Deck 13: Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Question 1

Changing the nature of the "game" is an approach to negotiating that:

A)Gives the negotiator who uses it more power.
B)Gives the negotiator who uses it less power.
C)Gives the other party more power.
D)Increases power for both parties equally.

Answer 1

A

Question 2

Responding in kind when the other part uses dirty tactics will:

A)Show the other party how ridiculous he/she is behaving and stop him/her from continuing to use them.
B)Break an impasse.
C)Escalate an impasse.
D)Escalate the conflict.

Answer 2

D

Question 3

An effective way to attempt to break an impasse is to:

A)Make a large concession.
B)Make a small concession.
C)Ask the other party to make a concession.
D)Agree that neither party should make concessions at the moment.

Answer 3

B

Question 4

It is appropriate to apologize to the other party,even if the negotiator is not responsible for the wrong,in order to create a climate that is conducive to problem solving.

Question 5

"My story is right and your story is wrong" is an example of:

A)The "identity" conversation.
B)The "feelings" conversation.
C)The "what happened" conversation.
D)The "threaten" conversation.

Question 6

Negotiators can most effectively minimize the possibility that either side will use dirty tactics during the negotiation by agreeing to:

A)Call the other party's use of them.
B)Go to the balcony if dirty tactics are used.
C)Agree at the outset of the negotiation to negotiate integratively.
D)Agree at the outset of the negotiation to negotiate distributively.

Question 7

Even though sharing blame is most productive,when parties' versions of what went wrong differ,one party was actually in the right and the other was actually in the wrong.

Question 8

During a negotiation is possible to say "no" to the other party in a positive,face-saving way.

Question 9

Which of the following is the best way to keep the conversation flowing when parties are exchanging ideas?

A)Use pressure moves.
B)Enlist support.
C)Use strategic turns.
D)Use appreciative moves.

Question 10

Appreciative moves include:

A)Appreciating the other party's situation and feelings.
B)Appreciating the other party's feelings and ideas.
C)Appreciating the other party's situation and face.
D)Appreciating the other party's situation,feelings,ideas,and face.

Question 11

"What happened," "feelings" and "identity" are all examples of ways to:

A)Use dirty tricks.
B)Name the move.
C)Apply pressure.
D)Manage difficult conversations.

Question 12

To help manage the other party's use of dirty tricks productively you can:

A)Ignore them and negotiate honorably until the other party catches on that his/her behavior is inappropriate.
B)Avoid using shadow negotiations.
C)Use strategic turns to reframe the conversation.
D)Show more appreciation for the other party.

Question 13

Which of the following is the most productive response to handling inappropriate and demeaning comments from your opponent?

A)Use pressure moves.
B)Enlist support.
C)Use corrective turns.
D)Show your disgust and walk out.

Question 14

Three of the four responses below are correct.Which of the responses below is the incorrect response to the following phrase? When it comes to saying "no" in a negotiation,negotiators typically tend:

A)To be accommodating.
B)To be forthright and say "no."
C)To say "no" in a way that attacks the other party.
D)To avoid saying "no" by saying nothing.

Question 15

_______ is mostly about examining the relational aspects that underlie negotiated transactions.

A)The shadow negotiation.
B)Changing the nature of the game.
C)Leveraging.
D)Testing assumptions.

Question 16

_____________ is mostly about transforming others' stacks,threats,dirty tricks and rigid adherence to positions into joint problem solving.

A)The shadow negotiation.
B)Changing the nature of the game.
C)Correcting the move.
D)Saying "no" positively.

Question 17

When the other negotiating party accuses you of being uncooperative when you say that you cannot do something,it is most productive to:

A)Offer to jointly discuss another way to accomplish the desired outcome.
B)Walk out of the negotiation in a huff,even if you are just faking it.
C)Explain to your opponent that he or she is welcome to come up with a better idea,if he or she can come up with one.
D)Explain politely that this is your only option and your hands are tied.

Question 18

Begin "difficult conversations" by sharing with the other party what you think went wrong and then asking the other party to share what he or she thought went wrong,too.

Question 19

A negotiator decides to take a short break to manage his anger after being attacked by the other party.The negotiator who uses the break to manage his anger is:

A)Interrupting the move.
B)Using a pressure move.
C)Using a shadow negotiation.
D)Diminishing the possibility of continuing the negotiation in a civil manner.

Question 20

An effective way to manage your own emotions during a negotiation is to "go to the balcony."

Question 21

State four reasons why impasses occur and describe some basic strategies for breaking impasses.

Question 22

A nibble is an example of a dirty trick or tactic.

Question 23

A shadow negotiation involves behind-the-scenes constituents who caucus with their negotiation representative to give their impression of how the negotiation is unfolding and to give strategic advice.

Question 24

Why is "problem solving" an important tool for managing difficult negotiations? Give examples of problems that can occur and what you can do solve them,i.e. ,reframe the negotiation to be about interests instead of positions.

Question 25

To keep a negotiation moving forward,say "yes" even when you mean "no" until you reach an impasse.

Question 26

Strategic moves involve giving the other party incentives to listen to and consider our ideas.

Question 27

Incompatible negotiation styles are expected during negotiations and are not likely to result in an impasse.

Question 28

Define "pressure moves." Give an example of using a pressure move.