Question 1

The essence of Ury's "breakthrough approach" is direct action.

Accepted Answer

A) True 
 B)False

Question 2

Temperate phrasing involves choosing language carefully to deliver a message that will provoke the other side.

Accepted Answer

A) True 
 B)False

Question 3

Sharing power will facilitate the integrative negotiation process and lead to a better agreement.

Accepted Answer

A) True 
 B)False

Question 4

Relating to difficult people in negotiation or other highly charged, results-oriented exchanges is a critically important skill.

Accepted Answer

A) True 
 B)False

Question 5

Negotiators should not tell the other party that they are aware of what he or she is doing when they use hard tactics.

Accepted Answer

A) True 
 B)False

Question 6

An ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant

Accepted Answer

A)  group. 
B)  arbitrator. 
C)  opponent. 
D)  team member. 
E)  cooperator. 
A)  group. 
B)  arbitrator. 
C)  opponent. 
D)  team member. 
E)  cooperator.

Question 7

One goal of negotiators should be to ensure the broader application of integrative negotiating under appropriate circumstances in order to produce better agreements.

Accepted Answer

A) True 
 B)False

Question 8

Weeks suggests that there are three important elements to the successful management of difficult conversations: clarity, tone, and temperate phrasing.

Accepted Answer

A) True 
 B)False

Question 9

Some people are invariably difficult and their behaviour follows a predictable and one of the other following patterns. Which one?

Accepted Answer

A)  aggressive 
B)  confusing 
C)  contentious 
D)  identifiable 
E)  counter indicating 
A)  aggressive 
B)  confusing 
C)  contentious 
D)  identifiable 
E)  counter indicating

Question 10

Problems in negotiations can rarely be traced to difficulties in the other party's behavioural style.

Accepted Answer

A) True 
 B)False

Question 11

In Ury's strategy for managing difficult negotiations, he sees five challenges: 1) don't react, 2) disarm them, 3) change the game, 4) make it easy for them to say yes, and 5)

Accepted Answer

A)  strike back. 
B)  reject the offer. 
C)  give in. 
D)  make it hard to say no. 
E)  break off negotiations. 
A)  strike back. 
B)  reject the offer. 
C)  give in. 
D)  make it hard to say no. 
E)  break off negotiations.

Question 12

The pervasive unhappiness resulting from the use of ultimatums will not taint future dealings between the parties.

Accepted Answer

A) True 
 B)False

Question 13

A tactic that is ignored is essentially a tactic

Accepted Answer

A)  pressed. 
B)  defeated. 
C)  converted. 
D)  exchanged. 
E)  reserved. 
A)  pressed. 
B)  defeated. 
C)  converted. 
D)  exchanged. 
E)  reserved.

The essence of Ury's "breakthrough approach" is direct action.

Temperate phrasing involves choosing language carefully to deliver a message that will provoke the other side.

Sharing power will facilitate the integrative negotiation process and lead to a better agreement.

Relating to difficult people in negotiation or other highly charged, results-oriented exchanges is a critically important skill.

Negotiators should not tell the other party that they are aware of what he or she is doing when they use hard tactics.

An ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant

One goal of negotiators should be to ensure the broader application of integrative negotiating under appropriate circumstances in order to produce better agreements.

Weeks suggests that there are three important elements to the successful management of difficult conversations: clarity, tone, and temperate phrasing.

Some people are invariably difficult and their behaviour follows a predictable and one of the other following patterns. Which one?

Problems in negotiations can rarely be traced to difficulties in the other party's behavioural style.

In Ury's strategy for managing difficult negotiations, he sees five challenges: 1) don't react, 2) disarm them, 3) change the game, 4) make it easy for them to say yes, and 5)

The pervasive unhappiness resulting from the use of ultimatums will not taint future dealings between the parties.

A tactic that is ignored is essentially a tactic

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

Exam 11: Multiparty, Coalitions, and Team Negotiations

The essence of Ury's "breakthrough approach" is direct action.

Temperate phrasing involves choosing language carefully to deliver a message that will provoke the other side.

Sharing power will facilitate the integrative negotiation process and lead to a better agreement.

Relating to difficult people in negotiation or other highly charged, results-oriented exchanges is a critically important skill.

Negotiators should not tell the other party that they are aware of what he or she is doing when they use hard tactics.

An ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant

One goal of negotiators should be to ensure the broader application of integrative negotiating under appropriate circumstances in order to produce better agreements.

Weeks suggests that there are three important elements to the successful management of difficult conversations: clarity, tone, and temperate phrasing.

Some people are invariably difficult and their behaviour follows a predictable and one of the other following patterns. Which one?

Problems in negotiations can rarely be traced to difficulties in the other party's behavioural style.

In Ury's strategy for managing difficult negotiations, he sees five challenges: 1) don't react, 2) disarm them, 3) change the game, 4) make it easy for them to say yes, and 5)

The pervasive unhappiness resulting from the use of ultimatums will not taint future dealings between the parties.

A tactic that is ignored is essentially a tactic

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