Question 1

Which negotiation process tactic represents any socially unacceptable conduct intended to make the other side make a move?

Accepted Answer

A)  outrageous behavior
B)  bait and switch
C)  red herring
D)  the trial balloon
E)  the good guy/bad guy routineF) D) and E)
G) A) and B)

Question 2

Which is not a type of conflict style?

Accepted Answer

A)  integrating
B)  ingratiating
C)  obliging
D)  dominating
E)  avoidingF) C) and E)
G) A) and B)

Question 3

Although a common tactic in negotiations, ________ can strain relationships.

Accepted Answer

A)  using an unrealistic BATNA
B)  using the bait and switch
C)  bluffing
D)  stalling
E)  dishonestyF) A) and B)
G) A) and C)

Question 4

If you chose a ________ strategy to negotiate, you must accept the possibility of losing.

Accepted Answer

A)  accommodating
B)  aggressive
C)  passive
D)  competitive
E)  cooperativeF) C) and E)
G) A) and E)

Question 5

Identify and define four different types of difficult negotiators. For each, what would be the best strategy to deal with them?

Accepted Answer

The different types of difficult negotia...

Question 6

Which process tactic in negotiations involves asking a question designed to assess the other party's position without giving away your plans?

Accepted Answer

A)  what you see is what you get
B)  outrageous behavior
C)  bait and switch
D)  the red herring
E)  the trial balloonF) A) and E)
G) A) and D)

Question 7

Which is not one of the things a mediator should do to help instill trust?

Accepted Answer

A)  Listen with an open mind and say little.
B)  Be respectful and express only positive opinions of the parties involved.
C)  Schedule meetings that are longer rather than shorter.
D)  Emphasize a desire to help.
E)  Assure parties that all conversations are held in strict confidence.F) A) and B)
G) B) and E)

Question 8

Which is not a question you should ask when diagnosing the conflict source?

Accepted Answer

A)  Do the disputants have access to the same information?
B)  Do the disputants perceive common information differently?
C)  Do the disputants each have approximately the same to lose?
D)  To what environmental stressors might the disputants be reacting?
E)  In what way do personal differences play a role in the dispute?F) B) and D)
G) A) and B)

Question 9

Which type of difficult negotiator appears to be reasonable while making impossible demands?

Accepted Answer

A)  divide-and-conqueror
B)  interrogator
C)  aggressive opener
D)  mocker
E)  sheep's clothingF) C) and D)
G) A) and D)

Question 10

Gaining an opportunity to consult with others is an advantage while employing the leverage of timing.

Accepted Answer

A) True 
 B)False

Question 11

Which is not likely to happen if you don't ask for a negotiated agreement in writing?

Accepted Answer

A)  Your constituents may not be satisfied with a verbal agreement.
B)  One or more parties may back out of the agreement.
C)  The other party can later disagree about the agreement.
D)  The agreement could be vacated by a judge.
E)  The resources you are investing in are at greater risk.F) C) and D)
G) A) and D)

Question 12

Which is not one of the major steps in the process of negotiation?

Accepted Answer

A)  provide feedback
B)  prepare
C)  understand needs
D)  list and discuss options
E)  evaluateF) B) and D)
G) C) and E)

Question 13

Explain the differences between task and relationship conflicts.

Accepted Answer

Relationship conflict is the bad conflic...

Question 14

Explain when to negotiate, and when not to.

Accepted Answer

The answer should mention and discuss th...

Question 15

Beware of relying too much on bluffing during negotiations, because it can create a ________ effect.

Accepted Answer

A)  stalemate
B)  blowback
C)  Barnum
D)  win-lose
E)  lose-loseF) A) and B)
G) A) and C)

Question 16

A sheep's clothing negotiator appears to be reasonable while making impossible demands.

Accepted Answer

A) True 
 B)False

Question 17

Making a deal look nonnegotiable is a lesson under the leverage of limited authority.

Accepted Answer

A) True 
 B)False

Question 18

The mocker unnerves others by making nasty comments about their previous performance or other remarks to belittle the opponent.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following statements is a negative effect of conflict?

Accepted Answer

A)  People are forced to challenge their thinking and assumptions.
B)  Conflict discourages people from voicing new ideas, thus reducing the chances of innovation.
C)  Conflict brings problems into the open.
D)  Quality of decisions made reduces.
E)  Leaders tend to rely on authoritarian decisions.F) A) and D)
G) B) and C)

Question 20

Which is not one of the things a mediator needs to do when clarifying the agreement?

Accepted Answer

A)  Summarise the agreement terms
B)  Make sure the terms of the agreement will be enforced
C)  State each person's role in the agreement
D)  Recheck that each party understands the agreement
E)  Emphasize that the agreement is for the parties, not the mediatorF) A) and E)
G) B) and C)

Exam 9: Conflict Negotiation

Which negotiation process tactic represents any socially unacceptable conduct intended to make the other side make a move?

Correct AnswerverifiedShow Answer

Which is not a type of conflict style?

Correct AnswerverifiedShow Answer

Which is not one of the things a mediator needs to do when clarifying the agreement?

Correct AnswerverifiedShow Answer

Which is not one of the things a mediator should do to help instill trust?

Correct AnswerverifiedShow Answer

Explain the differences between task and relationship conflicts.

Correct AnswerverifiedRelationship conflict is the bad conflic...View AnswerShow Answer

Which type of difficult negotiator appears to be reasonable while making impossible demands?

Correct AnswerverifiedShow Answer

A sheep's clothing negotiator appears to be reasonable while making impossible demands.

Correct AnswerverifiedShow Answer

Explain when to negotiate, and when not to.

Correct AnswerverifiedThe answer should mention and discuss th...View AnswerShow Answer

Making a deal look nonnegotiable is a lesson under the leverage of limited authority.

Correct AnswerverifiedShow Answer

If you chose a ________ strategy to negotiate, you must accept the possibility of losing.

Correct AnswerverifiedShow Answer

The mocker unnerves others by making nasty comments about their previous performance or other remarks to belittle the opponent.

Correct AnswerverifiedShow Answer

Beware of relying too much on bluffing during negotiations, because it can create a ________ effect.

Correct AnswerverifiedShow Answer

Which is not a question you should ask when diagnosing the conflict source?

Correct AnswerverifiedShow Answer

Which is not one of the major steps in the process of negotiation?

Correct AnswerverifiedShow Answer

Which of the following statements is a negative effect of conflict?

Correct AnswerverifiedShow Answer

Identify and define four different types of difficult negotiators. For each, what would be the best strategy to deal with them?

Correct AnswerverifiedThe different types of difficult negotia...View AnswerShow Answer

Which process tactic in negotiations involves asking a question designed to assess the other party's position without giving away your plans?

Correct AnswerverifiedShow Answer

Which is not likely to happen if you don't ask for a negotiated agreement in writing?

Correct AnswerverifiedShow Answer

Gaining an opportunity to consult with others is an advantage while employing the leverage of timing.

Correct AnswerverifiedShow Answer

Although a common tactic in negotiations, ________ can strain relationships.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Relationship conflict is the bad conflic...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The answer should mention and discuss th...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The different types of difficult negotia...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified