Question 1

Role reversal

Accepted Answer

A)  is applicable and useful only in integrative bargaining situations. 
B)  is only useful in sharpening the differences between actual positions. 
C)  helps negotiators place themselves in the other party's shoes. 
D)  gives the negotiator inside information about the opposing negotiator's strategy. 
E)  None of the above is true of role reversal. 
A)  is applicable and useful only in integrative bargaining situations. 
B)  is only useful in sharpening the differences between actual positions. 
C)  helps negotiators place themselves in the other party's shoes. 
D)  gives the negotiator inside information about the opposing negotiator's strategy. 
E)  None of the above is true of role reversal.

Question 2

Ron Fortgang,David Lax and James Sebenius suggest that negotiators need to manage the social contract in addition to the economic issues under discussion or the negotiation may derail.What comprises a social contract?

Accepted Answer

The social contract has two components.T

Question 3

How does a value difference have a particular important influence on the impasse of negotiations?

Accepted Answer

Value differences vary from minor differ

Question 4

Parties in escalated conflict tend to magnify perceived ____________ and to minimize perceived ____________.

Accepted Answer

difference

Question 5

How can the successful use of role reversal or imaging techniques accomplish several things.

Accepted Answer

First,they can clarify and correct misco

Question 6

Which of the following techniques is the least effective in resolving impasses and defusing volatile emotion?

Accepted Answer

A)  separating the parties 
B)  tension management 
C)  active listening 
D)  synchronized de-escalation 
E)  all of the above techniques aid in resolving impasses 
A)  separating the parties 
B)  tension management 
C)  active listening 
D)  synchronized de-escalation 
E)  all of the above techniques aid in resolving impasses

Question 7

According to Babcock,Wang and Loewenstein,the smaller the perceived differences between comparison groups,the greater the likelihood of a breakdown.

Accepted Answer

A) True 
 B)False

Question 8

The longer discussion remains at the level of policy or principle,the more likely it is that the dispute can be successfully resolved.

Accepted Answer

A) True 
 B)False

Question 9

As conflict intensifies the size and number of the issues ____________.

Accepted Answer

The answer of As conflict intensifies the size and number...

Question 10

Unproductive deliberations usually become highly ____________.

Accepted Answer

The answer of Unproductive deliberations usually become highly ____________....

Question 11

What is a "yesable" proposal?

Accepted Answer

Rather than emphasizing his or her own p

Question 12

The purpose of cognitive resolution is to change how the parties view the situation.

Accepted Answer

A) True 
 B)False

Question 13

When there is an impasse,both parties seek to build ____________ for strength or to bring their constituencies into the negotiation.

Accepted Answer

The answer of When there is an impasse,both parties seek...

Question 14

Genuine impasse occurs when parties deliberately refuse to proceed with negotiation as a way to gain leverage or put pressure on the other party to make concessions.

Accepted Answer

A) True 
 B)False

Question 15

When a dispute becomes personalized,turning into a win-lose feud between individuals,negotiation loses all hope of ____________.

Accepted Answer

The answer of When a dispute becomes personalized,turning into a...

Question 16

What are personal analogies?

Accepted Answer

Those in which a party puts hi

Question 17

In the imaging process,parties in conflict are asked to engage in the following activities in what order?

Accepted Answer

A)  describe how they see themselves,state how they think the other party would describe them,describe how the other party appears to them,state how they think the other party sees themselves 
B)  describe how they see themselves,describe how the other party appears to them,state how they think the other party would describe them,state how they think the other party sees themselves 
C)  describe how the other party appears to them,state how they think the other party sees themselves,describe how they see themselves,state how they think the other party would describe them 
D)  state how they think the other party would describe them,state how they think the other party sees themselves,describe how they see themselves,describe how the other party appears to them 
E)  In the imaging process,parties can engage in the above activities in any order they choose. 
A)  describe how they see themselves,state how they think the other party would describe them,describe how the other party appears to them,state how they think the other party sees themselves 
B)  describe how they see themselves,describe how the other party appears to them,state how they think the other party would describe them,state how they think the other party sees themselves 
C)  describe how the other party appears to them,state how they think the other party sees themselves,describe how they see themselves,state how they think the other party would describe them 
D)  state how they think the other party would describe them,state how they think the other party sees themselves,describe how they see themselves,describe how the other party appears to them 
E)  In the imaging process,parties can engage in the above activities in any order they choose.

Question 18

____________- the degree to which the conflict divides people,such that they are "backed into a corner" and cannot escape without losing face.

Accepted Answer

The answer of ____________- the degree to which the conflict...

Question 19

The longer the parties debate,the more likely it is that emotions will overrule reason.

Accepted Answer

A) True 
 B)False

Question 20

Symbolic analogies are those in which a party puts himself or herself in the problem situation,attempting to identify with it or empathize with those in the situation.

Accepted Answer

A) True 
 B)False

Role reversal

Ron Fortgang,David Lax and James Sebenius suggest that negotiators need to manage the social contract in addition to the economic issues under discussion or the negotiation may derail.What comprises a social contract?

How does a value difference have a particular important influence on the impasse of negotiations?

Parties in escalated conflict tend to magnify perceived and to minimize perceived .

How can the successful use of role reversal or imaging techniques accomplish several things.

Which of the following techniques is the least effective in resolving impasses and defusing volatile emotion?

According to Babcock,Wang and Loewenstein,the smaller the perceived differences between comparison groups,the greater the likelihood of a breakdown.

The longer discussion remains at the level of policy or principle,the more likely it is that the dispute can be successfully resolved.

As conflict intensifies the size and number of the issues ____________.

Unproductive deliberations usually become highly ____________.

What is a "yesable" proposal?

The purpose of cognitive resolution is to change how the parties view the situation.

When there is an impasse,both parties seek to build ____________ for strength or to bring their constituencies into the negotiation.

Genuine impasse occurs when parties deliberately refuse to proceed with negotiation as a way to gain leverage or put pressure on the other party to make concessions.

When a dispute becomes personalized,turning into a win-lose feud between individuals,negotiation loses all hope of ____________.

What are personal analogies?

In the imaging process,parties in conflict are asked to engage in the following activities in what order?

____________- the degree to which the conflict divides people,such that they are "backed into a corner" and cannot escape without losing face.

The longer the parties debate,the more likely it is that emotions will overrule reason.

Symbolic analogies are those in which a party puts himself or herself in the problem situation,attempting to identify with it or empathize with those in the situation.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 17: Managing Negotiation Impasses

Role reversal

Ron Fortgang,David Lax and James Sebenius suggest that negotiators need to manage the social contract in addition to the economic issues under discussion or the negotiation may derail.What comprises a social contract?

How does a value difference have a particular important influence on the impasse of negotiations?

Parties in escalated conflict tend to magnify perceived ____________ and to minimize perceived ____________.

How can the successful use of role reversal or imaging techniques accomplish several things.

Which of the following techniques is the least effective in resolving impasses and defusing volatile emotion?

According to Babcock,Wang and Loewenstein,the smaller the perceived differences between comparison groups,the greater the likelihood of a breakdown.

The longer discussion remains at the level of policy or principle,the more likely it is that the dispute can be successfully resolved.

As conflict intensifies the size and number of the issues ____________.

Unproductive deliberations usually become highly ____________.

What is a "yesable" proposal?

The purpose of cognitive resolution is to change how the parties view the situation.

When there is an impasse,both parties seek to build ____________ for strength or to bring their constituencies into the negotiation.

Genuine impasse occurs when parties deliberately refuse to proceed with negotiation as a way to gain leverage or put pressure on the other party to make concessions.

When a dispute becomes personalized,turning into a win-lose feud between individuals,negotiation loses all hope of ____________.

What are personal analogies?

In the imaging process,parties in conflict are asked to engage in the following activities in what order?

____________- the degree to which the conflict divides people,such that they are "backed into a corner" and cannot escape without losing face.

The longer the parties debate,the more likely it is that emotions will overrule reason.

Symbolic analogies are those in which a party puts himself or herself in the problem situation,attempting to identify with it or empathize with those in the situation.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Parties in escalated conflict tend to magnify perceived and to minimize perceived .