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1 | |
Negotiation in conflict resolution can occur when the following conditions exist, except for: |
| | A) | when the parties involved assert their independence from each other |
| | B) | when parties are willing to work on both incompatible and overlapping goals |
| | C) | when parties have balanced power between them enough to allow for constructive dialogue |
| | D) | when procedures are in place that facilitate problem-solving |
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2 | |
The following are basic assumptions held by the distributive bargainer, except for: |
| | A) | The negotiating world is controlled by egocentric self-interest. |
| | B) | Unlimited resources prevail. |
| | C) | One can make independent choices: tomorrow’s decision remains unaffected materially by today’s. |
| | D) | The goal is to win as much as you can. |
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3 | |
The following are basic assumptions held by the collaborative bargainer, except for: |
| | A) | Interdependence is recognized and enhanced. |
| | B) | Limited resources do exist, and they can be expanded through cooperation. |
| | C) | The resource distribution system is distributive in nature. |
| | D) | The goal is a fair, efficient, mutually agreeable solution for all. |
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4 | |
When one party in the negotiation is “paid off” in some creative way which breaks a competitive spiral, this is called: |
| | A) | expanding the pie |
| | B) | logrolling |
| | C) | bridging |
| | D) | nonspecific compensation |
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5 | |
Making relational preservation a superordinate goal is the idea behind which of the following principles of negotiation presented by Fisher & Ury (1981)? |
| | A) | generate a variety of possibilities before deciding what to do |
| | B) | be aware that in conflict situations, we usually misread each other’s interests |
| | C) | focus on interests, not positions |
| | D) | separate the people from the problem |
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6 | |
The following belong on a collaboration principles checklist, except for: |
| | A) | Be flexible in your goals and firm in your means. |
| | B) | Use principles of productive communication. |
| | C) | Control the process, not the person. |
| | D) | Join with the other. |
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7 | |
Which statement below about negotiation is false? |
| | A) | Most people approach negotiation from a competitive frame of mind. |
| | B) | You cannot be in a negotiation where one person takes a cooperative and the other a competitive stance. |
| | C) | Collaborative “moves” can sometimes have an underlying competitive intention. |
| | D) | Rationality, self-interests and the exchange model are assumptions that can reflect a relational approach being used for personal gain. |
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8 | |
A transformative approach to negotiation (Putnam, 1996) rests on the following, except for: |
| | A) | objectivity |
| | B) | community concerns |
| | C) | intuition |
| | D) | emotion |
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9 | |
When a negotiator invents new options to meet the other side’s needs, this is called: |
| | A) | logrolling |
| | B) | cost cutting |
| | C) | expanding the pie |
| | D) | bridging |
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10 | |
A competitive approach to negotiation can have the following negative features, except for: |
| | A) | can increase difficulty in predicting responses of an opponent |
| | B) | can contribute to an overestimation of the payoffs of competitive actions |
| | C) | can promote a strong bias toward confrontation |
| | D) | can encourage brinkmanship by creating few opportunities for impasse |
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