question

A negotiation must involve at least __________ people.

answer

a group of two

question

Which of the following conflict management strategies are you applying if you are problem solving together with the other party?

answer

collaborative (integrative) negotiation

question

Consider a win-lose negotiation only if you do not need to have an ongoing relationship with the other party.

answer

true

question

Every conflict should be negotiated.

answer

false

question

Which of the following conflict management strategies are you applying if you work to accommodate the other party's needs?

answer

yielding

question

In the ideal negotiation process, the actual negotiations begin in Step 2, which is called the Definition of Ground Rules.

answer

false

question

Interpersonal conflict occurs between two individuals, such as co-workers, partners, family members, and neighbors.

answer

true

question

Which of the following conflict management strategies are you applying if you are reluctantly working together with the other party to achieve a relatively acceptable outcome?

answer

compromising

question

Which of the following conflict management strategies are you applying if you are a competitor, or if you feel very strongly about achieving your outcome?

answer

contending

question

The first step in planning for negotiation is gathering information about the other party.

answer

false

question

Active listening is the best listening style in a negotiation situation.

answer

false

question

Although there are exceptions, most girls learn to communicate in such a way as to maintain harmony in the group, while most boys learn that they must clearly communicate their position in the group.

answer

true

question

Passive listening can be a successful strategy in a distributive bargaining situation if __________.

answer

the other party is very talkative

question

Passive listening occurs when the listening party interjects short responses, such as "I see" or "hmmm," while the other party is communicating.

answer

false

question

Negotiations always take place in a face-to-face setting.

answer

false

question

During _________, the listening party engages fully with the talking party, rephrasing and repeating what the talking party has said.

answer

active listening

question

Smiles, hand gestures, voice tone and inflection, and body posture are just a few examples of the many ____________ symbols we use.

answer

nonverbal communication

question

To provide for a positive virtual negotiation situation, the parties should agree on parameters _______________.

answer

before the negotiations begin

question

With acknowlegement, there's the risk that this style may send an erroneous message that the listening party is in agreement.

answer

true

question

Which of the following strategies can be used to avoid sending short, dry email messages?

answer

1) summarize and check accuracy first 2) limit the number of issues you address in a single email 3) build non-task "relationship enhancers" into your emails

question

Negotiations that involve listening, learning, and the exchange of authentic views among peers become the norm in most families.

answer

false

question

Developing a work-around to deal with a damaged relationship can be a permanent solution to the conflict.

answer

false

question

Which of the following are important aspects of a successful relationship?

answer

1) values reguarding justice 2) trustworthiness 3) reputation

question

When trying to resolve a conflict that has arisen in a negotiation, finding common ground is a good starting place.

answer

true

question

Negotiations with related parties will always reach an end.

answer

false

question

A _____________ is a gesture that shows respect and concern for the other party despite the disagreement.

answer

repair

question

Negotiations between related parties have the propensity to become emotionally charged.

answer

true

question

If your goal is to resolve a conflict and change another's behavior, you should _____________.

answer

"beat up" issues, not the people attached to the issues

question

All negotiation considerations are the same, regardless of the parties involved.

answer

false

question

The law of reciprocity is at work when negotiating with friends and families.

answer

true

question

This management conflict strategy involves choosing not to negotiate showing silence and inaction toward the other party's concession communicating your disapproval.

answer

inaction

question

This type of conflict occurs in your own mind when you argue with yourself.

answer

intrapersonal conflict

question

This type of conflict occurs between two individuals such as co-workers, partners, family members, and neighbors.

answer

interpersonal conflict

question

This type of conflict occurs within a group of people.

answer

intragroup conflict

question

This type of conflict occurs when two separate groups experience conflict.

answer

intergroup conflict

question

You may apply this conflict-management strategy if you are a competitor or if you feel very strongly about achieving your outcome. You will work hard to persuade the other party toward your desired outcome and push against any compromises and concessions the other party may offer.

answer

contending

question

Which conflict-management strategy are you applying if you work to accommodate the other party's needs? There can be advantages to accommodating the other party, particularly when a long-term relationship is at stake.

answer

yielding

question

This conflict-management strategy can be similar to choosing not to negotiate or it may be a strategy during the concession making process. By applying this strategy, you can communicate your disapproval.

answer

inaction

question

This conflict-management strategy involves problem solving together with the other party and is a strategy that results in maximizing the outcome for both parties. This strategy requires cooperation from both parties and a high desire to achieve the best and most synergistic outcome possible together.

answer

collaborative or integrative negotiating

question

This conflict-management strategy is distinguished from problem solving because the parties are not necessarily working together positively. The parties may reluctantly apply this conflict-management strategy during the concession-making process in order to continue the negotiation and achieve a relatively acceptable outcome.

answer

compromising

question

The first step in planning is to ______________.

answer

define your goal or your desired outcome

question

The second step to planning before you begin a negotiation is ____________.

answer

researching the other party and their interests concerning the negotiation

question

The third step to planning is to ___________.

answer

gather information

question

During the thrid step to planning you will ____________.

answer

1) research the issues surrounding the item(s) being negotiated 2) prepare your references, 3) seek BATNAs (best alternative to the negotiated agreement)

question

Steps 1-3 in the negotiation process are the ___________ process.

answer

planning

question

Steps 4-6 in the negotiation process are the ___________ process.

answer

negotiation

question

Step 4 in the negotiation process is the ____________ phase.

answer

information using

question

Step 5 in the negotiation process is the ___________ phase.

answer

bidding

question

Step 6 in the negotiation process is the ___________ phase.

answer

closing the deal

question

Step 7 in the negotiation process is the ___________ phase.

answer

implementation and agreement

question

This level of listening occurs when the listening party is providing no feedback as to whether he or she is listening.

answer

passive listening

question

This level of listening occurs when the listening party interjects short responses such as "I see" or "hmmm" while the other party is communicating.

answer

acknowledgement

question

This level of language in a negotiation situation involves the actual facts concerning the item(s) being negotiated.

answer

logical level

question

This level of language in a negotiation situation contains the hints and inferred messages embedded in the communication style, syntax, and semantics.

answer

pragmatic level

question

Which of the following steps can be used to enhance virtual negotiating situations?

answer

1) setting up a face-to-face meeting 2) telephone call 3) video or photograph accompanied by a podcast

question

The first part of the relationship theory is _________.

answer

the negotiation process may take more time

question

The second part of the relationship theory is __________.

answer

you will learn more about the other party's interests

question

The third part of the relationship theory is __________.

answer

the outcome will have a future impact on you and the relationship

question

The fourth part of the relationship theory is ________.

answer

negotiations between related parties have the propensity to become extremely emotionally charged

question

The fifth part of the relationship theory is __________.

answer

the negotiation may never end

question

Steps for making repairs to a relationship include:

answer

1) take your emotions out of the driver's seat. 2) take a look at the field from the other side. 3) make a repair and evaluate its effectiveness. 4) discuss repairs together

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