Question 1

Negotiators who have some way to control the number of parties at the table may begin to strategically manipulate this control to serve their objectives.

Accepted Answer

A) True 
 B)False

Question 2

What are the three key stages and phases that characterize multilateral negotiations?

Accepted Answer

A) The prenegotiation stage,managing the actual negotiations,and managing the agreement stage. 
B) The coalition building stage,the relationship development stage,the networking stage. 
C) The coalition building stage,the networking stage,and the actual negotiation stage. 
D) The prenegotiation stage,the networking stage,and the managing the agreement stage. 
E) None of the above lists the three key stages and phases that characterize multilateral negotiations. 
A) The prenegotiation stage,managing the actual negotiations,and managing the agreement stage. 
B) The coalition building stage,the relationship development stage,the networking stage. 
C) The coalition building stage,the networking stage,and the actual negotiation stage. 
D) The prenegotiation stage,the networking stage,and the managing the agreement stage. 
E) None of the above lists the three key stages and phases that characterize multilateral negotiations.

Question 3

Remember that the person who does the ____________ often has more power than others,because he or she gets to ____________ the agreement in his or her own language and may bias or selectively remember some points and omit others.
True / False Questions

Accepted Answer

The answer of Remember that the person who does the...

Question 4

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 ____________ are...

Question 5

If the group has been through a great deal of divisive and unproductive conflict to reach the first agreement,then the renegotiations do not have to specifically attend to changing and managing the conflict process.
Multiple Choice Questions

Accepted Answer

A) True 
 B)False

Question 6

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 to...

Question 7

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 8

Most of the complexities in multiparty negotiations will increase linearly,if not exponentially,as more parties,constituencies,and audiences are added.

Accepted Answer

A) True 
 B)False

Question 9

When a chairperson is also advocating a particular position or preferred outcome,it will be difficult for that individual to act or be seen as "neutral."

Accepted Answer

A) True 
 B)False

Question 10

The Delphi technique may tend to generate compromise settlements rather than truly creative,integrative solutions.

Accepted Answer

A) True 
 B)False

Question 11

The prenegotiation phase of multilateral negotiations

Accepted Answer

A) is when the parties are employing decision rules and criteriA. 
B) manages the group process and outcome. 
C) is when the chair is appointed. 
D) is characterized by lots of informal contact among the parties. 
E) All of the above characterize the prenegotiation phase of multilateral negotiations. 
A) is when the parties are employing decision rules and criteriA. 
B) manages the group process and outcome. 
C) is when the chair is appointed. 
D) is characterized by lots of informal contact among the parties. 
E) All of the above characterize the prenegotiation phase of multilateral negotiations.

Question 12

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 13

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 together...

Question 14

One of the most fundamental consequences of increasing the number of parties in a negotiation is that

Accepted Answer

A) the negotiation situation tends to become less lucid. 
B) the negotiation situation tends to become more complex. 
C) the negotiation situation tends to become more demanding. 
D) there will be more values,interests,and perceptions to be integrated or accommodateD. 
E) All of the above are fundamental consequences of increasing the number of parties in a negotiation. 
A) the negotiation situation tends to become less lucid. 
B) the negotiation situation tends to become more complex. 
C) the negotiation situation tends to become more demanding. 
D) there will be more values,interests,and perceptions to be integrated or accommodateD. 
E) All of the above are fundamental consequences of increasing the number of parties in a negotiation.

Question 15

In multiparty negotiations,research shows that parties who approached multiple issues simultaneously achieved lower quality agreements.

Accepted Answer

A) True 
 B)False

Question 16

Conflict is a natural part of group life that improves members' ability to complete tasks,work together,and sustain these relationships.

Accepted Answer

A) True 
 B)False

Question 17

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

The answer of In ____________ - ____________ technique,after a brainstormed...

Question 18

Many complex international negotiations give a great deal of time to the question of who will be ____________ and who can speak for others.

Accepted Answer

The answer of Many complex international negotiations give a great...

Question 19

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

Accepted Answer

The increased number of negoti

Question 20

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

Negotiators who have some way to control the number of parties at the table may begin to strategically manipulate this control to serve their objectives.

What are the three key stages and phases that characterize multilateral negotiations?

Remember that the person who does the often has more power than others,because he or she gets to the agreement in his or her own language and may bias or selectively remember some points and omit others. True / False Questions

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.

If the group has been through a great deal of divisive and unproductive conflict to reach the first agreement,then the renegotiations do not have to specifically attend to changing and managing the conflict process. Multiple Choice Questions

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

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?

Most of the complexities in multiparty negotiations will increase linearly,if not exponentially,as more parties,constituencies,and audiences are added.

When a chairperson is also advocating a particular position or preferred outcome,it will be difficult for that individual to act or be seen as "neutral."

The Delphi technique may tend to generate compromise settlements rather than truly creative,integrative solutions.

The prenegotiation phase of multilateral negotiations

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

One of the most fundamental consequences of increasing the number of parties in a negotiation is that

In multiparty negotiations,research shows that parties who approached multiple issues simultaneously achieved lower quality agreements.

Conflict is a natural part of group life that improves members' ability to complete tasks,work together,and sustain these relationships.

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.

Many complex international negotiations give a great deal of time to the question of who will be ____________ and who can speak for others.

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

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?

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

Ethics in Negotiation

Relationships in Negotiation

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters

Exam 10: Multiple Parties and Teams

Negotiators who have some way to control the number of parties at the table may begin to strategically manipulate this control to serve their objectives.

What are the three key stages and phases that characterize multilateral negotiations?

Remember that the person who does the ____________ often has more power than others,because he or she gets to ____________ the agreement in his or her own language and may bias or selectively remember some points and omit others. True / False Questions

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.

If the group has been through a great deal of divisive and unproductive conflict to reach the first agreement,then the renegotiations do not have to specifically attend to changing and managing the conflict process. Multiple Choice Questions

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

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?

Most of the complexities in multiparty negotiations will increase linearly,if not exponentially,as more parties,constituencies,and audiences are added.

When a chairperson is also advocating a particular position or preferred outcome,it will be difficult for that individual to act or be seen as "neutral."

The Delphi technique may tend to generate compromise settlements rather than truly creative,integrative solutions.

The prenegotiation phase of multilateral negotiations

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

One of the most fundamental consequences of increasing the number of parties in a negotiation is that

In multiparty negotiations,research shows that parties who approached multiple issues simultaneously achieved lower quality agreements.

Conflict is a natural part of group life that improves members' ability to complete tasks,work together,and sustain these relationships.

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.

Many complex international negotiations give a great deal of time to the question of who will be ____________ and who can speak for others.

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

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?

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

Ethics in Negotiation

Relationships in Negotiation

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters

Remember that the person who does the often has more power than others,because he or she gets to the agreement in his or her own language and may bias or selectively remember some points and omit others. True / False Questions

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.