Question 1

In the pre-negotiation stage, issues about participants can be decided on the basis of all the following, except:

Accepted Answer

A)  who are the most influential external stakeholders 
B)  who are the desirable coalition members 
C)  who are the key coalition members 
D)  who are the veto players 
A)  who are the most influential external stakeholders 
B)  who are the desirable coalition members 
C)  who are the key coalition members 
D)  who are the veto players

Question 2

Conflict is a natural part of group life that improves members' ability to complete tasks, work together, and sustain relationships.

Accepted Answer

A) True 
 B)False

Question 3

One of the most fundamental consequences of increasing the number of parties in a negotiation is that:

Accepted Answer

A)  the negotiation situation tends to become less demanding. 
B)  there will be fewer values, interests, and perceptions to be integrated or accommodated. 
C)  the negotiation situation tends to become less lucid. 
D)  the negotiation situation tends to become less complex. 
A)  the negotiation situation tends to become less demanding. 
B)  there will be fewer values, interests, and perceptions to be integrated or accommodated. 
C)  the negotiation situation tends to become less lucid. 
D)  the negotiation situation tends to become less complex.

Question 4

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 5

Multiparty negotiations have less negotiators at the table.

Accepted Answer

A) True 
 B)False

Question 6

What challenge does the increased number of negotiators in a multiparty negotiation present?

Accepted Answer

The increased number of negoti

Question 7

When a chairperson is also advocating a particular position or preferred outcome, it will be difficult for that individual to act or be seen as "neutral."

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

The parties involved in a multiparty negotiation will benefit from designating a chair who has the largest stake in the specific outcome.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A)  Technical expertise 
B)  Negotiation expertise 
C)  Sales expertise 
D)  Interpersonal skills 
A)  Technical expertise 
B)  Negotiation expertise 
C)  Sales expertise 
D)  Interpersonal skills

Question 11

Multiparty negotiations can be greatly facilitated by the presence of a neutral chairperson.

Accepted Answer

A) True 
 B)False

Question 12

Teams composed of people with diverse backgrounds have the potential to dramatically improve the preparation process.

Accepted Answer

A) True 
 B)False

Question 13

In multiparty negotiations, research shows that parties who approached multiple issues simultaneously:

Accepted Answer

A)  achieved lower quality agreements. 
B)  has less insight into the preferences and priorities of the other parties at the table. 
C)  increased the likelihood of achieving agreement. 
D)  exchanged less information. 
A)  achieved lower quality agreements. 
B)  has less insight into the preferences and priorities of the other parties at the table. 
C)  increased the likelihood of achieving agreement. 
D)  exchanged less information.

Question 14

One suggestion on how to chair a multiparty negotiation effectively is to encourage people to identify not only what they want, but also why they want it.

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

Number of parties, information

Question 16

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

Accepted Answer

A)  Rigid enforcement of local laws and regulations 
B)  Brainstorming 
C)  Nominal Group Technique 
D)  The Delphi Technique 
A)  Rigid enforcement of local laws and regulations 
B)  Brainstorming 
C)  Nominal Group Technique 
D)  The Delphi Technique

Question 17

Most of the complexities in multiparty negotiations will increase linearly, if not exponentially, as more parties, constituencies, and audiences are added.

Accepted Answer

A) True 
 B)False

Question 18

A single negotiator is simply one of the parties in a multiparty negotiation and wants to ensure that his or her own issues and interests are clearly incorporated into the final agreement.

Accepted Answer

A) True 
 B)False

Question 19

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

Question 20

What is meant by the common knowledge effect?

Accepted Answer

Groups have a strong tendency

In the pre-negotiation stage, issues about participants can be decided on the basis of all the following, except:

Conflict is a natural part of group life that improves members' ability to complete tasks, work together, and sustain relationships.

One of the most fundamental consequences of increasing the number of parties in a negotiation is that:

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

Multiparty negotiations have less negotiators at the table.

What challenge does the increased number of negotiators in a multiparty negotiation present?

When a chairperson is also advocating a particular position or preferred outcome, it will be difficult for that individual to act or be seen as "neutral."

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

The parties involved in a multiparty negotiation will benefit from designating a chair who has the largest stake in the specific outcome.

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

Multiparty negotiations can be greatly facilitated by the presence of a neutral chairperson.

Teams composed of people with diverse backgrounds have the potential to dramatically improve the preparation process.

In multiparty negotiations, research shows that parties who approached multiple issues simultaneously:

One suggestion on how to chair a multiparty negotiation effectively is to encourage people to identify not only what they want, but also why they want it.

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

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

Most of the complexities in multiparty negotiations will increase linearly, if not exponentially, as more parties, constituencies, and audiences are added.

A single negotiator is simply one of the parties in a multiparty negotiation and wants to ensure that his or her own issues and interests are clearly incorporated into the final agreement.

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

What is meant by the common knowledge effect?

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

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters

Exam 11: Multiparty and Team Negotiations

In the pre-negotiation stage, issues about participants can be decided on the basis of all the following, except:

Conflict is a natural part of group life that improves members' ability to complete tasks, work together, and sustain relationships.

One of the most fundamental consequences of increasing the number of parties in a negotiation is that:

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

Multiparty negotiations have less negotiators at the table.

What challenge does the increased number of negotiators in a multiparty negotiation present?

When a chairperson is also advocating a particular position or preferred outcome, it will be difficult for that individual to act or be seen as "neutral."

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

The parties involved in a multiparty negotiation will benefit from designating a chair who has the largest stake in the specific outcome.

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

Multiparty negotiations can be greatly facilitated by the presence of a neutral chairperson.

Teams composed of people with diverse backgrounds have the potential to dramatically improve the preparation process.

In multiparty negotiations, research shows that parties who approached multiple issues simultaneously:

One suggestion on how to chair a multiparty negotiation effectively is to encourage people to identify not only what they want, but also why they want it.

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

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

Most of the complexities in multiparty negotiations will increase linearly, if not exponentially, as more parties, constituencies, and audiences are added.

A single negotiator is simply one of the parties in a multiparty negotiation and wants to ensure that his or her own issues and interests are clearly incorporated into the final agreement.

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

What is meant by the common knowledge effect?

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

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters