Accounting
Anthropology
Archaeology
Art History
Banking
Biology & Life Science
Business
Business Communication
Business Development
Business Ethics
Business Law
Chemistry
Communication
Computer Science
Counseling
Criminal Law
Curriculum & Instruction
Design
Earth Science
Economic
Education
Engineering
Finance
History & Theory
Humanities
Human Resource
International Business
Investments & Securities
Journalism
Law
Management
Marketing
Medicine
Medicine & Health Science
Nursing
Philosophy
Physic
Psychology
Real Estate
Science
Social Science
Sociology
Special Education
Speech
Visual Arts
Question
(p.8)The parties prefer to negotiate and search for agreement rather than to fight openly, have one side dominate and the other capitulate, permanently break off contact, or take their dispute to a higher authority to resolve it.
Answer
This answer is hidden. It contains 4 characters.
Related questions
Q:
(p.227)Schwartz suggests that four key problem-solving steps occur during the agreement phase. What are the four steps?
Q:
(p.214)Additional parties may be invited to a multiparty negotiation to:
Q:
(p.211 - 215)In what ways do multiparty negotiations differ from two-party deliberations?
Q:
(p.224)A moderator who sends out a questionnaire to all parties asking for input is one strategy used to avoid destructive conflict and emotion. That strategy is known as
A.nominal group technique.
B.the Delphi technique.
C.brainstorming.
D.the consensus technique.
E.the compromise technique.
Q:
(p.220)Which of the following questions should not be asked as part of the requirements for building a relationship in the connect model?
A.Can we agree to have a constructive conversation?
B.Can our conversation be productive enough to make a difference?
C.Can we restructure the agreement to include the original issue?
D.Can we all commit to making improvements?
E.Can we understand and appreciate each other's perspective?
Q:
(p.220)In the Connect Model and the Requirements for Building a Relationship, what does the "t" stand for?
A.Toss it!
B.Try it!
C.Time it!
D.Track it!
E.Trash it!
Q:
(p.217, 218)What are the three key stages and phases that characterize multilateral negotiations?
A.The prenegotiation stage, managing the actual negotiations, and managing the agreement stage.
B.The coalition building stage, the relationship development stage, the networking stage.
C.The coalition building stage, the networking stage, and the actual negotiation stage.
D.The prenegotiation stage, the networking stage, and the managing the agreement stage.
E.None of the above lists the three key stages and phases that characterize multilateral negotiations.
Q:
(p.216)Considering the many attributes of an effective group, under which one of the following would you find a need to fully explain or define key words or language that may be part of the agreement?
A.Test assumptions and inferences.
B.Focus on interests, not positions.
C.Disagree openly with any member of the group.
D.Agree on the meaning of important words.
E.Keep the discussion focused.
Q:
(p.215)There are five ways in which the complexity increases as three or more parties simultaneously engage in negotiation. One of those listed below is not a correct statement. Which one?
A.There are simply more parties involved in the negotiation.
B.More parties bring more issues and positions to the table, and thus more perspectives must be presented and discussed.
C.When negotiations become socially more complex, the social norms emerge that affect member participation, which reduces the stronger pressures to conform and suppress disagreement.
D.As the negotiations become procedurally more complex, the parties may have to negotiate a new process that allows them to coordinate their actions more effectively.
E.As the negotiations become more strategically complex, the parties must monitor the moves and actions of several other parties in determining what each will do next.
Q:
(p.214)One-on-one negotiations in full view of all group members would have all but one of the following consequences on negotiators. Which one would not be a consequence?
A.Negotiators who have some way to control the number of parties at the table (or even in the room) may begin to act strategically.
B.Since the exchanges are under surveillance negotiators will be sensitive to being observed and may feel the need to be tough.
C.Negotiators can simply choose to ignore the complexity of the three or more parties and proceed strategically as a two-party negotiation.
D.Negotiators can explicitly engage in coalition building as a way to marshal support.
E.Negotiators will have to find satisfactory ways to explain modification of their positions.
Q:
(p.213)In multiparty negotiations, research shows that parties who approached multiple issues simultaneously achieved lower quality agreements.
Q:
(p.211)Most of the complexities in multiparty negotiations will increase linearly, if not exponentially, as more parties, constituencies, and audiences are added.
Q:
(p.224)In ____________ - ____________ technique, after a brainstormed list of solution options is created, group members rank, rate or evaluate the alternatives in terms of the degree to which each alternative solves the problem.
Q:
(p.211)Multiparty negotiations have more ____________ at the table.
Q:
(p.211)Differences are what make multiparty negotiations more complex, challenging, and ____________ to manage.
Q:
(p.201)What are the three things that contribute to the level of trust one negotiator may have for another?
Q:
(p.200)Give some examples of traits that help influence the definition of a reputation.
Q:
(p.254)Integrative skills are called for in the value claiming stage and distributive skills are useful in value creation.
Q:
(p.251)While some people may look like born negotiators, negotiation is fundamentally a skill involving ____________ and _____________ that everyone can learn.
Q:
(p.258)Why is communicating with a coalition critical?
Q:
(p.253)What often happens to negotiators without a strong BATNA?
Q:
(p.145)What three main techniques are available for improving communication in negotiation?
Q:
(p.140)What are the five linguistic dimensions of making threats?
Q:
(p.139)Define the "information is weakness" effect.
Q:
(p.145)Questions can be used to
A.manage difficult or stalled negotiations.
B.pry or lever a negotiation out of a breakdown or an apparent dead end.
C.assist or force the other party to face up to the effects or consequences of their behaviors.
D.collect and diagnose information.
E.Questions can be used for all of the above.
Q:
(p.138)Mitigating circumstances occur where negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative it derives from positive motives.
Q:
(p.92)A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the ____________ outcomes at stake in this negotiation, and how much concern does the negotiator have for the current and future quality of the ____________ with the other party?
Q:
(p.90)Effective goals must be __________, __________, and __________.
Q:
(p.71)What is the benefit of bringing different interests to the surface?
Q:
(p.68)How should the problem statement be constructed?