Exam 13: Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

_____________ is mostly about transforming others' stacks,threats,dirty tricks and rigid adherence to positions into joint problem solving.

_______ is mostly about examining the relational aspects that underlie negotiated transactions.

Responding in kind when the other part uses dirty tactics will:

An effective way to manage your own emotions during a negotiation is to "go to the balcony."

A shadow negotiation involves behind-the-scenes constituents who caucus with their negotiation representative to give their impression of how the negotiation is unfolding and to give strategic advice.

When the other negotiating party accuses you of being uncooperative when you say that you cannot do something,it is most productive to:

Which of the following is the most productive response to handling inappropriate and demeaning comments from your opponent?

A negotiator decides to take a short break to manage his anger after being attacked by the other party.The negotiator who uses the break to manage his anger is:

To help manage the other party's use of dirty tricks productively you can:

A nibble is an example of a dirty trick or tactic.

"What happened," "feelings" and "identity" are all examples of ways to:

During a negotiation is possible to say "no" to the other party in a positive,face-saving way.

"My story is right and your story is wrong" is an example of:

Appreciative moves include:

Changing the nature of the "game" is an approach to negotiating that:

It is appropriate to apologize to the other party,even if the negotiator is not responsible for the wrong,in order to create a climate that is conducive to problem solving.

Three of the four responses below are correct.Which of the responses below is the incorrect response to the following phrase? When it comes to saying "no" in a negotiation,negotiators typically tend:

Strategic moves involve giving the other party incentives to listen to and consider our ideas.

Which of the following is the best way to keep the conversation flowing when parties are exchanging ideas?

Why is "problem solving" an important tool for managing difficult negotiations? Give examples of problems that can occur and what you can do solve them,i.e. ,reframe the negotiation to be about interests instead of positions.