Question 1

How can members of coalitions exert greater strength in multiparty negotiations?

Accepted Answer

By expressing solidarity with each other, by agreeing to help each other achieve their common or individual objectives, by dominating discussion time, and by agreeing to support each other as particular solutions and negotiated agreements emerge.

Question 2

In the pre-negotiation phase of multilateral negotiations, issues about participants can be decided on the basis of what questions?

Accepted Answer

Who must be included if a deal is to be reached (key coalition members)? Who could spoil the deal if they were excluded (veto players)? Whose presence is likely to help other parties achieve their objectives (desirable coalition members)? Whose presence is likely to keep other parties from achieving their objectives (key coalition blockers)? Whose status will be enhanced simply by being at the table?

Question 3

Regarding the development and management of conflict over time in high-performance task groups, three kinds of conflict typical to work groups were discussed. What are the three types?

Accepted Answer

Relationship conflict (interpersonal incompatibilities, dislike among group members, and feelings of tension, friction, annoyance, frustration and dislike); task conflicts (awareness of difference in viewpoints about the group's task); and process conflict (awareness of controversies about how task accomplishment will proceed-who will do what, how much one should get from a result, etc.).

Question 4

Negotiators who are excluded from part of a multiparty negotiation often receive a larger share of the outcome than those who are present for the duration.

Accepted Answer

A) True 
 B)False

Question 5

There are three types of expertise, negotiation expertise, technical expertise, and individual skills.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following techniques cannot be used to counteract destructive discussion norms?

Accepted Answer

A)  The Delphi Technique 
B)  Brainstorming 
C)  Nominal Group Technique 
D)  Rigid enforcement of local laws and regulations 
E)  All of the answers are correct. 
A)  The Delphi Technique 
B)  Brainstorming 
C)  Nominal Group Technique 
D)  Rigid enforcement of local laws and regulations 
E)  All of the answers are correct.

Question 7

Negotiators who have some way to control the number of parties at the table may begin to strategically manipulate this control to serve their objectives.

Accepted Answer

A) True 
 B)False

Question 8

In what ways do multiparty negotiations differ from two-party deliberations?

Accepted Answer

Number of parties, information

Question 9

One pointer on how to chair a multiparty negotiation effectively is to encourage people to express interests, mirror them back, and encourage people to identify not only what they want, but also why they want it.

Accepted Answer

A) True 
 B)False

Question 10

When we hold negative views about the other side based solely on affiliation, this is called snowballing.

Accepted Answer

A) True 
 B)False

Question 11

There are three types of expertise helpful in putting a team together, which of the following is not one of these?

Accepted Answer

A)  negotiation expertise 
B)  sales expertise 
C)  technical expertise 
D)  interpersonal skills 
E)  All of the answers are correct. 
A)  negotiation expertise 
B)  sales expertise 
C)  technical expertise 
D)  interpersonal skills 
E)  All of the answers are correct.

Question 12

Summarize the five ways in which the complexity increases as three or more parties simultaneously engage in negotiation.

Accepted Answer

First, there are simply more parties inv

Question 13

Many complex international negotiations give a great deal of time to the question of who will be recognized and who can speak for others.

Accepted Answer

A) True 
 B)False

Question 14

Teams share less information than when acting alone.

Accepted Answer

A) True 
 B)False

Question 15

Chairpersons of multiparty negotiations must be sensitive to keeping tight control over the group process while not directly affecting the group's outcome.

Accepted Answer

A) True 
 B)False

Question 16

In multiparty negotiations, research shows that parties who discuss multiple issues simultaneously achieved lower quality agreements.

Accepted Answer

A) True 
 B)False

Question 17

When at least one of the negotiation parties is a team, studies show that more value is created.

Accepted Answer

A) True 
 B)False

Question 18

Multiparty negotiations are more complex than two-party ones since the process they have to follow is more complicated.

Accepted Answer

A) True 
 B)False

Question 19

Define "multiparty negotiation"

Accepted Answer

A negotiation where

Question 20

As part of a nine-step comprehensive model of problem solving, the text suggests that four key problem solving steps occur during the agreement phase. What are the four steps?

Accepted Answer

Select the best solution, deve

How can members of coalitions exert greater strength in multiparty negotiations?

In the pre-negotiation phase of multilateral negotiations, issues about participants can be decided on the basis of what questions?

Regarding the development and management of conflict over time in high-performance task groups, three kinds of conflict typical to work groups were discussed. What are the three types?

Negotiators who are excluded from part of a multiparty negotiation often receive a larger share of the outcome than those who are present for the duration.

There are three types of expertise, negotiation expertise, technical expertise, and individual skills.

Which of the following techniques cannot be used to counteract destructive discussion norms?

Negotiators who have some way to control the number of parties at the table may begin to strategically manipulate this control to serve their objectives.

In what ways do multiparty negotiations differ from two-party deliberations?

One pointer on how to chair a multiparty negotiation effectively is to encourage people to express interests, mirror them back, and encourage people to identify not only what they want, but also why they want it.

When we hold negative views about the other side based solely on affiliation, this is called snowballing.

There are three types of expertise helpful in putting a team together, which of the following is not one of these?

Summarize the five ways in which the complexity increases as three or more parties simultaneously engage in negotiation.

Many complex international negotiations give a great deal of time to the question of who will be recognized and who can speak for others.

Teams share less information than when acting alone.

Chairpersons of multiparty negotiations must be sensitive to keeping tight control over the group process while not directly affecting the group's outcome.

In multiparty negotiations, research shows that parties who discuss multiple issues simultaneously achieved lower quality agreements.

When at least one of the negotiation parties is a team, studies show that more value is created.

Multiparty negotiations are more complex than two-party ones since the process they have to follow is more complicated.

Define "multiparty negotiation"

As part of a nine-step comprehensive model of problem solving, the text suggests that four key problem solving steps occur during the agreement phase. What are the four steps?

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

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 10: Confronting the Dark Side: Deception and Ethical Dilemmas

How can members of coalitions exert greater strength in multiparty negotiations?

In the pre-negotiation phase of multilateral negotiations, issues about participants can be decided on the basis of what questions?

Regarding the development and management of conflict over time in high-performance task groups, three kinds of conflict typical to work groups were discussed. What are the three types?

Negotiators who are excluded from part of a multiparty negotiation often receive a larger share of the outcome than those who are present for the duration.

There are three types of expertise, negotiation expertise, technical expertise, and individual skills.

Which of the following techniques cannot be used to counteract destructive discussion norms?

Negotiators who have some way to control the number of parties at the table may begin to strategically manipulate this control to serve their objectives.

In what ways do multiparty negotiations differ from two-party deliberations?

One pointer on how to chair a multiparty negotiation effectively is to encourage people to express interests, mirror them back, and encourage people to identify not only what they want, but also why they want it.

When we hold negative views about the other side based solely on affiliation, this is called snowballing.

There are three types of expertise helpful in putting a team together, which of the following is not one of these?

Summarize the five ways in which the complexity increases as three or more parties simultaneously engage in negotiation.

Many complex international negotiations give a great deal of time to the question of who will be recognized and who can speak for others.

Teams share less information than when acting alone.

Chairpersons of multiparty negotiations must be sensitive to keeping tight control over the group process while not directly affecting the group's outcome.

In multiparty negotiations, research shows that parties who discuss multiple issues simultaneously achieved lower quality agreements.

When at least one of the negotiation parties is a team, studies show that more value is created.

Multiparty negotiations are more complex than two-party ones since the process they have to follow is more complicated.

Define "multiparty negotiation"

As part of a nine-step comprehensive model of problem solving, the text suggests that four key problem solving steps occur during the agreement phase. What are the four steps?

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

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters