Deck 4: Power-Based Negotiation

Question 1

A POWER-BASED approach to negotiation is

A) Collaborative.
B) Adversarial.
C) A win-win approach.
D) Transformative.
E) All of the above.

Answer 1

B

Question 2

Examples of POWER-BASED strategies for negotiation include

A) Persuasion.
B) Bluffing.
C) Secretiveness.
D) Intransigence.
E) All of the above.

Answer 2

E

Question 3

RATIONAL DECISION-MAKING theory suggests that it is

A) Logical for people to act out of self-interest.
B) Illogical for people to act out of self-interest.
C) Illogical for a rational person to use power-based negotiation.
D) Illogical for a rational person to use rights-based negotiation.
E) Illogical for a rational person to use interest-based negotiation.

Answer 3

A

Question 4

One of the downsides of POWER-BASED negotiation is that people may lose value, meaning that

A) Power-based negotiators are stupid people with low IQs.
B) In an effort to maximize personal gains, power-based negotiators may increase costs and miss opportunities for creative problem solving.
C) It is better to spend money hiring a good lawyer to fight it out in court, instead of using power to obtain a more collaborative, joint solution.
D) The best way to create value in negotiations is for both parties to exert as much power as they can and let the most powerful person win.
E) All of the above.

Question 5

Skylar wants a raise. During negotiations, she asks for a 10 percent increase. This request is an example of a(n)

A) Counteroffer
B) Target offer
C) Bargain basement price
D) Closing offer
E) Opening offer

Question 6

RECIPROCITY refers to the process of

A) Generating options.
B) Building trust.
C) Exchanging concessions.
D) Persuading the other person through logical arguments.
E) Avoiding conflict by fleeing a situation.

Question 7

During power-based negotiations, SILENCE can be used to show that the negotiator is

A) Going to accept the prior offer, without condition or further negotiation.
B) Contemplating the prior offer.
C) Bluffing.
D) Nowhere near his or her bottom line.
E) Anchoring.

Question 8

During power-based negotiations, NIBBLING refers to

A) Biting the other person's ear as a sign of affection.
B) Asking for additional concessions when the parties are still far apart in their positions.
C) Anchoring.
D) Using a tit-for-tat strategy in order to discourage the other person from using further power.
E) Asking for additional concessions when agreement is near.

Question 9

Randi asks Dawn to come to her office to resolve a conflict. By having negotiations on her own turf, Randi may be using a power-based strategy called

A) Anchoring.
B) Tit-for-tat.
C) Snowballing.
D) Tilting the process.
E) BATNAing.

Question 10

BATNA refers to

A) The best way that a negotiator can persuade another person to make a low opening offer.
B) A counteroffer that is higher than the other person's bottom line.
C) Brainstorming for the best possible solution.
D) Obtaining a commitment to follow through on a negotiated agreement.
E) The best course of action that a negotiator could take if negotiations do not lead to agreement.

Question 11

During power-based negotiations, negotiators have an incentive to

A) Share information freely and openly.
B) Keep certain information from the other party.
C) Collaborate on determining the truth.
D) Answer the other person's questions openly and honestly.
E) Only (a) and (b).

Question 12

BAT LISTENING refers to:

A) Anchoring negotiations with a low initial offer.
B) Persuading the other person through the use of technology, fear, and darkness.
C) Sending a signal and carefully listening to the other person's response before determining one's next move.
D) Paraphrasing what the other person says.
E) Showing empathy through active listening skills, such as summarization, paraphrasing, and reflection of feelings.

Question 13

SCARCITY refers to the principle that people tend to

A) Reduce their power in order to persuade others.
B) Share information in order to persuade others.
C) Assign greater value to resources that are in short supply.
D) Assign lower value to resources that are in short supply.
E) All of the above.

Question 14

LIKEABILITY may be used as a power-based strategy by

A) Using insults and innuendo to persuade the other person.
B) Presenting oneself as honest and reliable.
C) Allowing the other person to rely upon assumptions and false information.
D) Using logical arguments to persuade the other person.
E) Using passionate or emotional arguments to scare the other person.

Question 15

An example of STONEWALLING is

A) Refusing to meet with the other person for various reasons.
B) Meeting with the person in a neutral setting to discuss issues in a rational manner.
C) Mediating in good faith.
D) Accommodating the other person's wishes or positions.
E) All of the above.

Question 16

Describe the advantages and disadvantages of using a POWER-BASED approach to negotiation.

Question 17

Describe a situation in which a client makes a threat against a helping professional. What strategies may be effective in dealing with this threat?

Question 18

What is the difference between HARASSMENT and INTIMIDATION?

Question 19

Tad thinks Jerry (an addictions client) is acting in BAD FAITH as they are negotiating a contract for services. Describe three strategies Tad could use with Jerry and explain how they might be useful in responding to this bad faith situation.

Question 20

Describe how RAISING AWARENESS could be used as a strategy with a colleague who is making racist jokes during an agency meeting.

Question 21

Felix and Wanda (a young couple) get into a heated argument about finances. Wanda is making threats. What might Felix say if he wanted to help them FOCUS ON FUTURE RELATIONS?

Question 22

Elinor is providing psychotherapy to Vivian. Whenever they plan to deal with a sensitive issue in psychotherapy, Vivian calls in sick or provides another reason not to show up. What type of power is Vivian using? What type of game is she playing? What strategy from this chapter could Elinor use to deal with this conflict more effectively?

Question 23

Pontius (a professor) has a group of students who are unhappy with the course syllabus, saying that too much material is dated and irrelevant. They threaten to make a complaint to the president of the university. They also threaten to boycott the class, even though it is a mandatory course in their degree program. What is the opening offer of the students in this negotiation? What counteroffer might you suggest? What strategies are the students currently using? How do you think Pontius might feel in response to the students' demands and threats? What strategies could Pontius use to change the game from a power-based struggle to something more constructive?

Question 24

What is the role of honesty in negotiations? If another person is not being fully open and honest, would you still be open and honest? Why or why not?

Question 25

What does "proportionality" mean in relation to the use of violence or force in power-based negotiations?