Deck 11: Multiparty, Coalitions, and Team Negotiations

Question 1

Weeks suggests that there are three important elements to the successful management of difficult conversations: clarity, tone, and temperate phrasing.

Answer 1

True

Question 2

Negotiators should not tell the other party that they are aware of what he or she is doing when they use hard tactics.

Answer 2

False

Question 3

When emotions run wild, they can be detrimental to the process, distorting perceptions and diverting attention from the real issues.

Answer 3

True

Question 4

Negotiators always run the risk of encountering other parties who, for any number of reasons, are difficult negotiators. That difficulty may be intentional or due to

A) inexperience
B) philosophical differences
C) inadequate skill
D) lack of sophistication
E) a psychological imbalance

Question 5

An equitable outcome is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent.

Question 6

Ury's "breakthrough approach" operates on the principle of acting intuitively, requiring users to do what they might naturally do in difficult situations.

Question 7

The pervasive unhappiness resulting from the use of ultimatums will not taint future dealings between the parties.

Question 8

Delivering ultimatums is one way to ensure an integrative negotiating approach that will often result in better agreements.

Question 9

Sharing power will facilitate the integrative negotiation process and lead to a better agreement.

Question 10

Confrontation and impending impasse typically elicit negative emotions for both sides.

Question 11

The challenge at the stage of framing the problem is to change the negotiation by proactively reframing his or her tactics.

Question 12

Relating to difficult people in negotiation or other highly charged, results-oriented exchanges is a critically important skill.

Question 13

Temperate phrasing involves choosing language carefully to deliver a message that will provoke the other side.

Question 14

As a party managing a negotiation mismatch, you can respond using which of the following ways?

A) Ignore them.
B) Respond in kind.
C) Call them on it.
D) Offer to change to more productive methods.
E) Do all of the above.

Question 15

The shadow negotiation occurs in parallel with the substantive negotiation.

Question 16

The essence of Ury's "breakthrough approach" is direct action.

Question 17

Conflicts involving ultimatums often fall prey to escalation through severe action-reaction spirals.

Question 18

One goal of negotiators should be to ensure the broader application of integrative negotiating under appropriate circumstances in order to produce better agreements.

Question 19

Too strict an adherence to a resistance point may deprive a negotiator of creativity and flexibility, which are critical components to the design of an integrative arrangement.

Question 20

Problems in negotiations can rarely be traced to difficulties in the other party's behavioural style.

Question 21

What are the three components of ultimatums?

Question 22

What are the five steps of Ury's "breakthrough approach?"

Question 23

How does the concept of tone play in the successful management of conversations?

Question 24

The strategy of disarmament includes:

A) providing some distance from the conflict and from one's own emotions.
B) negotiating directly and openly the rules of the negotiation process.
C) helping the other party think about the consequences of not reaching an agreement.
D) expressing one's own views clearly and considerately.
E) asking open-ended questions.

Question 25

A tactic that is ignored is essentially a tactic

A) pressed.
B) defeated.
C) converted.
D) exchanged.
E) reserved.

Question 26

Responding when the other side has more power, negotiators can utilize all but one of the following alternatives:

A) Correct the power imbalance.
B) Introduce ultimatums.
C) Cultivate their best alternative to a negotiated agreement (BATNA).
D) Formulate a "trip wire alert system."
E) Protect themselves.

Question 27

Some people are invariably difficult and their behaviour follows a predictable and one of the other following patterns. Which one?

A) aggressive
B) confusing
C) contentious
D) identifiable
E) counter indicating

Question 28

An ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant

A) group.
B) arbitrator.
C) opponent.
D) team member.
E) cooperator.

Question 29

How can a "pressured" party respond to distributive tactics?

Question 30

What are the advantages of Ury's "go to the balcony" approach?

Question 31

In Ury's strategy for managing difficult negotiations, he sees five challenges: 1) don't react, 2) disarm them, 3) change the game, 4) make it easy for them to say yes, and 5)

A) strike back.
B) reject the offer.
C) give in.
D) make it hard to say no.
E) break off negotiations.

Question 32

The subject of how to deal with difficult people in the workplace has received increasing attention in recent years from several authors who have made several valid points in dealing with this type of person. First, everyone can exhibit difficult behaviours or be difficult to deal with at times; some people, however, are invariably difficult, and their behaviour follows predictable and identifiable patterns. What are the other two points?

Question 33

Having conversations with difficult people is not easy. Describe three ways of preparation in anticipation of dealing with a difficult conversation.