Question 1

Describe the advantages and disadvantages of using a POWER-BASED approach to negotiation.

Accepted Answer

The power-based approach to negotiation

Question 2

BAT LISTENING refers to:

Accepted Answer

A)  Anchoring negotiations with a low initial offer. 
B)  Persuading the other person through the use of technology, fear, and darkness. 
C)  Sending a signal and carefully listening to the other person's response before determining one's next move. 
D)  Paraphrasing what the other person says. 
E)  Showing empathy through active listening skills, such as summarization, paraphrasing, and reflection of feelings. 
A)  Anchoring negotiations with a low initial offer. 
B)  Persuading the other person through the use of technology, fear, and darkness. 
C)  Sending a signal and carefully listening to the other person's response before determining one's next move. 
D)  Paraphrasing what the other person says. 
E)  Showing empathy through active listening skills, such as summarization, paraphrasing, and reflection of feelings.

Question 3

RATIONAL DECISION-MAKING theory suggests that it is

Accepted Answer

A)  Logical for people to act out of self-interest. 
B)  Illogical for people to act out of self-interest. 
C)  Illogical for a rational person to use power-based negotiation. 
D)  Illogical for a rational person to use rights-based negotiation. 
E)  Illogical for a rational person to use interest-based negotiation. 
A)  Logical for people to act out of self-interest. 
B)  Illogical for people to act out of self-interest. 
C)  Illogical for a rational person to use power-based negotiation. 
D)  Illogical for a rational person to use rights-based negotiation. 
E)  Illogical for a rational person to use interest-based negotiation.

Question 4

Skylar wants a raise. During negotiations, she asks for a 10 percent increase. This request is an example of a(n)

Accepted Answer

A)  Counteroffer 
B)  Target offer 
C)  Bargain basement price 
D)  Closing offer 
E)  Opening offer 
A)  Counteroffer 
B)  Target offer 
C)  Bargain basement price 
D)  Closing offer 
E)  Opening offer

Question 5

During power-based negotiations, NIBBLING refers to

Accepted Answer

A)  Biting the other person's ear as a sign of affection. 
B)  Asking for additional concessions when the parties are still far apart in their positions. 
C)  Anchoring. 
D)  Using a tit-for-tat strategy in order to discourage the other person from using further power. 
E)  Asking for additional concessions when agreement is near. 
A)  Biting the other person's ear as a sign of affection. 
B)  Asking for additional concessions when the parties are still far apart in their positions. 
C)  Anchoring. 
D)  Using a tit-for-tat strategy in order to discourage the other person from using further power. 
E)  Asking for additional concessions when agreement is near.

Describe the advantages and disadvantages of using a POWER-BASED approach to negotiation.

BAT LISTENING refers to:

RATIONAL DECISION-MAKING theory suggests that it is

Skylar wants a raise. During negotiations, she asks for a 10 percent increase. This request is an example of a(n)

During power-based negotiations, NIBBLING refers to

The Mindful Practitioner

The Theoretical Bases of Conflict Resolution

Restorative Justice

Rights-Based Negotiation

Interest-Based Negotiation

Transformative Mediation

Family Mediation and a Therapeutic Approach

Group Facilitation

Advocacy

Exploring Metaphoric Storytelling and Conflict Resolution Practices

Filters

Exam 4: Power-Based Negotiation

Describe the advantages and disadvantages of using a POWER-BASED approach to negotiation.

BAT LISTENING refers to:

RATIONAL DECISION-MAKING theory suggests that it is

Skylar wants a raise. During negotiations, she asks for a 10 percent increase. This request is an example of a(n)

During power-based negotiations, NIBBLING refers to

The Mindful Practitioner

The Theoretical Bases of Conflict Resolution

Restorative Justice

Rights-Based Negotiation

Interest-Based Negotiation

Transformative Mediation

Family Mediation and a Therapeutic Approach

Group Facilitation

Advocacy

Exploring Metaphoric Storytelling and Conflict Resolution Practices

Filters