Question 1

A moderator who sends out a questionnaire to all parties asking for input is one strategy used to avoid destructive conflict and emotion. That strategy is known as:

Accepted Answer

A)  brainstorming 
B)  the Consensus Technique 
C)  the Delphi technique 
D)  the Nominal Group Technique

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

Chairpersons of multiparty negotiations must be sensitive to keeping tight control over the group process while not directly affecting the group's outcome.

Accepted Answer

A) True 
 B)False

Question 4

Regarding the development and management of conflict over time in high-performance task groups, three kinds of conflict typical to work groups were discussed. What are the three types?

Accepted Answer

The answer of Regarding the development and management of conflict...

Question 5

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)  Introduce the agenda or build one based on the group's issues, concerns, and priorities. Be an active gatekeeper. 
B)  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. 
C)  Introduce unnecessary ground rules or let the parties suggest them to distract. Introduce internal information that will help illuminate the issues and interests. 
D)  Make logistical arrangements that will help the negotiation process. Listen for interests and commonalities.

Question 6

In brainstorming, the parties are instructed to define a problem and then to generate as many solutions as possible without criticizing any of them.

Accepted Answer

A) True 
 B)False

Question 7

The drawback of the Delphi technique is that many group members may be satisfied with the first solution presented.

Accepted Answer

A) True 
 B)False

Question 8

The team chairperson should listen for the emergence of the "snowballing coalition" among key members.

Accepted Answer

A) True 
 B)False

Question 9

What is the result of procedural complexity in multiparty negotiations?

Accepted Answer

A)  The increased number of negotiators will streamline the decision making process. 
B)  The fewer the number of parties, the more complex the decision making process becomes. 
C)  Negotiators will probably have to devote discussion time to how they will manage the process to arrive at the type of solution or agreement they want. 
D)  Negotiators can ignore the problem of multiple related issues.

Question 10

It is uncommon for coalitions to exist before negotiations begin.

Accepted Answer

A) True 
 B)False

Question 11

Negotiators in a multiparty negotiation can explicitly engage in coalition-building as a way to marshal support.

Accepted Answer

A) True 
 B)False

Question 12

How can members of coalitions exert greater strength in multiparty negotiations?

Accepted Answer

The answer of How can members of coalitions exert greater...

Question 13

Something that can help when conflict escalates is to search for common identity between the disputing parties.

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

Describe TWO of the many reasons why an agenda can be an effective decision aid.

Accepted Answer

The answer of Describe TWO of the many reasons why...

Question 16

What are the three key stages that characterize multilateral negotiations?

Accepted Answer

A)  the coalition building stage, the networking stage, and the actual negotiation stage. 
B)  the pre-negotiation stage, the actual negotiation stage, and the managing the agreement stage. 
C)  the pre-negotiation stage, the networking stage, and the managing the agreement stage. 
D)  the coalition building stage, the relationship development stage, the networking stage.

Question 17

There are five ways in which the complexity increases as three or more parties simultaneously engage in negotiation. One of those listed below is not a correct statement. Which one?

Accepted Answer

A)  There are simply more parties involved in the negotiation. 
B)  As the negotiations become procedurally more complex, the parties may have to negotiate a new process that allows them to coordinate their actions more effectively. 
C)  When negotiations become socially more complex, the social norms emerge that affect member participation, which reduces the stronger pressures to conform and suppress disagreement. 
D)  More parties bring more issues and positions to the table, and thus more perspectives must be presented and discussed.

Question 18

Outline the five key process steps that a chair can implement to assure having an effective, amicable disagreement on a team.

Accepted Answer

The answer of Outline the five key process steps that...

Question 19

Expertise that relates to the domain of the negotiation is referred to as:

Accepted Answer

A)  integrative expertise 
B)  technical expertise 
C)  distributive expertise 
D)  negotiation expertise

Question 20

As part of a nine-step comprehensive model of problem solving, the text suggests that four key problem solving steps occur during the agreement phase. What are the four steps?

Accepted Answer

The answer of As part of a nine-step comprehensive model...

Exam 11: Multiparty and Team Negotiations

A moderator who sends out a questionnaire to all parties asking for input is one strategy used to avoid destructive conflict and emotion. That strategy is known as:

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

Chairpersons of multiparty negotiations must be sensitive to keeping tight control over the group process while not directly affecting the group's outcome.

Regarding the development and management of conflict over time in high-performance task groups, three kinds of conflict typical to work groups were discussed. What are the three types?

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 brainstorming, the parties are instructed to define a problem and then to generate as many solutions as possible without criticizing any of them.

The drawback of the Delphi technique is that many group members may be satisfied with the first solution presented.

The team chairperson should listen for the emergence of the "snowballing coalition" among key members.

What is the result of procedural complexity in multiparty negotiations?

It is uncommon for coalitions to exist before negotiations begin.

Negotiators in a multiparty negotiation can explicitly engage in coalition-building as a way to marshal support.

How can members of coalitions exert greater strength in multiparty negotiations?

Something that can help when conflict escalates is to search for common identity between the disputing parties.

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

Describe TWO of the many reasons why an agenda can be an effective decision aid.

What are the three key stages that characterize multilateral negotiations?

There are five ways in which the complexity increases as three or more parties simultaneously engage in negotiation. One of those listed below is not a correct statement. Which one?

Outline the five key process steps that a chair can implement to assure having an effective, amicable disagreement on a team.

Expertise that relates to the domain of the negotiation is referred to as:

As part of a nine-step comprehensive model of problem solving, the text suggests that four key problem solving steps occur during the agreement phase. What are the four steps?