Question 1

Changing the nature of the "game" is an approach to negotiating that:

Accepted Answer

Changing the nature of the "game" shifts the dynamics and power balance in the negotiation, giving the negotiator who uses it more power. This can be achieved by introducing new issues, changing the rules, or altering the stakes in the negotiation. By doing so, the negotiator gains the upper hand and can control the course of the negotiation in their favor.

Question 2

Responding in kind when the other part uses dirty tactics will:

Accepted Answer

Responding in kind when the other party uses dirty tactics will escalate the conflict.

Question 3

An effective way to attempt to break an impasse is to:

Accepted Answer

Making a small concession can show willingness to compromise without giving away too much. This can potentially encourage the other party to also make a small concession and lead to finding a middle ground solution. Making a large concession (A) may be seen as desperate or unfair, asking the other party to make a concession (C) may lead to a stalemate, and agreeing to not make concessions (D) does not address the need for progress or finding a compromise.

Question 4

It is appropriate to apologize to the other party,even if the negotiator is not responsible for the wrong,in order to create a climate that is conducive to problem solving.

Accepted Answer

Apologizing for a wrong, even if not directly responsible, can help to ease tensions and foster a more collaborative atmosphere for problem-solving in negotiations.

Question 5

"My story is right and your story is wrong" is an example of:

Accepted Answer

This statement reflects the "what happened" conversation, where each person has their own version of events. It's possible that both stories have some truth, as people may have different perspectives and interpretations of the same situation.

Question 6

Negotiators can most effectively minimize the possibility that either side will use dirty tactics during the negotiation by agreeing to:

Accepted Answer

Agreeing at the outset of the negotiation to negotiate integratively focuses on mutual gains and interests, which encourages cooperation and minimizes the likelihood of resorting to dirty tactics. This approach contrasts with distributive negotiation, which is more about dividing a fixed amount of resources and can lead to competitive or underhanded tactics.

Question 7

Even though sharing blame is most productive,when parties' versions of what went wrong differ,one party was actually in the right and the other was actually in the wrong.

Accepted Answer

In situations where parties' versions of what went wrong differ, it's not always the case that one party is entirely right and the other entirely wrong. Conflicts often involve misunderstandings, miscommunications, or differing perspectives that contribute to the disagreement, rather than a clear-cut right or wrong scenario.

Question 8

During a negotiation is possible to say "no" to the other party in a positive,face-saving way.

Accepted Answer

Yes, it is possible to say "no" in a positive, face-saving way during a negotiation. This can be done by acknowledging the other party's proposal or request, expressing appreciation or gratitude, and then clearly stating the reasons why the proposal or request cannot be accepted. This approach can help maintain a positive relationship with the other party and keep the negotiation on track.

Question 9

Which of the following is the best way to keep the conversation flowing when parties are exchanging ideas?

Accepted Answer

Using appreciative moves is the best way to keep the conversation flowing when parties are exchanging ideas. Appreciative moves involve showing interest and validation for the other person's ideas and contributions, which can lead to a more positive and productive discussion. Using pressure moves (A) can create a hostile or defensive environment, enlisting support (B) may not be necessary or relevant to the conversation, and using strategic turns (C) may come across as manipulative or controlling.

Question 10

Appreciative moves include:

Accepted Answer

Appreciative moves should include showing appreciation towards the other party's situation, feelings, ideas, and face. A complete appreciation towards the other party will help to build a positive relationship and increase the chances of finding a mutually satisfactory solution. Therefore, choice D is the best option.

Question 11

"What happened," "feelings" and "identity" are all examples of ways to:

Accepted Answer

These are strategies for managing difficult conversations by focusing on the events that occurred, expressing emotions involved, and understanding each person's identity or perspective.

Question 12

To help manage the other party's use of dirty tricks productively you can:

Accepted Answer

The most effective way to manage the other party's use of dirty tricks is to use strategic turns to reframe the conversation. This means shifting the focus of the negotiation to something more productive and mutually beneficial. By doing this, you can avoid getting caught up in their tactics and find a solution that works for both parties. Ignoring the other party's behavior may not be effective in changing their behavior, while avoiding shadow negotiations and showing more appreciation may not directly address the issue of dirty tactics.

Question 13

Which of the following is the most productive response to handling inappropriate and demeaning comments from your opponent?

Accepted Answer

Using corrective turns allows you to address the inappropriate comments directly and constructively, promoting a more respectful dialogue.

Question 14

Three of the four responses below are correct.Which of the responses below is the incorrect response to the following phrase? When it comes to saying "no" in a negotiation,negotiators typically tend:

Accepted Answer

The answer of Three of the four responses below are...

Question 15

_______ is mostly about examining the relational aspects that underlie negotiated transactions.

Accepted Answer

The shadow negotiation refers to the underlying and often unspoken dynamics that influence the process and outcomes of negotiated transactions. This can include issues related to power, identity, trust, and communication patterns, among others. Examining these relational aspects is a key aspect of understanding and even shaping the negotiation process.

Question 16

_____________ is mostly about transforming others' stacks,threats,dirty tricks and rigid adherence to positions into joint problem solving.

Accepted Answer

Changing the nature of the game involves shifting the focus from opposing each other's positions to finding common ground and working collaboratively towards a solution that benefits all parties involved. It involves transforming the situation from a competitive game to a cooperative game, and fostering a problem-solving mindset. The other answer choices do not address this approach.

Question 17

When the other negotiating party accuses you of being uncooperative when you say that you cannot do something,it is most productive to:

Accepted Answer

Offering to jointly discuss another way to accomplish the desired outcome shows a willingness to work towards finding a solution and demonstrates a cooperative attitude. It also allows both parties to work together towards a resolution that is mutually beneficial.

Question 18

Begin "difficult conversations" by sharing with the other party what you think went wrong and then asking the other party to share what he or she thought went wrong,too.

Accepted Answer

Starting a difficult conversation by focusing on what went wrong can put the other party on the defensive. It's often more effective to begin with a neutral, open-ended question or statement that invites both parties to share their perspectives and feelings.

Question 19

A negotiator decides to take a short break to manage his anger after being attacked by the other party.The negotiator who uses the break to manage his anger is:

Accepted Answer

Taking a short break to manage anger after being attacked by the other party is an example of "Interrupting the move." This strategy is used to pause the negotiation process, allowing time for emotions to cool down and preventing the situation from escalating further.

Question 20

An effective way to manage your own emotions during a negotiation is to "go to the balcony."

Accepted Answer

Going to the balcony is a technique where you mentally step back from the negotiation and observe the situation as a neutral party. This can help you manage your emotions and think more clearly about the negotiation strategy.

Quiz 13: Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice