Question 1

The "strength-is-weakness" dynamic in coalitions states that

Accepted Answer

A)  coalition founders will go to those who are the weakest for support. 
B)  the weakest members may need to be in the coalition the most. 
C)  the weakest members will demand the least payoff from joining the coalition. 
D)  the weakest members may hold power in the coalition. 
E)  The "strength-is-weakness" dynamic in coalitions states all of the above. 
A)  coalition founders will go to those who are the weakest for support. 
B)  the weakest members may need to be in the coalition the most. 
C)  the weakest members will demand the least payoff from joining the coalition. 
D)  the weakest members may hold power in the coalition. 
E)  The "strength-is-weakness" dynamic in coalitions states all of the above. E

Question 2

Once a coalition is successful at reaching a ____________ mass,continued growth becomes considerably easier,but is now less necessary.

Accepted Answer

critical

Question 3

As the coalition builds and strengthens,other prospective partners will have more interest in joining on their own,and the founder's power position shifts from strength to weakness.

Accepted Answer

A) True 
 B)False  False

Question 4

Those advocating a need allocation standard argue that

Accepted Answer

A)  those who contributed more should receive more,in proportion to the magnitude of their contribution. 
B)  everyone should receive the same outcome. 
C)  parties should receive more in proportion to some demonstrated need for a larger share. 
D)  decision rules in coalitions should be made on an individual,case-by-case basis. 
E)  Those advocating a need standard argue for all of the above. 
A)  those who contributed more should receive more,in proportion to the magnitude of their contribution. 
B)  everyone should receive the same outcome. 
C)  parties should receive more in proportion to some demonstrated need for a larger share. 
D)  decision rules in coalitions should be made on an individual,case-by-case basis. 
E)  Those advocating a need standard argue for all of the above.

Question 5

The more resources a given potential partner brings to a coalition or the greater variety in resources or types of inputs,the more that partner can add to the coalition,and the more ____________ he or she will have in contributing to the coalition and dictating what the coalition should look like.

Accepted Answer

The answer of The more resources a given potential partner...

Question 6

According to Murnighan,"When anyone will do,interchangeability favors those who appear ____________."

Accepted Answer

The answer of According to Murnighan,"When anyone will do,interchangeability favors...

Question 7

Allies can be defined as

Accepted Answer

A)  people with whom a negotiator has conflicting goals and objectives,but who can be trusted to be principled and candid in their opposition. 
B)  parties who are in agreement with their goals and vision,and whom the negotiator trusts. 
C)  parties with whom a negotiator has high agreement on the vision or objectives,but low to moderate levels of trust. 
D)  negotiators who are low in agreement and low in trust. 
E)  None of the above statements defines allies. 
A)  people with whom a negotiator has conflicting goals and objectives,but who can be trusted to be principled and candid in their opposition. 
B)  parties who are in agreement with their goals and vision,and whom the negotiator trusts. 
C)  parties with whom a negotiator has high agreement on the vision or objectives,but low to moderate levels of trust. 
D)  negotiators who are low in agreement and low in trust. 
E)  None of the above statements defines allies.

Question 8

Why are potential coalitions of interest to both coalition members and those they oppose?

Accepted Answer

If one can identify how a particular cou

Question 9

A temporary coalition operates for a short period of time and is usually focused around a single issue or problem.

Accepted Answer

A) True 
 B)False

Question 10

Define "fence sitters."

Accepted Answer

Fence sitters are parties who will not t

Question 11

Coalitions must be permanent,large,and public to be effective.

Accepted Answer

A) True 
 B)False

Question 12

What is the strength in weakness argument?

Accepted Answer

When any winning coalition obtains the s

Question 13

What kind of networks do founders usually have,and how do they use networks to recruit coalition members?

Accepted Answer

Founders have extensive networks of weak

Question 14

A coalition is created by formal organizational designation.

Accepted Answer

A) True 
 B)False

Question 15

Because others will be skeptical of lending their support to the coalition,a founder needs to give early partners enough to "make it worth their while."

Accepted Answer

A) True 
 B)False

Question 16

Which of the following statements about strength in coalitions is false?

Accepted Answer

A)  Those parties who have relatively fewer resources in a coalition may be stronger. 
B)  The more resources one holds or controls,the more likely that he or she will be a critical coalition member. 
C)  Coalition players with strength often become the center of communication networks. 
D)  The more power one holds or controls,the more likely that he or she will be a central figure in pulling the coalition together and dictating its strategy. 
E)  All of the above statements about strength in coalitions are true. 
A)  Those parties who have relatively fewer resources in a coalition may be stronger. 
B)  The more resources one holds or controls,the more likely that he or she will be a critical coalition member. 
C)  Coalition players with strength often become the center of communication networks. 
D)  The more power one holds or controls,the more likely that he or she will be a central figure in pulling the coalition together and dictating its strategy. 
E)  All of the above statements about strength in coalitions are true.

Question 17

Early in the coalition building process,founders offer only a small share of profits or benefits to potential partners.

Accepted Answer

A) True 
 B)False

Question 18

Adversaries can be described as

Accepted Answer

A)  parties who will not take a stand one way or the other on the issue. 
B)  people with whom negotiator has conflicting goals and objectives,but who can be trusted to be principled and candid in their opposition. 
C)  parties who a negotiator believes are in agreement with their goals and vision,and whom they trust. 
D)  negotiators who are low in agreement and low in trust. 
E)  None of the above statements describes adversaries. 
A)  parties who will not take a stand one way or the other on the issue. 
B)  people with whom negotiator has conflicting goals and objectives,but who can be trusted to be principled and candid in their opposition. 
C)  parties who a negotiator believes are in agreement with their goals and vision,and whom they trust. 
D)  negotiators who are low in agreement and low in trust. 
E)  None of the above statements describes adversaries.

Question 19

Authentic tactics require parties to tell everything they know,so that they can maximize what others know,maximize the common pool of information,and increase the ability of the parties to arrive at a solution that is in their individual and collective interests.

Accepted Answer

A) True 
 B)False

Question 20

What are recurring coalitions?

Accepted Answer

Recurring coalitions are coalitions whic

The "strength-is-weakness" dynamic in coalitions states that

Once a coalition is successful at reaching a ____________ mass,continued growth becomes considerably easier,but is now less necessary.

As the coalition builds and strengthens,other prospective partners will have more interest in joining on their own,and the founder's power position shifts from strength to weakness.

Those advocating a need allocation standard argue that

The more resources a given potential partner brings to a coalition or the greater variety in resources or types of inputs,the more that partner can add to the coalition,and the more ____________ he or she will have in contributing to the coalition and dictating what the coalition should look like.

According to Murnighan,"When anyone will do,interchangeability favors those who appear ____________."

Allies can be defined as

Why are potential coalitions of interest to both coalition members and those they oppose?

A temporary coalition operates for a short period of time and is usually focused around a single issue or problem.

Define "fence sitters."

Coalitions must be permanent,large,and public to be effective.

What is the strength in weakness argument?

What kind of networks do founders usually have,and how do they use networks to recruit coalition members?

A coalition is created by formal organizational designation.

Because others will be skeptical of lending their support to the coalition,a founder needs to give early partners enough to "make it worth their while."

Which of the following statements about strength in coalitions is false?

Early in the coalition building process,founders offer only a small share of profits or benefits to potential partners.

Adversaries can be described as

Authentic tactics require parties to tell everything they know,so that they can maximize what others know,maximize the common pool of information,and increase the ability of the parties to arrive at a solution that is in their individual and collective interests.

What are recurring coalitions?

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

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 12: Coalitions

The "strength-is-weakness" dynamic in coalitions states that

Once a coalition is successful at reaching a ____________ mass,continued growth becomes considerably easier,but is now less necessary.

As the coalition builds and strengthens,other prospective partners will have more interest in joining on their own,and the founder's power position shifts from strength to weakness.

Those advocating a need allocation standard argue that

The more resources a given potential partner brings to a coalition or the greater variety in resources or types of inputs,the more that partner can add to the coalition,and the more ____________ he or she will have in contributing to the coalition and dictating what the coalition should look like.

According to Murnighan,"When anyone will do,interchangeability favors those who appear ____________."

Allies can be defined as

Why are potential coalitions of interest to both coalition members and those they oppose?

A temporary coalition operates for a short period of time and is usually focused around a single issue or problem.

Define "fence sitters."

Coalitions must be permanent,large,and public to be effective.

What is the strength in weakness argument?

What kind of networks do founders usually have,and how do they use networks to recruit coalition members?

A coalition is created by formal organizational designation.

Because others will be skeptical of lending their support to the coalition,a founder needs to give early partners enough to "make it worth their while."

Which of the following statements about strength in coalitions is false?

Early in the coalition building process,founders offer only a small share of profits or benefits to potential partners.

Adversaries can be described as

Authentic tactics require parties to tell everything they know,so that they can maximize what others know,maximize the common pool of information,and increase the ability of the parties to arrive at a solution that is in their individual and collective interests.

What are recurring coalitions?

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

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters