Question 1

Making demands more specific is making them more rigid;specific demands cannot be reformulated to meet the other's needs.

Accepted Answer

A) True 
 B)False

Question 2

Having fewer actors present,or even limiting the conflict to two individuals,will decrease the chances of reaching a favorable settlement.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is not one of Fisher's major approaches to fractionating conflict?

Accepted Answer

A)  reduce the number of parties on each side 
B)  restrict the precedents involved,both procedural and substantive 
C)  state issues in concrete terms rather than as principles 
D)  role reversal and imaging processes 
E)  All of the above encompass Fisher's approaches to fractionating conflict. 
A)  reduce the number of parties on each side 
B)  restrict the precedents involved,both procedural and substantive 
C)  state issues in concrete terms rather than as principles 
D)  role reversal and imaging processes 
E)  All of the above encompass Fisher's approaches to fractionating conflict.

Question 4

In the GRIT strategy for synchronized de-escalation,each party makes a concession only when he or she knows that the opposing party will reciprocate in kind.

Accepted Answer

A) True 
 B)False

Question 5

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 6

Pruitt,Parker and Mikolic propose that ____________ often occurs in response to persistent annoyance of one party by another.

Accepted Answer

The answer of Pruitt,Parker and Mikolic propose that ____________ often...

Question 7

The renegotiation of existing agreements occur frequently and are in response to three situations: (1)postdeal negotiations; (2)intradeal negotiations;and (3)extradeal negotiations.Explain the different situations.

Accepted Answer

Postdeal negotiations are negotiations t

Question 8

The desired outcome-fresh ideas and new perspectives-becomes possible by having parties use the analogy to develop a new or amended ____________ orientation to the problem.

Accepted Answer

The answer of The desired outcome-fresh ideas and new perspectives-becomes...

Question 9

Why is increasing the number of dimensions an effective tactic in creating integrative frameworks out of polarized positions.

Accepted Answer

Establish the need for creating shared e

Question 10

Schneider suggests what options for handling offensive behavior?

Accepted Answer

A)  ignoring it,confronting it,deflecting it,engaging it 
B)  ignoring it,manipulating it,responding in kind,engaging it 
C)  manipulating it,confronting it,responding in kind,engaging it 
D)  confronting it,deflecting it,responding in kind,engaging it 
E)  Schneider suggests none of the above options for handling offensive behavior. 
A)  ignoring it,confronting it,deflecting it,engaging it 
B)  ignoring it,manipulating it,responding in kind,engaging it 
C)  manipulating it,confronting it,responding in kind,engaging it 
D)  confronting it,deflecting it,responding in kind,engaging it 
E)  Schneider suggests none of the above options for handling offensive behavior.

Question 11

To have a constructive,significant impact on negotiations,____________ goals must be jointly desired by both sides and must not be seen as benefiting one side more than the other.

Accepted Answer

The answer of To have a constructive,significant impact on negotiations,____________...

Question 12

How can parties expand the number of issues involved in a negotiation?

Accepted Answer

Parties can expand the number of issues

Question 13

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 14

Which of the following makes a negotiation more intractable?

Accepted Answer

A)  The parties themselves are well organized 
B)  The conflict frequently de-escalates 
C)  The parties themselves are unorganized,loosely connected,and lacking structure 
D)  The social system from which the parties come is clearly structured 
E)  There is general consensus on underlying values,but a disagreement on how resources are to be allocated 
A)  The parties themselves are well organized 
B)  The conflict frequently de-escalates 
C)  The parties themselves are unorganized,loosely connected,and lacking structure 
D)  The social system from which the parties come is clearly structured 
E)  There is general consensus on underlying values,but a disagreement on how resources are to be allocated

Question 15

Single-issue conflicts are easier to manage because they quickly lead to win-win situations.

Accepted Answer

A) True 
 B)False

Question 16

Babcock,Wang and Loewenstein found that

Accepted Answer

A)  negotiators compare themselves to others whose positions are similar in scope and position to their own. 
B)  negotiation breakdown or impasses are negatively correlated with perceived differences between the disputants chosen comparison groups. 
C)  the smaller the perceived differences between comparison groups,the greater the likelihood of a breakdown. 
D)  negotiators choose comparison groups to reflect a supportive,self-serving bias for their positions. 
E)  Babcock,Wang and Loewenstein found support for all of the above hypothesis. 
A)  negotiators compare themselves to others whose positions are similar in scope and position to their own. 
B)  negotiation breakdown or impasses are negatively correlated with perceived differences between the disputants chosen comparison groups. 
C)  the smaller the perceived differences between comparison groups,the greater the likelihood of a breakdown. 
D)  negotiators choose comparison groups to reflect a supportive,self-serving bias for their positions. 
E)  Babcock,Wang and Loewenstein found support for all of the above hypothesis.

Question 17

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

Accepted Answer

The answer of Procedural ____________ are at stake when parties...

Question 18

What is the purpose of role reversal?

Accepted Answer

One purpose of role

Question 19

It is not uncommon for negotiations to become contentious to the point of breakdown.

Accepted Answer

A) True 
 B)False

Question 20

Why is intransigence a powerful but dangerous card for a negotiator to play in multilateral negotiations?

Accepted Answer

Such toughness in negotiating

Making demands more specific is making them more rigid;specific demands cannot be reformulated to meet the other's needs.

Having fewer actors present,or even limiting the conflict to two individuals,will decrease the chances of reaching a favorable settlement.

Which of the following is not one of Fisher's major approaches to fractionating conflict?

In the GRIT strategy for synchronized de-escalation,each party makes a concession only when he or she knows that the opposing party will reciprocate in kind.

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

Pruitt,Parker and Mikolic propose that ____________ often occurs in response to persistent annoyance of one party by another.

The renegotiation of existing agreements occur frequently and are in response to three situations: (1)postdeal negotiations; (2)intradeal negotiations;and (3)extradeal negotiations.Explain the different situations.

The desired outcome-fresh ideas and new perspectives-becomes possible by having parties use the analogy to develop a new or amended ____________ orientation to the problem.

Why is increasing the number of dimensions an effective tactic in creating integrative frameworks out of polarized positions.

Schneider suggests what options for handling offensive behavior?

To have a constructive,significant impact on negotiations,____________ goals must be jointly desired by both sides and must not be seen as benefiting one side more than the other.

How can parties expand the number of issues involved in a negotiation?

Direct analogies are those in which

Which of the following makes a negotiation more intractable?

Single-issue conflicts are easier to manage because they quickly lead to win-win situations.

Babcock,Wang and Loewenstein found that

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

What is the purpose of role reversal?

It is not uncommon for negotiations to become contentious to the point of breakdown.

Why is intransigence a powerful but dangerous card for a negotiator to play in multilateral negotiations?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: 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

Making demands more specific is making them more rigid;specific demands cannot be reformulated to meet the other's needs.

Having fewer actors present,or even limiting the conflict to two individuals,will decrease the chances of reaching a favorable settlement.

Which of the following is not one of Fisher's major approaches to fractionating conflict?

In the GRIT strategy for synchronized de-escalation,each party makes a concession only when he or she knows that the opposing party will reciprocate in kind.

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

Pruitt,Parker and Mikolic propose that ____________ often occurs in response to persistent annoyance of one party by another.

The renegotiation of existing agreements occur frequently and are in response to three situations: (1)postdeal negotiations; (2)intradeal negotiations;and (3)extradeal negotiations.Explain the different situations.

The desired outcome-fresh ideas and new perspectives-becomes possible by having parties use the analogy to develop a new or amended ____________ orientation to the problem.

Why is increasing the number of dimensions an effective tactic in creating integrative frameworks out of polarized positions.

Schneider suggests what options for handling offensive behavior?

To have a constructive,significant impact on negotiations,____________ goals must be jointly desired by both sides and must not be seen as benefiting one side more than the other.

How can parties expand the number of issues involved in a negotiation?

Direct analogies are those in which

Which of the following makes a negotiation more intractable?

Single-issue conflicts are easier to manage because they quickly lead to win-win situations.

Babcock,Wang and Loewenstein found that

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

What is the purpose of role reversal?

It is not uncommon for negotiations to become contentious to the point of breakdown.

Why is intransigence a powerful but dangerous card for a negotiator to play in multilateral negotiations?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters