Exam 17: Managing Negotiation Impasses

Skilled negotiators know that by listening to the other person and allowing an expression of feelings,the catharsis will vent emotion and clear the air and may permit negotiations to return to a calmer pace.

What strategy does Fisher suggest to make options more desirable to the opponent?

How can a third party or a common enemy be used as a superordinate goal?

Approaches used to de-escalate conflict might also be viewed as efforts to ____________ the conflict away from a focus on differences and toward a focus on commonalities areas.

A common ____________ is a negative form of superordinate goal.

What is the technique of "active listening?"

What are superordinate goals?

Replacing an aggressive member of the negotiating team with a quieter member,temporarily or permanently,can signal the other party that one is also willing to change the substance of the negotiation.

What is "blindness of involvement?"

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

A common result in imaging is that the parties recognize that many differences and areas of conflict are real,and thus they begin to understand those that are real.

Babcock,Wang and Loewenstein found support for the hypothesis that negotiators choose ____________ to reflect a supportive,self-serving bias for their positions.

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

Intransigence can be defined as

Which of the following are dynamics of highly polarized,unproductive conflict?

Many negotiations that do not reach impasse can be traced to fundamental value differences between the parties.

Smyth suggests that the most intractable situations occur

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

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

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