Question 1

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

Accepted Answer

Chairpersons

Question 2

In the Connect Model and the Requirements for Building a Relationship, what does the "t" stand for?

Accepted Answer

A)  Toss it! 
B)  Try it! 
C)  Time it! 
D)  Track it! 
E)  Trash it! 
A)  Toss it! 
B)  Try it! 
C)  Time it! 
D)  Track it! 
E)  Trash it! D

Question 3

In ____________ technique, after a brainstormed list of solution options is created, group members rank, rate or evaluate the alternatives in terms of the degree to which each alternative solves the problem.

Accepted Answer

nominal-group

Question 4

The chairman should listen for the emergence of the "____________ coalition" among key members.

Accepted Answer

The answer of The chairman should listen for the emergence...

Question 5

During the information management phase, coordinators

Accepted Answer

A)  "patrol" the environment and bring in relevant external information that may be useful to the group. 
B)  represent a formal link to some important constituency and help to acquire resources the group needs to continue to operate. 
C)  provide a more formal link between the group members and the constituencies they represent. 
D)  are specifically designated to keep some information inside the group and assure that there are no leaks or premature disclosures of key information or discussions. 
E)  Coordinators accomplish all of the above. 
A)  "patrol" the environment and bring in relevant external information that may be useful to the group. 
B)  represent a formal link to some important constituency and help to acquire resources the group needs to continue to operate. 
C)  provide a more formal link between the group members and the constituencies they represent. 
D)  are specifically designated to keep some information inside the group and assure that there are no leaks or premature disclosures of key information or discussions. 
E)  Coordinators accomplish all of the above.

Question 6

One-on-one negotiations in full view of all group members would have all but one of the following consequences on negotiators. Which one would not be a consequence?

Accepted Answer

A)  Negotiators who have some way to control the number of parties at the table (or even in the room) may begin to act strategically. 
B)  Since the exchanges are under surveillance negotiators will be sensitive to being observed and may feel the need to be tough. 
C)  Negotiators can simply choose to ignore the complexity of the three or more parties and proceed strategically as a two-party negotiation. 
D)  Negotiators can explicitly engage in coalition building as a way to marshal support. 
E)  Negotiators will have to find satisfactory ways to explain modification of their positions. 
A)  Negotiators who have some way to control the number of parties at the table (or even in the room) may begin to act strategically. 
B)  Since the exchanges are under surveillance negotiators will be sensitive to being observed and may feel the need to be tough. 
C)  Negotiators can simply choose to ignore the complexity of the three or more parties and proceed strategically as a two-party negotiation. 
D)  Negotiators can explicitly engage in coalition building as a way to marshal support. 
E)  Negotiators will have to find satisfactory ways to explain modification of their positions.

Question 7

During the information management phase of multiparty negotiations, ____________ norms reflect the way the group engages in sharing and evaluating the information that is introduced.

Accepted Answer

The answer of During the information management phase of multiparty...

Question 8

During the information management phase of multiparty negotiations, what group norms can specifically undermine effective discussions?

Accepted Answer

An unwillingness to tolerate c

Question 9

Schwartz suggests that four key problem-solving steps occur during the agreement phase. What are the four steps?

Accepted Answer

Select the best solution, deve

Question 10

What is the result of procedural complexity in multiparty negotiations?

Accepted Answer

A)  The fewer the number of parties, the more complex the decision making process becomes. 
B)  The increased number of negotiators will streamline the decision making process. 
C)  Negotiators can ignore the problem of multiple related issues. 
D)  Negotiators will probably have to devote discussion time to how they will manage the process to arrive at the type of solution or agreement they want. 
E)  All of the above are the result of procedural complexity in multiparty negotiations. 
A)  The fewer the number of parties, the more complex the decision making process becomes. 
B)  The increased number of negotiators will streamline the decision making process. 
C)  Negotiators can ignore the problem of multiple related issues. 
D)  Negotiators will probably have to devote discussion time to how they will manage the process to arrive at the type of solution or agreement they want. 
E)  All of the above are the result of procedural complexity in multiparty negotiations.

Question 11

Considering the many attributes of an effective group, under which one of the following would you find a need to fully explain or define key words or language that may be part of the agreement?

Accepted Answer

A)  Test assumptions and inferences. 
B)  Focus on interests, not positions. 
C)  Disagree openly with any member of the group. 
D)  Agree on the meaning of important words. 
E)  Keep the discussion focused. 
A)  Test assumptions and inferences. 
B)  Focus on interests, not positions. 
C)  Disagree openly with any member of the group. 
D)  Agree on the meaning of important words. 
E)  Keep the discussion focused.

Question 12

In multiparty negotiations, multiple parties are negotiating together to achieve a ____________ objective or group consensus.

Accepted Answer

The answer of In multiparty negotiations, multiple parties are negotiating...

Question 13

When a group wants to achieve a consensus or unanimous decision, the responsibility of the chair is to be constantly attentive to the group process. Identify which of the pointers below for how to chair a multiparty negotiation effectively is not correct.

Accepted Answer

A)  Explicitly describe the role you will take as chair. Assure individual members that they will have an opportunity to make opening statements or other ways of placing their individual concerns and issues on the table. 
B)  Introduce the agenda or build one based on the group's issues, concerns, and priorities. Be an active gatekeeper. 
C)  Make logistical arrangements that will help the negotiation process. Listen for interests and commonalities. 
D)  Introduce unnecessary ground rules or let the parties suggest them to distract. Introduce internal information that will help illuminate the issues and interests. 
E)  Create or review decision standards and rules. Summarize frequently, particularly when conversation becomes stalled, confused, or tense 
A)  Explicitly describe the role you will take as chair. Assure individual members that they will have an opportunity to make opening statements or other ways of placing their individual concerns and issues on the table. 
B)  Introduce the agenda or build one based on the group's issues, concerns, and priorities. Be an active gatekeeper. 
C)  Make logistical arrangements that will help the negotiation process. Listen for interests and commonalities. 
D)  Introduce unnecessary ground rules or let the parties suggest them to distract. Introduce internal information that will help illuminate the issues and interests. 
E)  Create or review decision standards and rules. Summarize frequently, particularly when conversation becomes stalled, confused, or tense

Question 14

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

Accepted Answer

Number of parties, information

Question 15

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

Accepted Answer

The increased number of negoti

Question 16

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

Accepted Answer

The answer of Multiparty negotiations can be greatly facilitated by...

Question 17

Jenn and Mannix have studied the development and management of conflict over time in high performance task groups and examined three kinds of conflict typical to work groups. What are the three types?

Accepted Answer

Relationship conflict (interpersonal inc

Question 18

Explain the concept of exchanging relevant information with nongroup members.

Accepted Answer

If outsiders are invited in as experts o

Question 19

In a competitive negotiation, parties are likely to use information ____________-sharing very little with other parties, while attempting to gain much information from others

Accepted Answer

The answer of In a competitive negotiation, parties are likely...

Question 20

Polzer, Mannix and Neale argue that ____________ are the most significant force in shaping which parties will enter coalitions with each other in a multiparty negotiation.

Accepted Answer

The answer of Polzer, Mannix and Neale argue that ____________...

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

In the Connect Model and the Requirements for Building a Relationship, what does the "t" stand for?

In ____________ technique, after a brainstormed list of solution options is created, group members rank, rate or evaluate the alternatives in terms of the degree to which each alternative solves the problem.

The chairman should listen for the emergence of the "____________ coalition" among key members.

During the information management phase, coordinators

One-on-one negotiations in full view of all group members would have all but one of the following consequences on negotiators. Which one would not be a consequence?

During the information management phase of multiparty negotiations, ____________ norms reflect the way the group engages in sharing and evaluating the information that is introduced.

During the information management phase of multiparty negotiations, what group norms can specifically undermine effective discussions?

Schwartz suggests that four key problem-solving steps occur during the agreement phase. What are the four steps?

What is the result of procedural complexity in multiparty negotiations?

Considering the many attributes of an effective group, under which one of the following would you find a need to fully explain or define key words or language that may be part of the agreement?

In multiparty negotiations, multiple parties are negotiating together to achieve a ____________ objective or group consensus.

When a group wants to achieve a consensus or unanimous decision, the responsibility of the chair is to be constantly attentive to the group process. Identify which of the pointers below for how to chair a multiparty negotiation effectively is not correct.

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

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

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

Jenn and Mannix have studied the development and management of conflict over time in high performance task groups and examined three kinds of conflict typical to work groups. What are the three types?

Explain the concept of exchanging relevant information with nongroup members.

In a competitive negotiation, parties are likely to use information ____________-sharing very little with other parties, while attempting to gain much information from others

Polzer, Mannix and Neale argue that ____________ are the most significant force in shaping which parties will enter coalitions with each other in a multiparty negotiation.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation Strategy and Planning

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Ethics in Negotiation

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Individual Differences I: Gender and Negotiation

Individual Differences 2: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third-Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 13: Multiple Parties and Teams

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

In the Connect Model and the Requirements for Building a Relationship, what does the "t" stand for?

In ____________ technique, after a brainstormed list of solution options is created, group members rank, rate or evaluate the alternatives in terms of the degree to which each alternative solves the problem.

The chairman should listen for the emergence of the "____________ coalition" among key members.

During the information management phase, coordinators

One-on-one negotiations in full view of all group members would have all but one of the following consequences on negotiators. Which one would not be a consequence?

During the information management phase of multiparty negotiations, ____________ norms reflect the way the group engages in sharing and evaluating the information that is introduced.

During the information management phase of multiparty negotiations, what group norms can specifically undermine effective discussions?

Schwartz suggests that four key problem-solving steps occur during the agreement phase. What are the four steps?

What is the result of procedural complexity in multiparty negotiations?

Considering the many attributes of an effective group, under which one of the following would you find a need to fully explain or define key words or language that may be part of the agreement?

In multiparty negotiations, multiple parties are negotiating together to achieve a ____________ objective or group consensus.

When a group wants to achieve a consensus or unanimous decision, the responsibility of the chair is to be constantly attentive to the group process. Identify which of the pointers below for how to chair a multiparty negotiation effectively is not correct.

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

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

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

Jenn and Mannix have studied the development and management of conflict over time in high performance task groups and examined three kinds of conflict typical to work groups. What are the three types?

Explain the concept of exchanging relevant information with nongroup members.

In a competitive negotiation, parties are likely to use information ____________-sharing very little with other parties, while attempting to gain much information from others

Polzer, Mannix and Neale argue that ____________ are the most significant force in shaping which parties will enter coalitions with each other in a multiparty negotiation.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation Strategy and Planning

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Ethics in Negotiation

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Individual Differences I: Gender and Negotiation

Individual Differences 2: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third-Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters