FiltersDone

Question type

Essay

Multiple Choice

Short Answer

True False

Matching

Exam 12: Managing Difficult Negotiations

Show Answer

Share

---

All types

Filters

Study FlashcardsPractice ExamLearn

Question 1

True/False

Review LaterAdd Note

Review Later

The temptation to use hard tactics is inherent in the integrative model of negotiation.

A) True
B) False

Correct Answer

verified

Show Answer

Question 2

Multiple Choice

Review LaterAdd Note

Review Later

Which of the following of Ury's strategies is appropriate to overcome the other party's skepticism about the benefits of agreement?

A) Don't reject, reframe
B) Go to the balcony
C) Step to the side
D) Build them a golden bridge

E) A) and B)
F) A) and C)

Correct Answer

verified

Show Answer

Question 3

Multiple Choice

Review LaterAdd Note

As a party managing a negotiation mismatch, you can respond using all of the following, except:

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:

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

When in the low-power position, it is very important that negotiators:

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

A(n) is an attempt to induce compliance or force concessions from a presumably stubborn opponent.

The five-stage "breakthrough approach" was conceptualized by:

Describe the strategic logic behind the use of an exploding offer as an ultimatum.

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)

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

Responding in kind as a tactic in hardball negotiations is likely to escalate the conflict.

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

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

Three approaches to correcting a power imbalance include all of the following, except:

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

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?

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

Which of the following illustrates a way in which the high-power party can transfer power to the other party?