Exam 18: Managing Difficult Negotiations

Temperate phrasing involves choosing language carefully to deliver a message that will provoke the other side.

Sometimes problems in negotiation can be traced to difficulties in the other party's ____________ style.

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

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

Conflicts involving ultimatums often fall prey to escalation problems through severe ____________ spirals.

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

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.

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

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

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)

The strategy of disarmament includes:

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?

Strategic levers available to help people navigate the shadow negotiation include power moves,appreciative moves and one other of the following.

A tactic that is ignored is essentially a tactic

Sharing power will facilitate the integrative negotiation process and lead to a better agreement.

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

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

Relating to difficult people in negotiation or other highly charged,results-oriented exchanges is a critically important skill.

What are the advantages of Ury's "go to the balcony" approach?

Weeks suggests that there are three important elements to the successful management of difficult conversations: clarity,tone and ____________ phrasing.