Question 1

A negotiator's choice of words may only signal a position; it may never shape or predict it.

Accepted Answer

A) True 
 B)False

Question 2

We know that role reversal can be a useful tool for improving communication and the accurate understanding and appreciation of the other party's position in negotiation. But when is it useful?

Accepted Answer

This tool may be most useful d

Question 3

Manageable questions cause difficulty, give information, and bring the discussion to a false conclusion.

Accepted Answer

A) True 
 B)False

Question 4

Some nonverbal acts, called attending behaviours, are particularly important in connecting with another person during a coordinated interaction like negotiation. Why?

Accepted Answer

Because they let the other kno

Question 5

Define "reframing explanations."

Accepted Answer

Outcomes can be expl

Question 6

Trust is based on the beliefs of a group.

Accepted Answer

A) True 
 B)False

Question 7

Higher levels of trust make negotiations more difficult.

Accepted Answer

A) True 
 B)False

Question 8

Manageable questions cause attention, get information, and start thinking.

Accepted Answer

A) True 
 B)False

Question 9

Define exonerating circumstances.

Accepted Answer

A)  Negotiators suggest that they had no choice in taking the positions they did. 
B)  Negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative it derives from positive motives. 
C)  Outcomes can be explained by changing the context. 
D)  Negotiators who use multiple explanations are more likely to have better outcomes. 
E)  None of the answers are correct. 
A)  Negotiators suggest that they had no choice in taking the positions they did. 
B)  Negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative it derives from positive motives. 
C)  Outcomes can be explained by changing the context. 
D)  Negotiators who use multiple explanations are more likely to have better outcomes. 
E)  None of the answers are correct.

Question 10

What are the most dominant contributors to breakdowns and failures in negotiation?

Accepted Answer

A)  failures and distortions in perception, meaning, and feedback 
B)  failures and distortions in perception, feedback, and behaviours 
C)  failures and distortions in perception, communication, and framing 
D)  failures and distortions in perception, cognition, and communication 
E)  None of the answers are correct. 
A)  failures and distortions in perception, meaning, and feedback 
B)  failures and distortions in perception, feedback, and behaviours 
C)  failures and distortions in perception, communication, and framing 
D)  failures and distortions in perception, cognition, and communication 
E)  None of the answers are correct.

A negotiator's choice of words may only signal a position; it may never shape or predict it.

We know that role reversal can be a useful tool for improving communication and the accurate understanding and appreciation of the other party's position in negotiation. But when is it useful?

Manageable questions cause difficulty, give information, and bring the discussion to a false conclusion.

Some nonverbal acts, called attending behaviours, are particularly important in connecting with another person during a coordinated interaction like negotiation. Why?

Define "reframing explanations."

Trust is based on the beliefs of a group.

Higher levels of trust make negotiations more difficult.

Manageable questions cause attention, get information, and start thinking.

Define exonerating circumstances.

What are the most dominant contributors to breakdowns and failures in negotiation?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 6: Perception, Cognition, and Emotion

A negotiator's choice of words may only signal a position; it may never shape or predict it.

We know that role reversal can be a useful tool for improving communication and the accurate understanding and appreciation of the other party's position in negotiation. But when is it useful?

Manageable questions cause difficulty, give information, and bring the discussion to a false conclusion.

Some nonverbal acts, called attending behaviours, are particularly important in connecting with another person during a coordinated interaction like negotiation. Why?

Define "reframing explanations."

Trust is based on the beliefs of a group.

Higher levels of trust make negotiations more difficult.

Manageable questions cause attention, get information, and start thinking.

Define exonerating circumstances.

What are the most dominant contributors to breakdowns and failures in negotiation?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters