Question 1

How can negotiators protect themselves when dealing with an opponent with more power?

Accepted Answer

Negotiators can protect themselves by ke...

Question 2

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)

Accepted Answer

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

Question 3

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

Accepted Answer

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.F) A) and C)
G) A) and B)

Question 4

The strategy of disarmament includes:

Accepted Answer

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.F) B) and E)
G) A) and E)

Question 5

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

Accepted Answer

The answer of Ury's "breakthrough approach" operates on the principle...

Question 6

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

Accepted Answer

The answer of The challenge at the stage of framing...

Question 7

What are the three components of ultimatums?

Accepted Answer

(1) A demand; (2) an attempt t...

Question 8

A tactic that is ignored is essentially a tactic

Accepted Answer

A)   pressed.
B)   defeated.
C)   converted.
D)   exchanged.
E)   reserved.F) None of the above
G) All of the above

Question 9

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 behaviors or be difficult to deal with at times; some people, however, are invariably difficult, and their behavior follows predictable and identifiable patterns. What are the other two points?

Accepted Answer

Second, what is difficult beha...

Question 10

Define a shadow negotiation.

Accepted Answer

The shadow negotiation occurs ...

Exam 18: Managing Difficult Negotiations

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

Correct Answer
verified

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

Correct Answer
verified

How can negotiators protect themselves when dealing with an opponent with more power?

Correct Answer
verified
Negotiators can protect themselves by ke...
View Answer

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)

Correct Answer
verified

Correct Answer
verified
Second, what is difficult beha...
View Answer

A tactic that is ignored is essentially a tactic

Correct Answer
verified

What are the three components of ultimatums?

Correct Answer
verified
(1) A demand; (2) an attempt t...
View Answer

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

Correct Answer
verified

Define a shadow negotiation.

Correct Answer
verified
The shadow negotiation occurs ...
View Answer

The strategy of disarmament includes:

Correct Answer
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Exam 18: Managing Difficult Negotiations

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

How can negotiators protect themselves when dealing with an opponent with more power?

Correct AnswerverifiedNegotiators can protect themselves by ke...View AnswerShow Answer

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)

Correct AnswerverifiedShow Answer

Correct AnswerverifiedSecond, what is difficult beha...View AnswerShow Answer

A tactic that is ignored is essentially a tactic

Correct AnswerverifiedShow Answer

What are the three components of ultimatums?

Correct Answerverified(1) A demand; (2) an attempt t...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Define a shadow negotiation.

Correct AnswerverifiedThe shadow negotiation occurs ...View AnswerShow Answer

The strategy of disarmament includes:

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Negotiators can protect themselves by ke...
View Answer

Correct Answer
verified

Correct Answer
verified
Second, what is difficult beha...
View Answer

Correct Answer
verified

Correct Answer
verified
(1) A demand; (2) an attempt t...
View Answer

Correct Answer
verified

Correct Answer
verified
The shadow negotiation occurs ...
View Answer

Correct Answer
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