Question 1

State four reasons why impasses occur and describe some basic strategies for breaking impasses.

Accepted Answer

Four reasons why impasses occur are that

Question 2

To keep a negotiation moving forward,say "yes" even when you mean "no" until you reach an impasse.

Accepted Answer

A) True 
 B)False

Question 3

Even though sharing blame is most productive,when parties' versions of what went wrong differ,one party was actually in the right and the other was actually in the wrong.

Accepted Answer

A) True 
 B)False

Question 4

Incompatible negotiation styles are expected during negotiations and are not likely to result in an impasse.

Accepted Answer

A) True 
 B)False

Question 5

An effective way to attempt to break an impasse is to:

Accepted Answer

A) Make a large concession. 
B) Make a small concession. 
C) Ask the other party to make a concession. 
D) Agree that neither party should make concessions at the moment. 
A) Make a large concession. 
B) Make a small concession. 
C) Ask the other party to make a concession. 
D) Agree that neither party should make concessions at the moment.

Question 6

Define "pressure moves." Give an example of using a pressure move.

Accepted Answer

A pressure move is a strategic move that

Question 7

Negotiators can most effectively minimize the possibility that either side will use dirty tactics during the negotiation by agreeing to:

Accepted Answer

A) Call the other party's use of them. 
B) Go to the balcony if dirty tactics are used. 
C) Agree at the outset of the negotiation to negotiate integratively. 
D) Agree at the outset of the negotiation to negotiate distributively. 
A) Call the other party's use of them. 
B) Go to the balcony if dirty tactics are used. 
C) Agree at the outset of the negotiation to negotiate integratively. 
D) Agree at the outset of the negotiation to negotiate distributively.

Question 8

Begin "difficult conversations" by sharing with the other party what you think went wrong and then asking the other party to share what he or she thought went wrong,too.

Accepted Answer

A) True 
 B)False

State four reasons why impasses occur and describe some basic strategies for breaking impasses.

To keep a negotiation moving forward,say "yes" even when you mean "no" until you reach an impasse.

Even though sharing blame is most productive,when parties' versions of what went wrong differ,one party was actually in the right and the other was actually in the wrong.

Incompatible negotiation styles are expected during negotiations and are not likely to result in an impasse.

An effective way to attempt to break an impasse is to:

Define "pressure moves." Give an example of using a pressure move.

Negotiators can most effectively minimize the possibility that either side will use dirty tactics during the negotiation by agreeing to:

Begin "difficult conversations" by sharing with the other party what you think went wrong and then asking the other party to share what he or she thought went wrong,too.

The Nature of Negotiation: What it is and Why it Matters

Preparation: Building the Foundation for Negotiating

Distributive Bargaining: A Strategy for Claiming Value

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters

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

State four reasons why impasses occur and describe some basic strategies for breaking impasses.

To keep a negotiation moving forward,say "yes" even when you mean "no" until you reach an impasse.

Even though sharing blame is most productive,when parties' versions of what went wrong differ,one party was actually in the right and the other was actually in the wrong.

Incompatible negotiation styles are expected during negotiations and are not likely to result in an impasse.

An effective way to attempt to break an impasse is to:

Define "pressure moves." Give an example of using a pressure move.

Negotiators can most effectively minimize the possibility that either side will use dirty tactics during the negotiation by agreeing to:

Begin "difficult conversations" by sharing with the other party what you think went wrong and then asking the other party to share what he or she thought went wrong,too.

The Nature of Negotiation: What it is and Why it Matters

Preparation: Building the Foundation for Negotiating

Distributive Bargaining: A Strategy for Claiming Value

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters