Question 1

Procedural ____________ are at stake when parties agree to follow a process they haven't followed before.

Accepted Answer

precedents

Question 2

Parties in escalated conflict tend to magnify perceived ____________ and to minimize perceived ____________.

Accepted Answer

differences, similarities

Question 3

Smyth suggests that the most intractable situations occur

Accepted Answer

A)  when a change in the power balance is at stake, and for which there are firmly agreed-upon social institutions for dealing with the power change. 
B)  when the power relationship does not change, and for which there are firmly agreed-upon social institutions for dealing with the power change. 
C)  the perceived need to negotiate simultaneously about change in power and the applicable, appropriate institutions for maintaining that power shift. 
D)  when the power relationship does not change, and for which there are no agreed-upon social institutions for dealing with the power change. 
E)  Smyth suggests that the most intractable situations occur in all of the above circumstances. 
A)  when a change in the power balance is at stake, and for which there are firmly agreed-upon social institutions for dealing with the power change. 
B)  when the power relationship does not change, and for which there are firmly agreed-upon social institutions for dealing with the power change. 
C)  the perceived need to negotiate simultaneously about change in power and the applicable, appropriate institutions for maintaining that power shift. 
D)  when the power relationship does not change, and for which there are no agreed-upon social institutions for dealing with the power change. 
E)  Smyth suggests that the most intractable situations occur in all of the above circumstances. C

Question 4

What is the purpose of role reversal?

Accepted Answer

One purpose of role

Question 5

A common ____________ is a negative form of superordinate goal.

Accepted Answer

The answer of A common ____________ is a negative form...

Question 6

Direct analogies are those in which

Accepted Answer

A)  the problem is placed or examined in a totally different field of information. 
B)  the problem is restated in terms of a party's fantasized or wished-for state. 
C)  a party puts himself or herself in the problem situation, attempting to identify with it or empathize with those in the situation. 
D)  a different, often graphic image is conjured up to focus attention and provide a starting point for more open discussion. 
E)  None of the above describes direct analogies. 
A)  the problem is placed or examined in a totally different field of information. 
B)  the problem is restated in terms of a party's fantasized or wished-for state. 
C)  a party puts himself or herself in the problem situation, attempting to identify with it or empathize with those in the situation. 
D)  a different, often graphic image is conjured up to focus attention and provide a starting point for more open discussion. 
E)  None of the above describes direct analogies.

Question 7

Unproductive deliberations usually become highly ____________.

Accepted Answer

The answer of Unproductive deliberations usually become highly ____________....

Question 8

Putnam and Wondolleck (2003) suggest that intractable conflicts vary along four dimensions. What are those dimensions?

Accepted Answer

(1) Divisiveness-the degree to which the

Question 9

Spector proposes that the metaphorical process of ____________ reasoning provides considerable power to reframe intractable conflict.

Accepted Answer

The answer of Spector proposes that the metaphorical process of...

Question 10

Which is one of the five major conflict-reduction strategies that can be applied in contentious situations used to resolve impasses?

Accepted Answer

A)  reinforcing tension in order to escalate hostility to the "breaking point" 
B)  enhancing the desirability of the options and alternatives that each party presents 
C)  limiting communications to the minimum necessary for continued negotiations 
D)  allowing an unlimited number of issues to become part of the negotiations 
E)  All of the above are conflict reduction strategies that can be used to resolve disputes in difficult negotiations. 
A)  reinforcing tension in order to escalate hostility to the "breaking point" 
B)  enhancing the desirability of the options and alternatives that each party presents 
C)  limiting communications to the minimum necessary for continued negotiations 
D)  allowing an unlimited number of issues to become part of the negotiations 
E)  All of the above are conflict reduction strategies that can be used to resolve disputes in difficult negotiations.

Question 11

Extreme cases of contentious negotiations often result in escalating ____________ and increasing levels of interpersonal ____________.

Accepted Answer

The answer of Extreme cases of contentious negotiations often result...

Question 12

Promises and offers can be made more attractive in what way?

Accepted Answer

A)  minimizing the attractive qualities of the offer 
B)  showing how the offer meets your own needs 
C)  increasing the disadvantages of accepting the offer 
D)  setting deadlines on offers 
E)  Promises and offers can be made more attractive in none of the above ways. 
A)  minimizing the attractive qualities of the offer 
B)  showing how the offer meets your own needs 
C)  increasing the disadvantages of accepting the offer 
D)  setting deadlines on offers 
E)  Promises and offers can be made more attractive in none of the above ways.

Question 13

What is the most common approach to de-escalating conflict?

Accepted Answer

Stop meeting and bre

Question 14

In carrot-and-stick tactics for motivating workers, how can the carrot be made more attractive rather than enlarging the stick

Accepted Answer

Promises and offers can be made more att

Question 15

Which of the following results can occur when a negotiation becomes derailed?

Accepted Answer

A)  The parties share interests and opinions. 
B)  Perceptions become distorted and judgments are biased. 
C)  Integrative negotiation is effectively used by both parties. 
D)  The parties maintain open lines of communication. 
E)  All of the above situations occur when negotiations become derailed. 
A)  The parties share interests and opinions. 
B)  Perceptions become distorted and judgments are biased. 
C)  Integrative negotiation is effectively used by both parties. 
D)  The parties maintain open lines of communication. 
E)  All of the above situations occur when negotiations become derailed.

Question 16

The collaborative ideal of high trust/low distrust refers to

Accepted Answer

A)  each party's beliefs and expectations of a competitive motivational orientation from the other. 
B)  patterns of predictable behavior from each other. 
C)  minimal commitment to problem-solving behavior. 
D)  a negotiation which is best suited to distributive bargaining. 
E)  The collaborative ideal of high trust/low distrust refers to all of the above. 
A)  each party's beliefs and expectations of a competitive motivational orientation from the other. 
B)  patterns of predictable behavior from each other. 
C)  minimal commitment to problem-solving behavior. 
D)  a negotiation which is best suited to distributive bargaining. 
E)  The collaborative ideal of high trust/low distrust refers to all of the above.

Question 17

In the GRIT strategy for synchronized de-escalation,

Accepted Answer

A)  the party who desires to withdraw from the negotiation initiates the action. 
B)  unilateral actions are required of both sides. 
C)  a negotiator makes a concession and states that it is part of a deliberate strategic policy to reduce tension. 
D)  each party makes a concession only when he or she knows that the opposing party will reciprocate in kind. 
E)  All of the above are elements of the GRIT strategy. 
A)  the party who desires to withdraw from the negotiation initiates the action. 
B)  unilateral actions are required of both sides. 
C)  a negotiator makes a concession and states that it is part of a deliberate strategic policy to reduce tension. 
D)  each party makes a concession only when he or she knows that the opposing party will reciprocate in kind. 
E)  All of the above are elements of the GRIT strategy.

Question 18

Like role reversal, ____________ is a method for gaining insight into the other party's perspective.

Accepted Answer

The answer of Like role reversal, ____________ is a method...

Question 19

Ron Fortgang, David Lax and James Sebenius suggest that negotiators need to manage the social contract in addition to the economic issues under discussion or the negotiation may derail. What comprises a social contract?

Accepted Answer

The social contract has two components.

Question 20

What are superordinate goals?

Accepted Answer

Superordinate goals are common

Procedural ____________ are at stake when parties agree to follow a process they haven't followed before.

Parties in escalated conflict tend to magnify perceived and to minimize perceived .

Smyth suggests that the most intractable situations occur

What is the purpose of role reversal?

A common ____________ is a negative form of superordinate goal.

Direct analogies are those in which

Unproductive deliberations usually become highly ____________.

Putnam and Wondolleck (2003) suggest that intractable conflicts vary along four dimensions. What are those dimensions?

Spector proposes that the metaphorical process of ____________ reasoning provides considerable power to reframe intractable conflict.

Which is one of the five major conflict-reduction strategies that can be applied in contentious situations used to resolve impasses?

Extreme cases of contentious negotiations often result in escalating and increasing levels of interpersonal .

Promises and offers can be made more attractive in what way?

What is the most common approach to de-escalating conflict?

In carrot-and-stick tactics for motivating workers, how can the carrot be made more attractive rather than enlarging the stick

Which of the following results can occur when a negotiation becomes derailed?

The collaborative ideal of high trust/low distrust refers to

In the GRIT strategy for synchronized de-escalation,

Like role reversal, ____________ is a method for gaining insight into the other party's perspective.

Ron Fortgang, David Lax and James Sebenius suggest that negotiators need to manage the social contract in addition to the economic issues under discussion or the negotiation may derail. What comprises a social contract?

What are superordinate goals?

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

Multiple Parties and Teams

Individual Differences I: Gender and Negotiation

Individual Differences 2: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Difficult Negotiations

Third-Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 17: Managing Negotiation Impasses

Procedural ____________ are at stake when parties agree to follow a process they haven't followed before.

Parties in escalated conflict tend to magnify perceived ____________ and to minimize perceived ____________.

Smyth suggests that the most intractable situations occur

What is the purpose of role reversal?

A common ____________ is a negative form of superordinate goal.

Direct analogies are those in which

Unproductive deliberations usually become highly ____________.

Putnam and Wondolleck (2003) suggest that intractable conflicts vary along four dimensions. What are those dimensions?

Spector proposes that the metaphorical process of ____________ reasoning provides considerable power to reframe intractable conflict.

Which is one of the five major conflict-reduction strategies that can be applied in contentious situations used to resolve impasses?

Extreme cases of contentious negotiations often result in escalating ____________ and increasing levels of interpersonal ____________.

Promises and offers can be made more attractive in what way?

What is the most common approach to de-escalating conflict?

In carrot-and-stick tactics for motivating workers, how can the carrot be made more attractive rather than enlarging the stick

Which of the following results can occur when a negotiation becomes derailed?

The collaborative ideal of high trust/low distrust refers to

In the GRIT strategy for synchronized de-escalation,

Like role reversal, ____________ is a method for gaining insight into the other party's perspective.

Ron Fortgang, David Lax and James Sebenius suggest that negotiators need to manage the social contract in addition to the economic issues under discussion or the negotiation may derail. What comprises a social contract?

What are superordinate goals?

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

Multiple Parties and Teams

Individual Differences I: Gender and Negotiation

Individual Differences 2: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Difficult Negotiations

Third-Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Parties in escalated conflict tend to magnify perceived and to minimize perceived .

Extreme cases of contentious negotiations often result in escalating and increasing levels of interpersonal .