Site MapHelpFeedbackMultiple Choice Quiz
Multiple Choice Quiz
(See related pages)

1
In a negotiation that has become derailed, destructive conflict processes override the negotiation and the parties cannot proceed.
A)True
B)False
2
It is in the nature of intergroup negotiations that some adjustment of each party's own identity, or the rigor with which it is adhered to, must be made in order for negotiations to proceed productively.
A)True
B)False
3
The purpose of cognitive resolution is to change how the parties view the situation.
A)True
B)False
4
In the GRIT strategy for synchronized de-escalation, each party makes a concession only when he or she knows that the opposing party will reciprocate in kind.
A)True
B)False
5
Single-issue conflicts are easier to manage because they quickly lead to win-win situations.
A)True
B)False
6
6Intransigence can be defined as
A)an unwillingness to move to any fallback position through concession or compromise.
B)the use of concession or compromise to deceive an opponent.
C)a propensity to use distributive bargaining in all negotiation situations.
D)the escalation of power in international negotiations.
E)all of the above.
7
Which is not a way parties avoid conflict per Mayer?
A)Aggressive avoidance
B)Passive aggressive avoidance
C)Avoidance through premature problem solving
D)Avoidance through surrogates
E)All are ways parties avoid conflict
8
Which of the following techniques is the least effective in resolving impasses and defusing volatile emotion?
A)separating the parties
B)tension management
C)active listening
D)synchronized de-escalation
E)passive listening
9
The collaborative ideal of high trust/low distrust refers to
A)each party's beliefs and expectations of a competitive motivational orientation from the other.
B)patterns of predictable behavior from each other.
C)minimal commitment to problem-solving behavior.
D)a negotiation which is best suited to distributive bargaining.
E)all of the above.
10
Promises and offers can be made more attractive in what way?
A)minimizing the attractive qualities of the offer
B)showing how the offer meets your own needs
C)increasing the disadvantages of accepting the offer
D)setting deadlines on offers
E)none of the above ways.





To learn more about the book this website supports, please visit its Information Center.
Copyright (c)2015 McGraw-Hill Education .
Any use is subject to the Terms of Use and Privacy Notice | Report Piracy


NegotiationOnline Learning Center

Home > Chapter 17 > Multiple Choice Quiz