Question 1

Delivering ultimatums is one way to ensure an integrative negotiating approach that will often result in better agreements.

Accepted Answer

A) True 
 B)False  True

Question 2

When emotions run wild, they can be detrimental to the process, distorting perceptions and diverting attention from the real issues.

Accepted Answer

A) True 
 B)False  True

Question 3

Conflicts involving ultimatums often fall prey to escalation through severe action-reaction spirals.

Accepted Answer

A) True 
 B)False  True

Question 4

An equitable outcome is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent.

Accepted Answer

A) True 
 B)False

Question 5

Having conversations with difficult people is not easy. Describe three ways of preparation in anticipation of dealing with a difficult conversation.

Accepted Answer

There are at least three things that peo

Question 6

What are the five steps of Ury's "breakthrough approach?"

Accepted Answer

(1) Don't react-go to the balcony; (2) d

Question 7

How can a "pressured" party respond to distributive tactics?

Accepted Answer

Ignore them; "call"

Question 8

The strategy of disarmament includes:

Accepted Answer

A)  providing some distance from the conflict and from one's own emotions. 
B)  negotiating directly and openly the rules of the negotiation process. 
C)  helping the other party think about the consequences of not reaching an agreement. 
D)  expressing one's own views clearly and considerately. 
E)  asking open-ended questions. 
A)  providing some distance from the conflict and from one's own emotions. 
B)  negotiating directly and openly the rules of the negotiation process. 
C)  helping the other party think about the consequences of not reaching an agreement. 
D)  expressing one's own views clearly and considerately. 
E)  asking open-ended questions.

Question 9

Negotiators always run the risk of encountering other parties who, for any number of reasons, are difficult negotiators. That difficulty may be intentional or due to

Accepted Answer

A)  inexperience 
B)  philosophical differences 
C)  inadequate skill 
D)  lack of sophistication 
E)  a psychological imbalance 
A)  inexperience 
B)  philosophical differences 
C)  inadequate skill 
D)  lack of sophistication 
E)  a psychological imbalance

Question 10

As a party managing a negotiation mismatch, you can respond using which of the following ways?

Accepted Answer

A)  Ignore them. 
B)  Respond in kind. 
C)  Call them on it. 
D)  Offer to change to more productive methods. 
E)  Do all of the above. 
A)  Ignore them. 
B)  Respond in kind. 
C)  Call them on it. 
D)  Offer to change to more productive methods. 
E)  Do all of the above.

Question 11

The shadow negotiation occurs in parallel with the substantive negotiation.

Accepted Answer

A) True 
 B)False

Question 12

Too strict an adherence to a resistance point may deprive a negotiator of creativity and flexibility, which are critical components to the design of an integrative arrangement.

Accepted Answer

A) True 
 B)False

Question 13

What are the advantages of Ury's "go to the balcony" approach?

Accepted Answer

This strategy gives you some distance fr

Question 14

Responding when the other side has more power, negotiators can utilize all but one of the following alternatives:

Accepted Answer

A)  Correct the power imbalance. 
B)  Introduce ultimatums. 
C)  Cultivate their best alternative to a negotiated agreement (BATN
A) . 
D)  Formulate a "trip wire alert system." 
E)  Protect themselves. 
A)  Correct the power imbalance. 
B)  Introduce ultimatums. 
C)  Cultivate their best alternative to a negotiated agreement (BATN
A) . 
D)  Formulate a "trip wire alert system." 
E)  Protect themselves.

Question 15

Confrontation and impending impasse typically elicit negative emotions for both sides.

Accepted Answer

A) True 
 B)False

Question 16

Ury's "breakthrough approach" operates on the principle of acting intuitively, requiring users to do what they might naturally do in difficult situations.

Accepted Answer

A) True 
 B)False

Question 17

How does the concept of tone play in the successful management of conversations?

Accepted Answer

Tone is the nonverbal aspect of the conv

Question 18

The challenge at the stage of framing the problem is to change the negotiation by proactively reframing his or her tactics.

Accepted Answer

A) True 
 B)False

Question 19

The subject of how to deal with difficult people in the workplace has received increasing attention in recent years from several authors who have made several valid points in dealing with this type of person. First, everyone can exhibit difficult behaviours or be difficult to deal with at times; some people, however, are invariably difficult, and their behaviour follows predictable and identifiable patterns. What are the other two points?

Accepted Answer

Second, what is difficult beha

Question 20

What are the three components of ultimatums?

Accepted Answer

(1) A demand; (2) an attempt t

Delivering ultimatums is one way to ensure an integrative negotiating approach that will often result in better agreements.

When emotions run wild, they can be detrimental to the process, distorting perceptions and diverting attention from the real issues.

Conflicts involving ultimatums often fall prey to escalation through severe action-reaction spirals.

An equitable outcome is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent.

Having conversations with difficult people is not easy. Describe three ways of preparation in anticipation of dealing with a difficult conversation.

What are the five steps of Ury's "breakthrough approach?"

How can a "pressured" party respond to distributive tactics?

The strategy of disarmament includes:

Negotiators always run the risk of encountering other parties who, for any number of reasons, are difficult negotiators. That difficulty may be intentional or due to

As a party managing a negotiation mismatch, you can respond using which of the following ways?

The shadow negotiation occurs in parallel with the substantive negotiation.

Too strict an adherence to a resistance point may deprive a negotiator of creativity and flexibility, which are critical components to the design of an integrative arrangement.

What are the advantages of Ury's "go to the balcony" approach?

Responding when the other side has more power, negotiators can utilize all but one of the following alternatives:

Confrontation and impending impasse typically elicit negative emotions for both sides.

Ury's "breakthrough approach" operates on the principle of acting intuitively, requiring users to do what they might naturally do in difficult situations.

How does the concept of tone play in the successful management of conversations?

The challenge at the stage of framing the problem is to change the negotiation by proactively reframing his or her tactics.

What are the three components of ultimatums?

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

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Managing Difficult Negotiations

Best Practices in Negotiations

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Exam 11: Multiparty, Coalitions, and Team Negotiations

Delivering ultimatums is one way to ensure an integrative negotiating approach that will often result in better agreements.

When emotions run wild, they can be detrimental to the process, distorting perceptions and diverting attention from the real issues.

Conflicts involving ultimatums often fall prey to escalation through severe action-reaction spirals.

An equitable outcome is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent.

Having conversations with difficult people is not easy. Describe three ways of preparation in anticipation of dealing with a difficult conversation.

What are the five steps of Ury's "breakthrough approach?"

How can a "pressured" party respond to distributive tactics?

The strategy of disarmament includes:

Negotiators always run the risk of encountering other parties who, for any number of reasons, are difficult negotiators. That difficulty may be intentional or due to

As a party managing a negotiation mismatch, you can respond using which of the following ways?

The shadow negotiation occurs in parallel with the substantive negotiation.

Too strict an adherence to a resistance point may deprive a negotiator of creativity and flexibility, which are critical components to the design of an integrative arrangement.

What are the advantages of Ury's "go to the balcony" approach?

Responding when the other side has more power, negotiators can utilize all but one of the following alternatives:

Confrontation and impending impasse typically elicit negative emotions for both sides.

Ury's "breakthrough approach" operates on the principle of acting intuitively, requiring users to do what they might naturally do in difficult situations.

How does the concept of tone play in the successful management of conversations?

The challenge at the stage of framing the problem is to change the negotiation by proactively reframing his or her tactics.

What are the three components of ultimatums?

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

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Managing Difficult Negotiations

Best Practices in Negotiations

Filters