This document provides a guide to the UOP MGT 557 Final Exam, including 30 multiple choice practice questions covering various topics in negotiation. The questions test knowledge of concepts like the dual concerns model, negotiation styles, biases in email negotiations, ethical reasoning approaches, and cross-cultural negotiation strategies.
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1.
Thomas proposed that what two personality dimensions can represent the levels of concern underlying the five conflict management styles?
The degree of aggressiveness and the degree of cooperativeness
The degree of assertiveness and the degree or competitiveness
The degree of aggressiveness and the degree of competitiveness
The degree of assertiveness and the degree of cooperativeness
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1.
Thomas proposed that what two personality dimensions can represent the levels of concern underlying the five conflict management styles?
The degree of aggressiveness and the degree of cooperativeness
For more course tutorials visit
uophelp.com is now newtonhelp.com
www.newtonhelp.com
1.
Thomas proposed that what two personality dimensions can represent the levels of concern underlying the five conflict management styles?
The degree of aggressiveness and the degree of cooperativeness
The degree of assertiveness and the degree or competitiveness
The degree of aggressiveness and the degree of competitiveness
The degree of assertiveness and the degree of cooperativeness
For more classes visit
www.snaptutorial.com
1.
Thomas proposed that what two personality dimensions can represent the levels of concern underlying the five conflict management styles?
The degree of aggressiveness and the degree of cooperativeness
Full download : https://alibabadownload.com/product/negotiation-6th-edition-lewicki-test-bank/ Negotiation 6th Edition Lewicki Test Bank , Negotiation,Lewicki,6th Edition,Test Bank
The “Course Topics” series from Manage Train Learn and Slide Topics is a collection of over 4000 slides that will help you master a wide range of management and personal development skills. The 202 PowerPoints in this series offer you a complete and in-depth study of each topic. This presentation is on "Negotiating Skills".
The “Course Topics” series from Manage Train Learn and Slide Topics is a collection of over 4000 slides that will help you master a wide range of management and personal development skills. The 202 PowerPoints in this series offer you a complete and in-depth study of each topic. This presentation is on "Agreement and After".
What is a negotiation?
It is a process between two or more parties seeking to discover a common ground and reach an agreement to settle a matter of mutual concern or resolve a conflict.
A primer on mediation for project managersNicolas Hans
Conflicts and projects go hand-in-hand. Sometimes, differences in values, attitudes, expectations, perceptions or personalities are just too significant—disagreement goes overboard. For such cases, mediation techniques provide a way out. These offer a framework for restoring collaboration across project teams and driving value.
TEST BANK For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Ba...robinsonayot
TEST BANK For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry, Verified Chapters 1 - 12, Complete Newest Version.pdf
TEST BANK For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry, Verified Chapters 1 - 12, Complete Newest Version.pdf
Training Slides of Negotiation & Conflict Management in Organization, discussing the importance of Negotiation Skills.
Some Key-Points:
- Stages of Negotiation
- Approaches to Negotiation
- The Five Communication Styles
For further information regarding the course, please contact:
info@asia-masters.com
Training Slides of Advanced Negotiation Communication & Presentation Skills , discussing the importance of Negotiation Skills.
For further information regarding the course, please contact:
info@asia-masters.com
www.asia-masters.com
Full download : https://alibabadownload.com/product/negotiation-6th-edition-lewicki-test-bank/ Negotiation 6th Edition Lewicki Test Bank , Negotiation,Lewicki,6th Edition,Test Bank
The “Course Topics” series from Manage Train Learn and Slide Topics is a collection of over 4000 slides that will help you master a wide range of management and personal development skills. The 202 PowerPoints in this series offer you a complete and in-depth study of each topic. This presentation is on "Negotiating Skills".
The “Course Topics” series from Manage Train Learn and Slide Topics is a collection of over 4000 slides that will help you master a wide range of management and personal development skills. The 202 PowerPoints in this series offer you a complete and in-depth study of each topic. This presentation is on "Agreement and After".
What is a negotiation?
It is a process between two or more parties seeking to discover a common ground and reach an agreement to settle a matter of mutual concern or resolve a conflict.
A primer on mediation for project managersNicolas Hans
Conflicts and projects go hand-in-hand. Sometimes, differences in values, attitudes, expectations, perceptions or personalities are just too significant—disagreement goes overboard. For such cases, mediation techniques provide a way out. These offer a framework for restoring collaboration across project teams and driving value.
TEST BANK For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Ba...robinsonayot
TEST BANK For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry, Verified Chapters 1 - 12, Complete Newest Version.pdf
TEST BANK For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry, Verified Chapters 1 - 12, Complete Newest Version.pdf
Training Slides of Negotiation & Conflict Management in Organization, discussing the importance of Negotiation Skills.
Some Key-Points:
- Stages of Negotiation
- Approaches to Negotiation
- The Five Communication Styles
For further information regarding the course, please contact:
info@asia-masters.com
Training Slides of Advanced Negotiation Communication & Presentation Skills , discussing the importance of Negotiation Skills.
For further information regarding the course, please contact:
info@asia-masters.com
www.asia-masters.com
The_Art_of_Negotiation_Leadership_Skills_RequiredBy IIlana Zohar The Art of N...PROSolution2
uang kepada pengkaji untuk mengetahui cara
kanak-kanak menguasai kemahiran mendengar,
bertutur, membaca dan menulis melalui
pengalaman bermain. Kajian ini mendapati kanakkanak menunjukkan minat dan keinginan terhadap
aktiviti pembelajaran melalui bahan permainan.
Konsep teori konstruktivisme dapat dilihat apabila
mereka secara aktif membina pengetahuan melalui
berinteraksi dengan bahan dan rakan. Peranan
rakan sekumpulan dalam pembelajaran didapati
sangat penting. Zamri (2012) mengatakan bahawa
potensi murid dapat diperkembang dalam aktiviti
berkumpulan kerana murid lemah dan pandai
berada di dalam kumpulan yang sama akan
bekerjasama dengan ahli kumpulan masingmasing. Dalam konteks kajian ini, rumusan
berdasarkan data rekod anekdot mendapati
keenam-enam murid menguasai kemahikuasai apabila kanak-kanak menunjukkan
respons terhadap perbualan yang dirangsang guru.
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mereka berinteraksi dengan rakan melalui
permainan yang menyeronokkan. Kanak-kanak
mempunyai tumpuan yang sangat pendek
(Spooner & Woodcock 2010; Yilmaz & Yavuz
2015), namun kajian ini menunjukkan
pembelajaran melalui bermain mampu
mengekalkan tumpuan mereka untuk terus
mendengar. Kemahiran mendengar kanak-kanak
meningkat melalui aktiviti permainan yang
dirancang guru dan disokong rakan. Secara
rumusannya, kajian ini mendapati kemahiran
mendengar meningkat apabila kanak-kanak:
1. Memberikan tumpuan terhadap perbualan
guru tentang permainan dan bahan
permainan.
2. Memberikan tumpuan terhadap perbualan
rakan semasa bermain.
3. Mengaitkan bunyi huruf yang disebut guru
ataupun rakan sepermainan dengan huruf
yang dilabelkan pada bahan permainan.
4. Mengaitkan bunyi huruf dan suku kata yang
didengar, dan mengaitkan bunyi ini dengan
gambar atau simbol tertentu.
5. Menilai perbezaan dan persamaan bunyi
huruf yang didengar daripada guru dan
rakan.
6. Membezakan dan mengajuk b
We have seen the central role conflict plays in organizational.docxjessiehampson
We have seen the central role conflict plays in organizational processes. Clearly, there are some
areas where managers would prefer to solve a problem between two parties before it results in high
levels of conflict. This is usually accomplished through negotiation. Negotiation is the process by
which individuals or groups attempt to realize their goals by bargaining with another party who has at
least some control over goal attainment. Throughout the negotiation process, considerable skill in
communication, decision-making, and the use of power and politics is required in order to succeed.
We will consider several aspects of negotiation, including stages of negotiation, types of negotiation
behavior, and the negotiation process itself. We begin with the reasons why people engage in
negotiation and bargaining in the first place.
Stages of Negotiation
In general, negotiation and bargaining are likely to have four stages. Although the length or
importance of each stage can vary from situation to situation or from one culture to another, the
presence and sequence of these stages are quite common across situations and cultures.9
1. Non-task time. During the first stage, the participants focus on getting to know and become
comfortable with each other and do not focus directly on the task or issue of the negotiation.
In cultures such as ours, this stage is often filled with small talk. However, it is usually not
very long and is not seen as important as other stages. North Americans use phrases such
as “Let’s get down to business,” “I know you’re busy, so let’s get right to it,” and “Let’s not
beat around the bush.” However, in other cultures such as Mexico or South Korea, the
non-task stage is often longer and of more importance because it is during this stage the
relationship is established. In these cultures, it is the relationship more than the contract that
determines the extent to which each party can trust the other to fulfill its obligations.
2. Information exchange. The second stage of negotiations involves the exchange of
background and general information. During this stage, participants may, for example,
provide overviews of their company and its history. In Japan, this is an important stage
because specific proposals or agreements must be considered and decided in the larger
context. The information exchanged during the second stage provides this larger context.
3. Influence and persuasion. The third stage involves efforts to influence and persuade the
other side. Generally, these efforts are designed to get the other party to reduce its demands
or desires and to increase its acceptance of your demands or desires. There are a wide
variety of influence tactics, including promises, threats, questions, and so on. The use of
these tactics as well as their effectiveness is a function of several factors. First, the perceived
or real power of one party relative to another is an important factor. For ...
Presentation covers all the main aspects of negotiation process.
Key Elements of Negotiations
Variety of Negotiations
Type of Negotiations
Negotiation Styles
Type of Negotiators
Negotiation Tactics
Stages of Negotiation Cycle with Strategy & Tactics
document consist of the following:
NEGOTIATION process, OTHER NEGOTIATION STYLES, APPROACHES TO NEGOTIATION, PRINCIPLES OF NEGOTIATION, SKILLS REQUIRED FOR NEGOTIATION, Role of Emotions in Negotiation, NEGOTIABLE INSTRUMENT and NON NEGOTIABLE INSTRUMENT
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Acetabularia acetabulum is a single-celled green alga that in its vegetative state is morphologically differentiated into a basal rhizoid and an axially elongated stalk, which bears whorls of branching hairs. The single diploid nucleus resides in the rhizoid.
Operation “Blue Star” is the only event in the history of Independent India where the state went into war with its own people. Even after about 40 years it is not clear if it was culmination of states anger over people of the region, a political game of power or start of dictatorial chapter in the democratic setup.
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The French Revolution, which began in 1789, was a period of radical social and political upheaval in France. It marked the decline of absolute monarchies, the rise of secular and democratic republics, and the eventual rise of Napoleon Bonaparte. This revolutionary period is crucial in understanding the transition from feudalism to modernity in Europe.
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Normal Labour/ Stages of Labour/ Mechanism of LabourWasim Ak
Normal labor is also termed spontaneous labor, defined as the natural physiological process through which the fetus, placenta, and membranes are expelled from the uterus through the birth canal at term (37 to 42 weeks
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Personal development courses are widely available today, with each one promising life-changing outcomes. Tim Han’s Life Mastery Achievers (LMA) Course has drawn a lot of interest. In addition to offering my frank assessment of Success Insider’s LMA Course, this piece examines the course’s effects via a variety of Tim Han LMA course reviews and Success Insider comments.
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Synthetic fiber production is a fascinating and complex field that blends chemistry, engineering, and environmental science. By understanding these aspects, students can gain a comprehensive view of synthetic fiber production, its impact on society and the environment, and the potential for future innovations. Synthetic fibers play a crucial role in modern society, impacting various aspects of daily life, industry, and the environment. ynthetic fibers are integral to modern life, offering a range of benefits from cost-effectiveness and versatility to innovative applications and performance characteristics. While they pose environmental challenges, ongoing research and development aim to create more sustainable and eco-friendly alternatives. Understanding the importance of synthetic fibers helps in appreciating their role in the economy, industry, and daily life, while also emphasizing the need for sustainable practices and innovation.
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In this webinar you will learn how your organization can access TechSoup's wide variety of product discount and donation programs. From hardware to software, we'll give you a tour of the tools available to help your nonprofit with productivity, collaboration, financial management, donor tracking, security, and more.
Embracing GenAI - A Strategic ImperativePeter Windle
Artificial Intelligence (AI) technologies such as Generative AI, Image Generators and Large Language Models have had a dramatic impact on teaching, learning and assessment over the past 18 months. The most immediate threat AI posed was to Academic Integrity with Higher Education Institutes (HEIs) focusing their efforts on combating the use of GenAI in assessment. Guidelines were developed for staff and students, policies put in place too. Innovative educators have forged paths in the use of Generative AI for teaching, learning and assessments leading to pockets of transformation springing up across HEIs, often with little or no top-down guidance, support or direction.
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1.
Thomas proposed that what two personality dimensions can
represent the levels of concern underlying the five conflict
management styles?
The degree of aggressiveness and the degree of cooperativenes
The degree of assertiveness and the degree or competitiveness
The degree of aggressiveness and the degree of
competitiveness
The degree of assertiveness and the degree of cooperativeness
2.
A zero-sum situation is also known as what other situation
name?
negotiative
integrative
2. distributive
win-lose
3.
Which of the following is not one of the four biases that
threaten e-mail negotiations?
Sinister attribution bias
Burned bridge bias
Impasse in e-mail negotiations bias
Temporal synchrony bias
4.
A reservation price is which of the following?
what negotiators mean by their "bottom lin
the median between your opening bid and bottom line
your opening bid in a negotiatio
the other party's opening bid in a negotiation
5.
The "joining threshold" is:
the minimum number of people required for a coalition to be
successful.
3. the level in which a minimum number of people have joined a
coalition and others begin to join because they recognize that
their current friends and associates are already members.
the total number of people who can join a specific condition.
the level at which a new member must “pay” in order to join the
coalition.
6.
Babcock, Wang and Loewenstein found that:
negotiators compare themselves to others whose positions are
similar in scope and position to their own.
negotiation breakdown or impasses are negatively correlated
with perceived differences between the disputants chosen
comparison groups.
the smaller the perceived differences between comparison
groups, the greater the likelihood of a breakdown
negotiators choose comparison groups to reflect a supportive,
self-serving bias for their positions.
7.
At the top of the best practice list for every negotiator is:
Remembering the intangibles
Managing coalition
Preparation
4. Diagnosing the structure of the negotiation
8.
Which of the following is not a major source of power from one
of the five different groupings?
personal sources of power
organizational sources of power
information sources of power
contextual sources of power
9.
Negotiation is fundamentally a skill involving analysis and
_____________ that everyone can learn.
preparation
cooperation
cmmunication
Process
10.
Successful logrolling requires
that one party is allowed to obtain his/her objectives and
he/she then "pays off" the other party for accommodating
his/her interests.
5. that the parties establish more than one issue in conflict and
then agree to trade off among these issues so one party
achieves a highly preferred outcome on the first issue and the
other person achieves a highly preferred outcome on the
second issue.
no additional information about the other party than his/her
interests, and assumes that simply enlarging the resources will
solve the problem.
11
Rackham's study found that during face-to-face-bargaining,
superior negotiators:
avoided behavioral labeling.
made fewer immediate counterproposals.
asked fewer questions.
frequently used defend-attack cycles.
12.
The objective of both parties in distributive bargaining is to
obtain as much of which of the following as possible?
Target point
Bargaining mix
Bargaining range
Resistance point
6. 13.
Only one of the approaches to ethical reasoning has as its
central tenet that actions are more right if they promote more
happiness, more wrong if they produce unhappiness. Which
approach applies?
en-result ethics
social context ethics
duty ethics
reasoning ethics
14.
Which represents the best deal we can possibly hope to
achieve?
Resistance point
Alternative
Opening bid
Specific target point
15.
According to Kolb and Coolidge, during a negotiation men tend
to:
perceive negotiation as a part of the larger context within
which it takes it place.
7. engage the other in a joint exploration of ideas.
seek empowerment when there is interaction among all parties
in the relationship.
demarcate negotiating from other behaviors that occur in the
relationship.
17.
A doctor facing the moral dilemma between a mandate to save
lives and the mandate to relieve undue suffering for those
whose lives cannot be saved is an example of:
social context ethics.
duty ethics.
end-result ethics.
utilitarian ethics.
17
A constituency is:
a negotiator representing the interests of another party.
two or more parties on the same side who are working together
and collectively advocating the same positions and interests.
one or more parties whose interests, demands, or priorities are
being represented by the focal negotiator at the table.
8. any individual or group of people who are not directly involved
in or affected by a negotiation, but who have a chance to
observe and react to the ongoing events.
18.
In the Dual Concerns Model, the level of concern for the
individual's own outcomes and the level of concern for the
other's outcomes are referred to as the:
cooperativeness dimension and the competitiveness
dimension.
competitiveness dimension and the aggressiveness dimension.
cooperativeness dimension and assertiveness dimension.
assrtiveness dimension and the competitiveness dimension
Mediators have:
the power to impose a solution.
no formal power over outcomes.
the same power as arbitrators.
the authority to resolve the dispute on their own.
20.
The "culture-as-shared-value" approach:
recognizes that no human behavior is determined by a single
cause.
9. concentrates on documenting the systematic negotiation
behavior of people in different cultures.
reognizes that all cultures contain dimensions or tensions
among their different values.
concentrates on understanding the central values and norms of
a culture and then building a model for how these norms and
values influence negotiations within that culture.
21.
Which of the following lists only joint strategies for cross-
cultural negotiations?
employ agents or advisors, bring in a mediator, adapt to the
other party's approach, improvise an approach
coordinate adjustment, improvise an approach, adapt to the
other party's approach, embrace the other party's approach
bring in a mediator, coordinate adjustment, improvise an
approach, effect symphony
employ agents or advisors, adapt to the other party's approach,
embrace the other party's approach, effect symphony
22.
Brett, Barsness and Goldberg found that mediation, when
compared to arbitration:
was more time-consuming.
produced greater disputant satisfaction.
10. was more costly.
was more complicated to implement.
23.
It is important negotiators consider the shadow negotiation
carefully before meeting with the other party so they:
understand where the boundaries of the current negotiations
are and should be.
understand how they would ideally like to work with the other
party.
are clear in their own minds about the scope of the
negotiations.
determine what ground the negotiation is going to cover and
how the negotiators are going to work together.
24.
What are the three key stages and phases that characterize
multilateral negotiations?
the prenegotiation stage, managing the actual negotiations, and
managing the agreement stage
the prenegotiation stage, the networking stage, and the
managing the agreement stage
the coalition building stage, the relationship development
stage, the networking stage
11. the coalition building stage, the networking stage, and the
actual negotiation state
25.
Power distance describes:
the extent to which cultures hold values that were traditionally
perceived as masculine or feminine.
the extent to which the society is organized around individuals
or the group.
the extent to which a culture programs its members to feel
either uncomfortable or comfortable in unstructured
situations.
the extent to which the less powerful members of organizations
and institutions accept and expect that power is distributed
unequally.
26.
Which of the following techniques is the least effective in
resolving impasses and defusing volatile situations?
Active listening
Tension management
Separating the parties
Synchronized de-escalation
27.
12. Researchers have found that expressing high anger and low
compassion toward another leads the negotiators to:
a greater desire to work together in the future.
achieve more joint gains.
find and explore commonalities in experiences.
an unaffected ability to yield greater individual gains.
28.
Which of the following parameters shapes our understanding
of relationship negotiation strategy and tactics?
Parties never make concessions on substantive issues.
Negotiating within relationships takes place at a single point in
time.
Negotiating with relationships may never end.
Negotiation in relationships is only about the issue.
29.
In multiparty negotiations, research shows that parties who
approached multiple issues simultaneously:
Have less insight into the preferences and priorities of the
other parties at the table.
Increased the likelihood of achieving agreement.
Exchanged less information.
13. Achieved lower quality agreements.
30.
Negotiators should make a conscious decision about whether
they are facing a fundamentally distributive negotiation, an
integrative negotiation, or a:
group negotiation.
cooperative negotiation.
combative negotiation.
blend of both distributive and integrative negotiations.