utility points
B) the relationship with the negotiator
C) ratio of price to goods
D) fair pricing
E) the dollars
Answer: B Page: 303

50. Which of the statements is supported by research in communal-sharing relationships?
A) Parties in a communal-sharing relationship are more cooperative and empathetic.
B) Parties in a communal-sharing relationship craft better quality agreements.
C) Parties in a communal-sharing relationship focus more attention on the norms that develop
about their working together.
D) Parties in a communal-sharing relationship are more likely to share information with the
other and less likely to use coercive tactics.
E) All of the above statements are supported by research in communal sharing relationships.
Answer: E Page: 304, 305
51. What key elements become more critical and pronounced when they occur within a negotiation?
A) the agency relationship, the number of negotiation parties, and the role of emotion
B) the agency relationship and the role of trust and fairness
C) the roles of reputation, trust and justice
D) the structure of the constituency and the agency relationship
E) none of the above is key elements in managing negotiations within relationships
Answer: C Page: 307
52. Reputation is:

A) a perceptual identity.
B) reflective of the combination of personal characteristics.
C) demonstrated behavior.
D) intended images preserved over time.
E) all of the above statements define reputation.
Answer: E Page: 307, 308
53. In calculus-based trust

A) the trustor calculates the value of creating and sustaining trust in the relationship relative to
the costs of severing it.
B) the relationship develops over time, largely because the parties develop a history of
experience with each other which allows them to predict the other's behavior.
C) regular communication and courtship are key processes.
D) the parties effectively understand and appreciate the other's wants.
E) All of the above statements are inherent in calculus based trust.
Answer: A Page: 309
54. All but one of the following actions contributes to increase identification-based trust. Which one
does not contribute?
A) Stand for the same principles.
B) Monitor the other party’s actions.
C) Develop similar interests.
D) Try to develop similar goals, objectives and scenarios.
E) Try to be interested in the same things.
Answer: B Page: 309, 310

55. Which type of justice is about the process of determining outcomes?
A) Distributive
B) Interactive
C) Procedural
D) Systemic
E) None of the above.
Answer: C Page: 316
56. How parties treat each other in one-to-one relationships is the process of which of the following
justices?
A) Procedural
B) Interactional
C) Systemic
D) Distributive
E) None of the above
Answer: B Page: 316
57. Which of the following conclusions about the issue of fairness is not a true statement?
A) Involvement in the process of helping to shape a negotiation strategy increases commitment
to that strategy and willingness to pursue it.
B) Negotiators (buyers in a market transaction) who are encouraged (“primed”) to think about
fairness are more cooperative in distributive negotiations.
C) Parties who are made offers they perceive as unfair may reject them out of hand, even though
the amount offered may be better than the alternative settlement, which is to receive nothing
at all.
D) Establishment of some “objective standard” of fairness has a positive impact on the
negotiations and satisfaction with the outcome.
E) All of the above are true statements.
Answer: E Page: 317
58. Denise Rousseau has researched and defined the “idiosyncratic deal” as the unique ways that
employers may come to treat certain employees compared to others in the same office or
environment. Which observation stated below is inaccurate?
A) Deals are more common when workers are willing to negotiate.
B) Deals are more likely to work effectively when performance criteria are clear and well
specified.
C) Deals are more common in certain countries, such as the United States, the United Kingdom
and New Zealand.
D) Deals are more common when workers are located in large organizations.
E) Deals are more likely to work when workers trust the performance appraisal process.
Answer: D Page: 319
59. Which question that should be asked about working on the improvement of a relationship is
false?
A) If the relationship is in difficulty, what might have caused it, and how can I gather
information or perspective to improve the situation?
B) How can we take the pressure off each other so that we can give each other the freedom of

choice to talk about what has happened, and what is necessary to fix it?
C) Trust repair is a long and slow process. It requires adequate explanations for past behavior,
apologies, and perhaps even reparations. Interestingly, cultures differ in the way they manage
this process
D) Must we surface the deeply felt emotions that have produced anger, frustration, rejection and
disappointment? Should we effectively vent these emotions, or understand their causes, so
that we can move beyond them?
E) How can we begin to appreciate each other’s contributions, and the positive things that we
have done together in the past? How can we restore that respect and value each other’s
contributions?
Answer: D Page: 320, 321
60. Within relationships, we see that parties shift their focus considerably, away from a sole focus on
price and exchange, to also attend to
A) the future of the relationship.
B) the level of trust between the parties.
C) the emotions and evaluations of the other negotiator.
D) questions of fairness.
E) Within relationships, parties shift their focus to attend to all of the above.
Answer: E Page: 321
Short Answer Essays
61. How does context affect negotiation?

Answer: One major way that context affects negotiation is that people are in relationships that
have a past, present and future. Page: 296
62. Why are some research questions best answered under controlled laboratory conditions?
Answer: Because it would be impossible to simulate the same conditions repeatedly in actual
negotiations. Page: 297
63. In relationship negotiation, the resolution of simple distributive issues can have what effects on
future decisions?
Answer: The settlement of any one negotiation issue can create undesired or unintended
precedents for the future. These negotiations may not only set precedents, or blueprints for how
similar future issues should be resolved, but they may also shift the nature of the future
relationship, particularly around power and dependence. Page: 298
64. What does Salacuse say is the importance of prenegotiation?

Answer: The prenegotiation process enhances gaining information about the other party and
builds a relationship that may enhance trust, information sharing and productive discussions.
Page: 301
65. Define a relationship.

Answer: A pairing of entities that has meaning to the parties, in which the understood form of
present and future interactions influences their behavior today. Page: 302
66. Describe an equality matching relationship.

Answer: Equality matching is a one-to-one correspondence relationship in which people are
distinct but equal, as manifested in balanced reciprocity, equal share distributions or identical
contributions, in-kind replacement compensation, and turn-taking. People see each other as equal
and separate, but often interchangeable; each is expected to both contribute equally to others and
receive equally from others. Page: 302
67. How do people view goods in a market-pricing relationship?

Answer: In market-pricing relationships, parties can attempt to change the ratio of price to goods
in their own favor (maximize their utility) or they can seek what may be defined as a fair price.
Page: 303
68. What are some of the findings of the limited amount of negotiation research about communal-
sharing relationships?
Answer: Studies have shown, however, that compared to those in other kinds of negotiations,
parties who are in a communal-sharing relationship: Are more cooperative and empathetic, craft
better quality agreements, perform better on both decision making and motor tasks, focus their
attention on the other party’s outcomes as well as their own, are more likely to share information
with the other and less likely to use coercive tactics, and are more likely to use indirect
communication about conflict issues and develop a unique conflict structure (among other
findings). Page: 303
69. What two questions should be asked when arriving at an impasse?

Answer: Ask what logic or data might change their views; and, ask if there is any way
you might jointly design a technique that might provide more information. Page: 305
70. Give some examples of traits that help influence the definition of a reputation.
Answer: Traits may include qualities such as age, race and gender; education and past experience,
and personality traits, skills and behaviors. Page: 308
71. Why are negative reputations difficult to repair?

Answer: The more long-standing the negative reputation, the harder it is to change that reputation
to a more positive one. Reputations need to be actively defended and renewed in others eyes.
Particularly when any event is likely to be seen by others in a negative light, we must work hard
to defend and protect our reputation, and actively work to make sure that others do not remember
the experience in a negative way. Page: 309
72. What are the three things that contribute to the level of trust one negotiator may have for another?
Answer: The individual's chronic disposition toward trust; situation factors; and the history of the
relationship between the parties. Page: 309

73. What are Lewicki and Wiethoff’s two types of trust?
Answer: Calculus-based trust and identification-based trust. Page: 309
74. Define identification-based trust.

Answer: Identification-based trust is based on identification with the other's desires and
intentions. At this level, trust exists because the parties effectively understand and appreciate the
other's wants; this mutual understanding is developed to the point that each can effectively act for
the other. Page: 309
75. Why is distrust growing in today’s economy?

Answer: Distrust is increasing in today’s work environment, as a weak economy, corporate
scandals, and the increasing discrepancy between chief executive and worker-level salaries
continues to increase. Page: 310
76. Under the four actions to manage the different forms of trust in negotiations, describe the basic
steps to increase calculus-based trust.
Answer: 1) Create and meet the other party’s expectations. 2) Stress the benefits of creating
mutual trust. 3) Establish credibility. 4) Keep promises. 5) Develop a good reputation. Page:
312
77. Do many people approach a new relationship with an unknown party with remarkably high levels
of trust?
Answer: Yes, most of us assume that the other can be trusted and are remarkably willing to trust
the other even with very little information or knowledge about the other. Page: 313
78. What role does trust play in an online negotiation?

Answer: Face-to-face negotiation encourages greater trust development than negotiation on-line.
There is evidence that parties anticipating an online negotiation expect less trust before the
negotiations began, are less satisfied with their negotiation outcomes, are less confident in the
quality of their performance during the negotiation, trust the other less after the negotiation, and
have less desire for a future interaction with the other party. Page: 314
79. Define interactional justice.

Answer: Interactional justice is about how parties treat each other in one-to-one relationships.
Page: 316
80. How does an egocentric bias play out in judgments about fairness?
Answer: Recent research has shown that this egocentric bias can be diminished by strong
interactional justice. That is, recognizing the need to treat the other person fairly, and actually
treating the other fairly, lead to a smaller egocentric bias, a more even split of the resources,
quicker settlements, and fewer stalemates. Page: 317

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¾ teaspoon salt.
⅛ teaspoon pepper.
1 teaspoon lemon juice.
Yolk two eggs.
¾ cup cracker crumbs.
Process: Scald milk with

onion, mace and parsley. Melt
butter in a sauce-pan, add flour,
salt and pepper. Remove
seasoning from milk, add milk
gradually, stirring constantly.
Remove sauce to back of range,
add yolk slightly beaten. Butter a
Turban of Fish baking dish; add a layer of fish,
sprinkle with salt, pepper and a
few drops lemon juice. Cover with part of sauce, continue until both
fish and sauce are used, shaping pyramid-like in centre. Cover with
crumbs and bake twenty minutes in hot oven. Serve at once.
Left-Over Ham, Etc.
Minced Ham Omelet

4 eggs.
½ teaspoon salt.
Few grains pepper.
4 tablespoons hot water.
1½ tablespoons butter.
2 tablespoons finely minced ham.
1½ cups thin White Sauce.
Process: Beat the yolks thick and light, add seasoning. Beat the
whites stiff. Add hot water to yolks of eggs and heat again, add
minced ham; cut and fold the whites into the first mixture until they
are well blended. Heat the omelet pan, have bottom and sides well
buttered. Turn in the mixture and spread smoothly, place on range
with asbestos cover placed over flame; let cook slowly, turning the
pan occasionally, that omelet may brown evenly. When omelet is
“puffed” to top of pan and delicately browned on the bottom, place
pan in oven on middle grate to finish cooking on top. The omelet is
cooked, if it is dry, a straw color and will not cling to the finger when
lightly pressed. Fold and turn on a hot serving platter, surround with
thin White Sauce. Minced Chicken, Turkey and Veal may be used
alone or in combination in place of Ham.
Ham with Currant Jelly

Melt one tablespoon butter in a sauce-pan; add one-half cup
currant jelly; when jelly is melted add a few grains cayenne or one
eighth teaspoon paprika; add four tablespoons sherry wine, and a
cup and one-half cold cooked ham cut in thin small slices or strips,
simmer gently until ham is heated.
Canapes—Mexican Style
¼ cup cold cooked ham.
¼ cup cold cooked chicken.
¼ cup butter.
1 tablespoon pimentoes.
1 tablespoon Chutney.
½ teaspoon curry powder.
Salt and pepper.
Few drops Tobasco.
Process: Put ham, chicken and pimentoes through the meat

chopper; then pound mixture thoroughly in a mortar or chopping
bowl. Rub through a sieve and add seasonings. Spread on circles or
tri-angles of bread fried and cooled, decorate with the white of egg
finely chopped, the yolk passed through a sieve—first laying two thin
strips of pimento crossing each at right angles. Fill two opposite
spaces with the whites of eggs and two with the yolks. Garnish with
sprays parsley.
Scrambled Eggs with Minced Ham and Chicken

4 eggs slightly beaten.
½ teaspoon salt.
4 tablespoons milk.
1 tablespoon finely minced ham.
1 tablespoon finely minced chicken.
2 tablespoons butter.
Process: Beat eggs slightly, add seasoning and milk; add

chicken and ham well mixed. Melt butter in omelet pan; pour in
mixture and cook until of a creamy consistency; stirring constantly
and scraping mixture from bottom and sides of pan. Roll to one side
of pan and turn on hot platter, sprinkle with paprika. Garnish with
parsley.
How to Keep Left-Over Whites and Yolks of Eggs

In recipes where only the whites of eggs are used, “left-over”
yolks may be kept by beating them well, then turn them into a jelly
glass, cover and place them in the refrigerator. Or, as they are
broken from the shells and are whole, they may be slipped carefully
into hot water, just below the boiling point, and allow to cook through.
Then one may be served in each portion of clear soup. They may
also be pressed through the potato ricer as a garnish over the salad,
over Creamed Cod Fish or Creamed Toast. (Covering the yolks with
cold water as a means of keeping them has not proven satisfactory).
If the yolks only are used the whites will keep several days if turned
into a bowl or jelly glass, covered, and placed in the refrigerator.
Left-Over Cheese
Cheese Omelet
Mix and sift two and one-half tablespoons of flour, three-fourth
teaspoon salt, one-half teaspoon mustard and a few grains cayenne.
Add two tablespoons grated American cream cheese; add gradually
one cup milk and three eggs beaten very light, without separating.
Melt one and one-half tablespoons butter in an omelet pan; pour in
mixture and as it cooks prick it with a fork and lift it to allow the
uncooked parts to flow underneath; when creamy over the top
sprinkle with two tablespoons grated cheese, seasoned with salt and
cayenne, roll and place on serving platter and sprinkle with grated
cheese and paprika.
Cheese Souffle
3 tablespoons flour.
½ teaspoon salt.
⅛ teaspoon ground mustard.
Few grains cayenne.
½ cup scalded milk.
4½ tablespoons grated cheese.
Yolks three eggs beaten very light.
Whites three eggs beaten stiff.
Process: Melt butter in a sauce-pan, add flour sifted with

seasoning, add milk gradually, beating constantly; add cheese when
well-blended and cooked, remove from range and add yolks of eggs;
then fold in the beaten whites. Pour mixture into a buttered baking
dish and bake twenty minutes in a moderate oven. Serve
immediately.
Cheese Balls
1½ cups grated cheese.
1 tablespoon flour.
¼ teaspoon salt.
⅛ teaspoon mustard.
Few grains cayenne.
Whites three eggs beaten stiff.
Cracker meal.
Process: Mix cheese, flour

and seasonings thoroughly. Cut
and fold in whites of eggs. Shape
into balls the size of a hickory nut,
rolling them in the hands lightly.
Roll in cracker meal and fry in
deep fat. Drain on brown paper
and serve with the salad course.
Cheese Balls
Cheese Canapes
Spread triangular pieces of bread with French or German
mustard; sprinkle thickly with a layer of grated cheese seasoned with
salt, paprika and a few grains of cayenne. Place on a tin sheet and
bake them until the cheese is melted and delicately brown.
Cheese Wafers
Sprinkle Saratoga Wafers, Zepherettes or Saltines with a thick
layer of grated cheese seasoned with salt, paprika and a few grains
of cayenne. Place them on a tin sheet and bake them in the oven
until the cheese melts and browns delicately. Serve with salad or
soup.
Meat and Fish Sauces
Thin White Sauce

1½ tablespoons flour.
½ teaspoon salt.
Few grains white pepper.
1 cup scalded milk.
Process: Melt butter in sauce-pan, add flour mixed with

seasonings; stir to a smooth paste; add hot milk slowly while stirring
constantly, bring to boiling point and beat until smooth and glossy,
using a Gem egg whip. Do not allow sauce to cook after it has
reached the boiling point.
White Sauce No. 2

Prepare the same as thin White Sauce, using two tablespoons
flour, increasing flour one-half tablespoon.
Thick White Sauce

(Basis of Croquettes and Cutlets.)
1 cup scalded milk.
⅓ teaspoon salt.
Few grains pepper.
Process: Prepare same as thin White Sauce. This sauce is very
thick, therefore, great care must be taken that it does not scorch.
Thick Sauce Veloute

(Used for Croquettes and Cutlets)
1 cup hot chicken stock.
Salt and pepper.
Process: Prepare the same as thin White Sauce, being careful

not to scorch while cooking.
Brown Mushroom Sauce

1 can button mushrooms.
2 cups brown stock.
½ tablespoon lemon juice.
2 tablespoons sherry wine.
Process: Melt the butter in a sauce-pan, brown it richly; add flour

and continue browning, stirring constantly. Add brown stock
gradually, continue stirring. Add lemon juice and sherry. Heat the
mushrooms in their own liquor; if they are the very small button
mushrooms they may be used whole, if larger mushrooms are used
they may be cut in quarters. Drain from the hot liquor and add them
to the sauce. Reserve one half cup of mushrooms from the can to
use in croquette mixture.
Veloute Sauce
1 cup chicken or white stock.
Salt and pepper.
Process: Prepare same as thin White Sauce.
Creole Sauce
Prepare a Brown Mushroom Sauce. Melt two tablespoons butter
in a sauce-pan, add one green pepper, finely chopped, one small
onion finely chopped and cook five minutes. Add two tomatoes cut in
pieces or one cup of canned tomatoes, and ten olives pared from the
pit in one continuous curl. Cook three minutes. Add the Brown Sauce
and bring to the boiling point. Add two tablespoons sherry wine. Do
not strain the sauce. Serve with steaks, chops and Fillet of Beef.
Tomato Sauce No. 1

½ can tomatoes or 2 cups fresh stewed tomatoes.
1 slice onion.
½ teaspoon salt.
3 drops Tobasco Sauce.
Process: Cook tomatoes and slice of onion fifteen minutes, rub

through a strainer. Melt butter in a sauce-pan, brown it richly, add
flour and when well browned add seasoning and tomato pulp. A few
grains of soda may be added if tomatoes are too acid. Stir until
sauce is smooth and reaches the boiling point, then pour over
Breaded Tongue.
Tomato Sauce No. 2.

1 slice onion.
1 small clove garlic.
2 slices carrot.
Small piece bay leaf.
Spring parsley.
Spring thyme.
1 cup stewed and strained tomato pulp.
1 cup brown stock.
Salt, pepper.
Few drops Tobasco Sauce.
Process: Brown the butter in a sauce-pan, with onion, carrot,

garlic, bay leaf, parsley and thyme. Remove seasonings. Add flour
and continue browning, stirring continually; add tomatoes, stock and
seasonings. Heat to boiling point and strain.
Egg Sauce
(Drawn Butter Sauce.)
1½ cups boiling water.
⅓ teaspoon salt.
3 egg yolks, slightly beaten.
Process: Press the butter in a circular piece; divide it equally in

two parts. Melt one part in a sauce-pan, add flour mixed with salt and
pepper, stir to a smooth paste and add boiling water gradually, while
stirring constantly; bring to boiling point, remove from range and beat
in remaining butter, adding it in small bits, while beating constantly.
Add egg yolks, continue beating. Do not allow sauce to boil after
adding egg yolks.
Supreme Sauce
¼ cup butter.
¼ cup flour.
1½ cups chicken stock.
½ cup hot cream.
2 tablespoons mushroom liquor.
¾ tablespoon lemon juice.
Salt and pepper.
Process: Melt butter in a sauce-pan, add flour and stir to a

smooth paste, let cook one minute (without browning), add gradually
the hot chicken stock, stirring briskly; add the hot cream, continue
stirring. Reduce one-third cup mushroom liquor to two tablespoons
by simmering slowly, add reduced liquor to sauce, add lemon juice
and season to taste with salt and pepper. Lemon juice may be
omitted and a few grains of nutmeg added. Whip sauce until smooth
and glossy.
Bechamel Sauce
1½ cups highly seasoned chicken stock.
¼ cup butter.
¼ cup flour.
¾ cup scalded thin cream.
½ teaspoon salt.
Few grains nutmeg.
Yolks three eggs.
Process: Mix butter in sauce-pan, add flour mixed with

seasonings, stir to a smooth paste and let cook one minute, then add
hot stock, stirring constantly, add hot cream, continue stirring. Beat
yolks of eggs slightly, dilute with some of the hot sauce. Combine
mixture, beat again, but do not allow the sauce to boil after adding
egg yolks. Omitting yolks of eggs make White Bechamel Sauce.
Sauce Saubise
2½ cups sliced onions.
1 small clove garlic.
1 cup Veloute Sauce.
½ cup hot cream.
½ teaspoon salt.
Process: Cover onions and garlic with boiling water; boil five
minutes, drain and cover again with boiling salted water and let cook
until tender, rub through a pure strainer (there should be one cup
pulp). Bring sauce to boiling point, add onion and hot cream; add salt
and pepper. Garlic may be omitted.
Sauce Bearnaise
Prepare a rule of Hollandaise Sauce, using Tarrigon vinegar
instead of lemon juice and add one teaspoon each of finely chopped
parsley, capers and fresh tarrigon. Serve with lamb croquettes,
chops, steaks, broiled birds, smelt and boiled salmon, cod or
haddock.
Hollandaise Sauce
½ cup unsalted butter.
Yolks two eggs.
¾ tablespoon lemon juice.
¼ teaspoon salt.
Few grains cayenne.
¼ cup hot water.
Process: Work the butter in the hands, in a bowl of cold water,

until it is of a “waxy” consistency. Divide it into three pieces of equal
size. Put one part in a sauce-pan with the yolks of eggs and lemon
juice; place saucepan in a larger pan containing hot water, stir
constantly with a Gem egg whip until butter is blended with the yolks,
add the second piece of butter and as sauce thickens add the third
piece. At this point in the process the mixture should be the
consistency of boiled custard. Add hot water and seasoning, beating
constantly. The water in the larger sauce-pan should be kept just
below the boiling point.
Sauce Tartare
To one cup Mayonnaise Dressing add one finely chopped shallot,
two tablespoons each of finely chopped capers, gerkins, olives and
one-half tablespoon finely chopped parsley, one teaspoon fresh or
one-half teaspoon powdered tarrigon. Onion juice may be used in
place of the shallot.
Bacon Sauce
Melt five tablespoons strained left-over bacon fat in a sauce-pan;
add two tablespoons flour, one-eighth teaspoon paprika and one-half
teaspoon salt; stir to a smooth paste. Add, gradually, one-fourth cup
vinegar and two-thirds cup hot water, beating constantly and let
come to boiling point; remove from range and add the yolks of two
eggs lightly beaten. Do not allow sauce to boil after egg yolks are
added. Chill and thin with cream. Serve with spinach, dandelion,
endive, corn and string bean salad.
Left-Over Potatoes and Vegetables
Potato Cakes
Beat two cups of left-over mashed potatoes with a very little hot
milk to lighten them. Season with a few drops onion juice, salt,
pepper, one-half teaspoon parsley finely chopped, and one-fourth
cup grated cheese and a few grains cayenne. Shape in small round
flat cakes, dip in flour and saute in hot butter (about two
tablespoons), brown on one side, turn and brown on the other. This
mixture may be packed in a brick-shape mold, then turned on a
board and sliced, dipped in flour and sauted in butter as the round
cakes.
Creamed Potatoes
Cut cold boiled or baked potatoes in one-fourth inch cubes (there
should be two cups), sprinkle with salt, pepper, and one half
teaspoon finely chopped parsley; add a few drops onion juice if
desired. Re-heat in one and one-half cups thin White Sauce. This
mixture may be turned into a buttered baking dish, sprinkled with
buttered crumbs, and baked in a hot oven until mixture is heated
through and crumbs are brown.
Hash Brown Potatoes

Cut fat salt pork in small pieces, fry it out and remove scraps
(there should be four tablespoons). Heat fat in an iron spider, add
two cups cold boiled potatoes finely chopped, season well with salt
and pepper. Toss potatoes until well mixed with fat, cook four
minutes, tossing constantly; then press to one side of the spider to
form an omelet. When well browned underneath turn on to a hot
serving dish, top side down. This gives potatoes the appearance of a
folded omelet.
Lyonnaise Potatoes
Cook one onion, thinly sliced, in three tablespoons butter until
delicately browned. Remove onion and keep in a warm place. Add
three cups cold boiled potatoes cut in slices, sprinkle with salt,
pepper, and stir until well mixed with butter. Press to one side of
spider and let brown richly underneath, then sprinkle onions over
potatoes, let heat thoroughly, then turn on a hot serving platter top
side down; sprinkle with finely chopped parsley. Cooking the onion
separately lessens the danger of burning the onion.
Burr Oak Farm Potatoes

Slice four medium size cold boiled potatoes. Put a layer in the
bottom of a well buttered baking dish, sprinkle with a little onion
juice, salt and pepper; slice over potatoes, “hard boiled” eggs.
Sprinkle eggs with salt and pepper. Repeat until eight eggs and
potatoes have been used. Pour over two cups thin White Sauce,
cover with buttered crumbs and place in oven until heated
throughout and crumbs are brown.
Potato Croquettes
2 cups hot riced potatoes.
¾ teaspoon salt.
⅛ teaspoon white pepper.
¼ teaspoon celery salt.
Few grains cayenne.
Few drops onion juice.
Yolk one egg.
1 teaspoon finely chopped parsley.
Process: Mix ingredients in the order given; beat mixture

thoroughly. Spread on plate to cool. Shape and dip in crumbs, egg
and crumbs again, and fry in deep hot fat. Drain on brown paper.
Arrange in a pyramid on a folded napkin, garnish with parsley.
German Fried Potatoes

Slice cold boiled potatoes one-eighth an inch thick (there should
be two and one-half cups). Put four tablespoons “fried out” salt pork
fat in an iron spider; when hot, add one sliced onion, cook until onion
is delicately browned; remove onion and keep warm, add potatoes,
season with salt and pepper, mix thoroughly with fat, shaking the
spider occasionally when potatoes are browned, add onion; when
thoroughly mixed and heated, turn into hot dish and serve at once.
Potatoes Delmonico
Arrange creamed potatoes in layer, in a buttered baking dish,
adding a sprinkle of grated cheese to each layer, a slight sprinkle of
salt and paprika or a few grains cayenne. There should be plenty of
Cream Sauce mixed with the potatoes. Cover with buttered crumbs
and bake in a hot oven until mixture is heated throughout and
crumbs are brown.
Stuffed Peppers
1 medium size onion, finely chopped.
4 tablespoons mushrooms, finely chopped.
4 tablespoons left-over ham, finely chopped.
⅓ cup Brown Sauce.
3 tablespoons fine soft bread crumbs.
Salt, pepper, few grains cayenne.
6 green bell peppers.
Buttered cracker crumbs.
Process: Cook onion in butter four minutes, add mushrooms and

ham, cook two minutes, add Brown Sauce, bread crumbs and
seasoning. Cut a slice from the stem ends of peppers, remove seed
and white portions. Cover with boiling water, parboil eight minutes.
Drain. Fill peppers with cooked mixture, cover with crumbs and bake
in buttered Gem cups in the oven ten minutes. Serve on rings of
toast with Brown Sauce.
Fried Celery
Remove the outer stalks of celery, cut in four inch pieces. Parboil
eight minutes. Drain thoroughly, dip in batter and fry in deep fat.
Drain on brown paper and serve with Tomato Sauce.
Batter: Sift one-half cup bread flour with one-fourth teaspoon
salt, one-eighth teaspoon celery salt, a few grains pepper, add six
tablespoons milk and one egg lightly beaten.
Creamed Celery With Cheese

Wash, scrape and cut the outer stalks of celery into three-fourth
inch pieces; cook in boiling salted water to cover until tender. Drain.
(There should be two and one-half cups). Add one and one-half cups
thin White Sauce to which add one-fourth cup grated cheese and a
few grains cayenne.
Corn Oysters
Grate the left-over boiled corn from the cob (there should be one
cup of pulp). Add one lightly beaten egg, four and one-half
tablespoons flour, season well with salt, pepper and one teaspoon
sugar. Drop by spoonfuls on a hot well greased griddle and cook as
griddle cakes. They should be the size of New York Counts.
Stale Bread and Its Uses
Bread and Butter Pudding

Fill a buttered baking dish with slices of bread from which the
crusts are trimmed off, spread each slice generously with butter and
turn buttered side. Sprinkle between each layer freshly-grated
cocoanut. Beat three eggs slightly, add two-thirds cup sugar, one-
fourth teaspoonful salt and one quart scalded milk; strain this mixture
over bread, add a slight grating of nutmeg over top of pudding, let
stand thirty minutes. Bake slowly one hour in a moderate oven.
Brown the top richly and serve hot with Creamy Vanilla or Hard
Sauce.
Chocolate Bread Pudding

2 cups stale bread crumbs.
1 quart scalded milk.
2 squares Bakers chocolate.
¾ cup sugar.
3 eggs.
¼ teaspoon salt.
1 teaspoon vanilla.
⅓ cup blanched and shredded almonds.
Process: Soak bread crumbs in scalded milk thirty minutes; melt

chocolate over hot water, add half the sugar and sufficient milk from
the bread and milk mixture to pour readily; add to bread with
remaining sugar, salt and vanilla, add eggs, slightly beaten, and
shredded nuts. Turn in a buttered pudding dish and bake slowly one
hour in a moderate oven. Serve with Hard or Cream Sauce.
German Toast
4 eggs.
½ teaspoon salt.
2 tablespoons sugar.
1 cup milk.
8 slices stale bread.
Powdered sugar and few grains cinnamon.
Process: Cut bread in one-third inch slices, remove the crusts.

Beat eggs slightly, add ingredients in the order given. Soak bread in
mixture until soft. Cook on hot, well-greased griddle, brown on one
side, turn and brown on the other. Add more butter if necessary.
Remove from griddle to serving dish, sprinkle lightly with powdered
sugar and a few grains cinnamon. Serve for breakfast or luncheon.
Brown Betty
1 small, stale, bakers loaf.
⅓ cup butter.
1 quart, sliced, tart apples.
⅓ cup sugar.
¼ teaspoon nutmeg.
Grated rind ½ lemon.
Juice one lemon.
Process: Remove the crust from bread and cut in thick slices,
grate each slice by rubbing it through the croquette basket or
colander. Melt butter in a sauce-pan, add crumbs and toss lightly
with a fork, cover bottom of well-buttered baking dish with crumbs
and cover with one half the apples, sprinkle with half the sugar,
nutmeg, lemon rind and juice mixed together; repeat, having layer
crumbs on top. Bake forty-five minutes in a moderate oven, cover
with a buttered paper the first thirty minutes of cooking. Remove
paper and brown richly.

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Fill in the Blank Questions

3. Distributive issues within ____________ negotiations can be emotionally hot.

6. In communal sharing, collective identity takes precedence over ____________ ____________.

8. According to John Gottman’ studies; successful long-term relationships are characterized by

106 Test Bank, Chapter 10

11. An individual's ____________ ____________ toward trust can be described as individual

13. Parties affirm strong identification-based trust by developing a ____________ ____________;

14. Identification-based trust is defined as confident positive expectations regarding another’s

17. Distributive justice is about the distribution of ____________.

Lewicki/Barry/Saunders, Negotiation, 6/e 107

T F 27. In a market pricing relationship, people see each other as interchangeable.

108 Test Bank, Chapter 10

Lewicki/Barry/Saunders, Negotiation, 6/e 109

T F 40. Building a relationship may be an essential critical component of being successful in

Multiple Choice Questions

42. In a transactional negotiation, the most important issue is usually the

44. Because relationship negotiations are never over,

110 Test Bank, Chapter 10

45. Jeswald Salacuse suggests which rule for negotiating a relationship?

46. Communal sharing is a relationship of

47. An example of authority ranking as a form of relationship would include

Lewicki/Barry/Saunders, Negotiation, 6/e 111

52. Reputation is:

53. In calculus-based trust

112 Test Bank, Chapter 10

Lewicki/Barry/Saunders, Negotiation, 6/e 113

Short Answer Essays

61. How does context affect negotiation?

64. What does Salacuse say is the importance of prenegotiation?

65. Define a relationship.

114 Test Bank, Chapter 10

66. Describe an equality matching relationship.

67. How do people view goods in a market-pricing relationship?

69. What two questions should be asked when arriving at an impasse?

71. Why are negative reputations difficult to repair?

Lewicki/Barry/Saunders, Negotiation, 6/e 115

74. Define identification-based trust.

75. Why is distrust growing in today’s economy?

78. What role does trust play in an online negotiation?

79. Define interactional justice.

116 Test Bank, Chapter 10

Process: Scald milk with

Minced Ham Omelet

Ham with Currant Jelly

Process: Put ham, chicken and pimentoes through the meat

Scrambled Eggs with Minced Ham and Chicken

Process: Beat eggs slightly, add seasoning and milk; add

How to Keep Left-Over Whites and Yolks of Eggs

Process: Melt butter in a sauce-pan, add flour sifted with

Process: Mix cheese, flour

Thin White Sauce

Process: Melt butter in sauce-pan, add flour mixed with

White Sauce No. 2

6. In communal sharing, collective identity takes precedence over .

11. An individual's toward trust can be described as individual

13. Parties affirm strong identification-based trust by developing a ;