Question 1

The "blindness of involvement" inhibits the development of ____________ and the ____________ process.

Accepted Answer

trust;prob

Question 2

In ____________,one party attempts to put himself or herself in the other's shoes,looking at the issue from the other's perspective.

Accepted Answer

The answer of In ____________,one party attempts to put himself...

Question 3

It is in the nature of intergroup negotiations that some adjustment of each party's own identity,or the rigor with which it is adhered to,must be made in order for negotiations to proceed productively.

Accepted Answer

A) True 
 B)False

Question 4

In a negotiation that has become derailed,destructive conflict processes override the negotiation and the parties cannot proceed.

Accepted Answer

A) True 
 B)False

Question 5

In Osgood's synchronized de-escalation,what does GRIT stand for?

Accepted Answer

Graduated and Recipr

Question 6

Which is one of the six conflict-reduction strategies that can be applied in contentious situations used to resolve impasses?

Accepted Answer

A)  reinforcing tension in order to escalate hostility to the "breaking point" 
B)  enhancing the desirability of the options and alternatives that each party presents 
C)  limiting communications to the minimum necessary for continued negotiations 
D)  allowing an unlimited number of issues to become part of the negotiations 
E)  All of the above are conflict reduction strategies that can be used to resolve disputes in difficult negotiations. 
A)  reinforcing tension in order to escalate hostility to the "breaking point" 
B)  enhancing the desirability of the options and alternatives that each party presents 
C)  limiting communications to the minimum necessary for continued negotiations 
D)  allowing an unlimited number of issues to become part of the negotiations 
E)  All of the above are conflict reduction strategies that can be used to resolve disputes in difficult negotiations.

Question 7

In active listening,the respondent makes statements of agreement with the other party.

Accepted Answer

A) True 
 B)False

Question 8

What are Fisher's major approaches to fractionating conflict?

Accepted Answer

Reduce the number of parties on each sid

Question 9

The collaborative ideal of high trust/low distrust refers to

Accepted Answer

A)  each party's expectations of a competitive motivational orientation from the other. 
B)  patterns of predictable behavior from each other and will cooperate. 
C)  minimal commitment to problem-solving behavior. 
D)  a negotiation which is best suited to distributive bargaining. 
E)  The collaborative ideal of high trust/low distrust refers to all of the above. 
A)  each party's expectations of a competitive motivational orientation from the other. 
B)  patterns of predictable behavior from each other and will cooperate. 
C)  minimal commitment to problem-solving behavior. 
D)  a negotiation which is best suited to distributive bargaining. 
E)  The collaborative ideal of high trust/low distrust refers to all of the above.

Question 10

In carrot-and-stick tactics for motivating workers,how can the carrot be made more attractive rather than enlarging the stick

Accepted Answer

Promises and offers can be made more att

Question 11

What are the six strategies that can be applied in contentious situations?

Accepted Answer

(1)Reaching agreement on rules and proce

Question 12

Spector proposes that the metaphorical process of ____________ reasoning provides considerable power to reframe intractable conflict.

Accepted Answer

The answer of Spector proposes that the metaphorical process of...

Question 13

Analogical reasoning is defined as "the ____________ process by which a resemblance,similarity,or correspondence,perceived between two or more things in some respect,suggests that they will probably agree in other ways as well."

Accepted Answer

The answer of Analogical reasoning is defined as "the ____________...

Question 14

The problem for negotiators in escalated disputes is to develop strategies to contain issue proliferation and reduce the dispute to manageable proportions.

Accepted Answer

A) True 
 B)False

Question 15

Constructive bargaining relationships are typically marked by conditions of

Accepted Answer

A)  high trust. 
B)  high distrust. 
C)  high vigilance. 
D)  high monitoring behaviors. 
E)  Constructive bargaining relationships are typically not marked by any of the above conditions. 
A)  high trust. 
B)  high distrust. 
C)  high vigilance. 
D)  high monitoring behaviors. 
E)  Constructive bargaining relationships are typically not marked by any of the above conditions.

Question 16

Although role reversal will not identify how the other party thinks and feels about the issues,the process can provide useful and surprising insights.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following approaches can be used to de-escalate conflict by establishing commonalties or focusing on common objectives?

Accepted Answer

A)  responding in kind 
B)  confronting offensive behavior 
C)  imaging 
D)  establishing superordinate goals 
E)  None of the above can be used to de-escalate conflict by establishing commonalties or focusing on common objectives. 
A)  responding in kind 
B)  confronting offensive behavior 
C)  imaging 
D)  establishing superordinate goals 
E)  None of the above can be used to de-escalate conflict by establishing commonalties or focusing on common objectives.

Question 18

Small conflicts can rapidly become intractable disputes when their resolution is not treated as an isolated event,but instead must be consistent with a broader ____________ or principle.

Accepted Answer

The answer of Small conflicts can rapidly become intractable disputes...

Question 19

In the GRIT strategy for synchronized de-escalation,

Accepted Answer

A)  the party who desires to withdraw from the negotiation initiates the action. 
B)  unilateral actions are required of both sides. 
C)  a negotiator makes a concession and states that it is part of a deliberate strategy to reduce tension. 
D)  each party makes a concession only when he or she knows that the opposing party will reciprocate in kind. 
E)  All of the above are elements of the GRIT strategy. 
A)  the party who desires to withdraw from the negotiation initiates the action. 
B)  unilateral actions are required of both sides. 
C)  a negotiator makes a concession and states that it is part of a deliberate strategy to reduce tension. 
D)  each party makes a concession only when he or she knows that the opposing party will reciprocate in kind. 
E)  All of the above are elements of the GRIT strategy.

Question 20

Which is not a way parties avoid conflict per Mayer?

Accepted Answer

A)  Aggressive avoidance 
B)  Passive aggressive avoidance 
C)  Avoidance through premature problem solving 
D)  Avoidance through surrogates 
E)  All are ways parties avoid conflict 
A)  Aggressive avoidance 
B)  Passive aggressive avoidance 
C)  Avoidance through premature problem solving 
D)  Avoidance through surrogates 
E)  All are ways parties avoid conflict

The "blindness of involvement" inhibits the development of and the process.

In ____________,one party attempts to put himself or herself in the other's shoes,looking at the issue from the other's perspective.

It is in the nature of intergroup negotiations that some adjustment of each party's own identity,or the rigor with which it is adhered to,must be made in order for negotiations to proceed productively.

In a negotiation that has become derailed,destructive conflict processes override the negotiation and the parties cannot proceed.

In Osgood's synchronized de-escalation,what does GRIT stand for?

Which is one of the six conflict-reduction strategies that can be applied in contentious situations used to resolve impasses?

In active listening,the respondent makes statements of agreement with the other party.

What are Fisher's major approaches to fractionating conflict?

The collaborative ideal of high trust/low distrust refers to

In carrot-and-stick tactics for motivating workers,how can the carrot be made more attractive rather than enlarging the stick

What are the six strategies that can be applied in contentious situations?

Spector proposes that the metaphorical process of ____________ reasoning provides considerable power to reframe intractable conflict.

Analogical reasoning is defined as "the ____________ process by which a resemblance,similarity,or correspondence,perceived between two or more things in some respect,suggests that they will probably agree in other ways as well."

The problem for negotiators in escalated disputes is to develop strategies to contain issue proliferation and reduce the dispute to manageable proportions.

Constructive bargaining relationships are typically marked by conditions of

Although role reversal will not identify how the other party thinks and feels about the issues,the process can provide useful and surprising insights.

Which of the following approaches can be used to de-escalate conflict by establishing commonalties or focusing on common objectives?

Small conflicts can rapidly become intractable disputes when their resolution is not treated as an isolated event,but instead must be consistent with a broader ____________ or principle.

In the GRIT strategy for synchronized de-escalation,

Which is not a way parties avoid conflict per Mayer?

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

The "blindness of involvement" inhibits the development of ____________ and the ____________ process.

In ____________,one party attempts to put himself or herself in the other's shoes,looking at the issue from the other's perspective.

It is in the nature of intergroup negotiations that some adjustment of each party's own identity,or the rigor with which it is adhered to,must be made in order for negotiations to proceed productively.

In a negotiation that has become derailed,destructive conflict processes override the negotiation and the parties cannot proceed.

In Osgood's synchronized de-escalation,what does GRIT stand for?

Which is one of the six conflict-reduction strategies that can be applied in contentious situations used to resolve impasses?

In active listening,the respondent makes statements of agreement with the other party.

What are Fisher's major approaches to fractionating conflict?

The collaborative ideal of high trust/low distrust refers to

In carrot-and-stick tactics for motivating workers,how can the carrot be made more attractive rather than enlarging the stick

What are the six strategies that can be applied in contentious situations?

Spector proposes that the metaphorical process of ____________ reasoning provides considerable power to reframe intractable conflict.

Analogical reasoning is defined as "the ____________ process by which a resemblance,similarity,or correspondence,perceived between two or more things in some respect,suggests that they will probably agree in other ways as well."

The problem for negotiators in escalated disputes is to develop strategies to contain issue proliferation and reduce the dispute to manageable proportions.

Constructive bargaining relationships are typically marked by conditions of

Although role reversal will not identify how the other party thinks and feels about the issues,the process can provide useful and surprising insights.

Which of the following approaches can be used to de-escalate conflict by establishing commonalties or focusing on common objectives?

Small conflicts can rapidly become intractable disputes when their resolution is not treated as an isolated event,but instead must be consistent with a broader ____________ or principle.

In the GRIT strategy for synchronized de-escalation,

Which is not a way parties avoid conflict per Mayer?

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

The "blindness of involvement" inhibits the development of and the process.