Negotiation and Conflict Resolution Exam Review
Course Introduction
This course offers a comprehensive exploration of the theories and practical techniques essential for effective negotiation and conflict resolution across diverse professional and personal contexts. Students will examine key concepts such as interest-based bargaining, communication dynamics, cultural factors, and ethical considerations in negotiations. Through role-play exercises, case studies, and group discussions, participants will develop the skills needed to analyze conflicts, identify underlying interests, craft creative solutions, and implement strategies for collaborative resolution. By the end of the course, students will be equipped to manage disputes constructively and become more confident, persuasive negotiators.
Recommended Textbook
Negotiation Readings Exercises and Cases 6th Edition by Roy Lewicki
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20 Chapters
1095 Verified Questions
1095 Flashcards
Source URL: https://quizplus.com/study-set/2137
Page 2
Chapter 1: The Nature of Negotiation
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60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/42556
Sample Questions
Q1) Is the give-and-take process used to reach an agreement the "heart of the negotiation" as most people assume"?
Answer: While that give-and-take process is extremely important, negotiation is a very complex social process; many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur before the parties start to negotiate, or shape the context around the negotiation.
Q2) Negotiation is a ____________ that transforms over time.
Answer: process
Q3) Why do parties negotiate by choice?
Answer: That is, they negotiate because they think they can get a better deal by negotiating than by simply accepting what the other side will voluntarily give them or let them have. Negotiation is largely a voluntary process. We negotiate because we think we can improve our outcome or result, compared to not negotiating or simply accepting what the other side offers. It is a strategy pursued by choice; seldom are we required to negotiate.
Q4) Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _________.
Answer: alternative
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Page 3
Chapter 2: Strategy and Tactics of Distributive Bargaining
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) When successive concessions get smaller, the most obvious message is that
A) the negotiator is reaching the fatigue point.
B) the resistance point is being reached.
C) the concession maker's position is weakening.
D) the negotiator has passed the resistance point.
E) None of the above.
Answer: B
Q2) What is the simplest way to screen a position?
Answer: Say and do as little as possible.
Q3) Starting points
A) are usually contained in the opening statements each negotiator makes. B) are usually learned or inferred as negotiations get under way.
C) are not known to the other party.
D) are given up as concessions are made.
E) None of the above describes starting points.
Answer: A
Q4) ____________ can be used to squeeze negotiations into the last remaining minutes of a meeting in order to extract concessions from one party.
Answer: Delay tactics
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Chapter 3: Strategy and Tactics of Integrative Negotiation
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) What is the benefit of bringing different interests to the surface?
Answer: Bringing different interests to the surface may enable the parties to see that in fact they care about very different things, and thus they can invent a solution that addresses the interests of both sides.
Q2) Why should criteria be decided in advance of evaluating options?
Answer: If the parties first debate their criteria and determine which ones are most important, they will be able to decide on criteria independent of the consideration of any particular candidate or option. Then, when they consider the individual candidates or options, they will pick the best one based on these criteria, not on the individual preferences of one side or the other.
Q3) When confronted with complex problems, or a large number of alternative options, which of the following steps is necessary?
A) broaden the range of solution options
B) evaluate solutions on the basis of quality, standards, and acceptability
C) decide on criteria while evaluating options
D) maintain a focus on the influence of tangibles in selecting options
E) All of the above steps should be used when confronted with complex problems.
Answer: B
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Chapter 4: Negotiation Strategy and Planning
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) Effective goals must be ____________, ____________, and ____________.
Q2) A ____________ ____________ is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.
Q3) ____________ is the most critically important activity in negotiation.
Q4) Define goal.
Q5) Accommodative strategies emphasize:
A) Subordinating one's own goals in favor of those of others.
B) Secrecy and defensiveness
C) Abandonment of bad images and consideration of ideas based on merit
D) A key attitude of "I win; you lose"
E) All of the above
Q6) Interests can be:
A) substantive, directly related to the focal issues under negotiation
B) process based, related to the manner in which we settle this dispute
C) relationship based, tied to the current or desired future relationship between the parties
D) based in the intangibles of the negotiation
E) all of the above
Q7) Why is note taking critical?
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Chapter 5: Perception, Cognition, and Emotion
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60 Verified Questions
60 Flashcards
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Sample Questions
Q1) How do multiple agenda items operate to shape issue development?
Q2) ____________ is the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true.
Q3) What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?
Q4) ____________ ____________ is the process of devaluing the other party's concessions simply because the other party made them.
Q5) Frames are shaped by conversations that the parties have with each other about the issues in the ____________ ____________.
Q6) Why are mismatches in frames between parties sources of conflicts?
Q7) List the five concepts from Chinese culture, as identified by C. Tinsley that those attempting to negotiate in China should recognize.
Q8) ____________ can also occur as one party uses metaphors, analogies, or specific cases to illustrate a point.
Q9) What is stereotyping?
Q10) Disputes settled by ____________ usually create clear winners and losers.
Q11) ____________ in frames between parties are sources of conflict.
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Chapter 6: Communication
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45 Verified Questions
45 Flashcards
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Sample Questions
Q1) Researchers have been examining the effects of channels in general, and _____________ in particular, on negotiation processes and outcomes during much of the past decade.
Q2) Messages are the ____________ forms by which information is communicated.
Q3) Encoding can be defined as
A) the facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as a set of filters for interpreting the decoded messages.
B) the process by which messages are put into symbolic form.
C) the process of translating messages from their symbolic form into a form that makes sense.
D) the process by which the receiver reacts to the sender's message.
E) Decoding can be defined as all of the above.
Q4) What three main techniques are available for improving communication in negotiation?
Q5) Define social bandwith.
Q6) Define the "information is weakness" effect.
Q7) ____________ is the process by which messages are put into symbolic form.
Q8) _____________ questions cause attention, get information and start thinking.
Q9) How can feedback be used strategically?
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Chapter 7: Finding and Using Negotiation Power
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45 Verified Questions
45 Flashcards
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Sample Questions
Q1) Describe how strength of ties between individuals in an organization works.
Q2) How can centrality in network be determined?
Q3) In his book Managing with Power, Jeffrey Pfeffer illustrated how powerful political and corporate figures build empires founded on ____________ ____________.
Q4) If power is in the eye of the beholder, then how is power effective?
Q5) The story about the new faculty member who might decide to volunteer to head up the "speakers" program for faculty seminars because it would put him in the center of many communications about the weekly presentations is illustrative of network structure through
A) flexibility.
B) visibility.
C) centrality.
D) coalition.
E) criticality.
Q6) In allocating resources, the power holder must be willing to dole them out depending on the other's ____________ with the power holder's requests.
Q7) Negotiators employ tactics designed to create power ____________ as a way to "level the playing field."
Page 9
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Chapter 8: Influence
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60 Verified Questions
60 Flashcards
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Sample Questions
Q1) ____________ involves enhancing the other's self-image or reputation through our statements or actions, and thus enhancing our own image in the same way.
Q2) When negotiators are on the ____________ end of a proposal, they frequently choose not to talk about the attractive features of an offer but rather to highlight why certain features are undesirable.
Q3) When is it a good idea to let others draw their own conclusion? When is it dangerous to let others draw their own conclusions?
Q4) Source credibility depends mostly on three things: the qualifications of the source, the perceived ____________ of the source, and self-presentation.
Q5) A useful negotiating tactic, therefore, is to identify and discuss experiences, characteristics, and opinions you hold in common with the other party and this tactic is labeled
A) perceived emotion.
B) perceived ingratiation.
C) perceived friendliness.
D) perceived similarity.
E) perceived helpfulness.
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Page 10
Chapter 9: Ethics in Negotiation
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) In general, the "respond in kind" approach is best treated as a ____________ ____________ strategy.
A)True
B)False
Q2) Only one of the approaches to ethical reasoning has as its central tenet that actions are more right if they promote more happiness, more wrong as they produce unhappiness. Which approach applies?
A) End-result ethics.
B) Duty ethics.
C) Social context ethics.
D) Personalistic ethics.
E) Reasoning ethics.
Q3) The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator's ______________ in the bargaining environment.
Q4) Studies show that women make more ethical judgments, but only when the consequences of their decisions affect:
Q5) Most of the ethical questions in negotiation are about standards of ____________.
Q6) Define ethics.
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Chapter 10: Relationships in Negotiation
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60 Verified Questions
60 Flashcards
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Sample Questions
Q1) What two questions should be asked when arriving at an impasse?
Q2) Jeswald Salacuse suggests which rule for negotiating a relationship?
A) minimize the prenegotiation stage of the relationship
B) recognize a long-term business deal as a continuing negotiation
C) eliminate the need for mediation or conciliation
D) end all discussions when the contract is signed
E) Salacuse suggests all of the above rules for negotiating a relationship.
Q3) Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?
A) Negotiating within relationships takes place at a single point in time.
B) Negotiation in relationships is only about the issue.
C) Negotiating within relationships may never end.
D) Parties never make concessions on substantive issues.
E) All of the above parameters shape our understanding of relationship negotiation strategy and tactics.
Q4) Salacuse says that negotiators should recognize a long-term business deal as a ____________ negotiation.
Q5) What does Salacuse say is the importance of prenegotiation?
Q6) Define a relationship.
Q7) Describe an equality matching relationship.
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Chapter 11: Agents, Constituencies, Audiences
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60 Verified Questions
60 Flashcards
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Sample Questions
Q1) What are the two purposes of informal meetings between negotiators?
Q2) Communications through bystanders may occur
A) as an explicit and conscious tactic to exert influence on the other party.
B) as an effort to build alliances and support for one's own position.
C) as a result of the natural tendency for conflict to proliferate and envelop innocent bystanders.
D) as a manipulation by an agent to undermine the other party's position.
E) All of the above are examples of communications through bystanders.
Q3) A rejection vote by the union rank and file is tantamount to a vote of ____________ in the negotiator.
Q4) Constituents expect to profit (or lose) as a direct result of the agent's ____________, and they often select their agent based on his or her ability to achieve their goals.
Q5) Negotiators with constituencies are involved in what two different relationships?
Q6) What is the dilemma of trust between agents and constituents?
Q7) What is a negotiator's intent when communicating directly to bystanders and audiences?
Q8) How can a concern for reputations create a problem for agents?
Q9) When do audiences become indirectly involved in the negotiation?
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Chapter 12: Coalitions
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45 Verified Questions
45 Flashcards
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Sample Questions
Q1) Which of the following is not a property of a coalition?
A) A coalition is an interacting group of individuals.
B) A coalition is independent of the formal structure of the organization.
C) A coalition consists of mutually perceived membership.
D) A coalition is focused on a goal or goals internal to the coalition.
E) All of the above are properties of coalitions.
Q2) In a ____________, the parties are intentionally joining to accomplish some specific purpose that serves their interests.
Q3) The "joining threshold" is
A) the total number of people who can join a specific coalition.
B) the level where a minimum number of people have joined a coalition and others begin to join because they recognize that their current friends and associates are already members.
C) the minimum number of people required for a coalition to be successful.
D) the level at which a new member must "pay" in order to join the coalition.
E) None of the above defines the joining threshold.
Q4) Those advocating an ____________ allocation standard argue that everyone should receive the same outcome.
Q5) Define "fence sitters."
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Chapter 13: Multiple Parties and Teams
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Sample Questions
Q1) Many complex international negotiations give a great deal of time to the question of who will be ____________ and who can speak for others.
Q2) The chairman should listen for the emergence of the "____________ coalition" among key members.
Q3) Multiparty negotiations differ from two-party deliberations in which of the following ways?
A) Multiparty negotiations have more negotiators at the table.
B) More issues and more information are introduced than when two parties negotiate.
C) The environment changes from a one-on-one dialogue to small group discussion.
D) The process for multiparty negotiators is more complex than two-party ones.
E) All of the above statements about multiparty negotiations are true.
Q4) Polzer, Mannix and Neale argue that ____________ are the most significant force in shaping which parties will enter coalitions with each other in a multiparty negotiation.
Q5) Differences are what make multiparty negotiations more complex, challenging, and ____________ to manage.
Q6) Describe a few of the many reasons why an agenda can be an effective decision aid.
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Page 15
Chapter 14: Individual Differences I: Gender and Negotiation
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30 Verified Questions
30 Flashcards
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Sample Questions
Q1) Research on gender characteristics in negotiation
A) has shown a strength in the use of sex as the independent variable.
B) has yielded consistent findings to document significant differences between male and female negotiators.
C) has found there are differences in how males and females negotiate, but these differences are difficult to detect.
D) has a generalized influence on the dependent variables in a negotiation.
E) All of the above are results of research on gender characteristics in negotiation.
Q2) A study on aggressive behavior showed that females were ____________ times less likely to be hired when aggressive.
Q3) What did Bowles and colleagues find out after investigating reactions to males and females who negotiate with aggressive tactics in a job interview situation?
Q4) Men and women may receive different treatment and outcomes during negotiations according to research on salary negotiations. Explain the differences.
Q5) Watson and Kasten found that women managers perceived male behavior as more ____________ than men did.
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Chapter 15: Individual Differences 2: Personality and Abilities
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36 Verified Questions
36 Flashcards
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Sample Questions
Q1) Thomas proposed that what two personality dimensions can represent the levels of concern underlying the five conflict management styles?
A) the degree of assertiveness and the degree of competitiveness
B) the degree of aggressiveness and the degree of competitiveness
C) the degree of aggressiveness and the degree of cooperativeness
D) the degree of assertiveness and the degree of cooperativeness
E) None of the above state Thomas' two personality dimensions.
Q2) The ____________ style is low on both assertiveness and cooperativeness according to Thomas' research.
Q3) What explanations are given for the contradictory findings in the early research studies on background, demographic, and personality factors in negotiations?
Q4) How do scholars feel about the overall importance of dispositions?
Q5) Rackham's study found that during face-to-face-bargaining, superior negotiators
A) made few immediate counterproposals.
B) frequently used defend-attack cycles.
C) avoided behavioral labeling.
D) asked few questions.
E) None of the above.
Q6) What is the difference between high self-monitors and low self-monitors?
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Chapter 16: International and Cross-Cultural Negotiation
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Sample Questions
Q1) Which is the most flexible of Weiss' eight strategies for negotiating with someone from another culture?
Q2) Many types of ____________ may be used in cross-cultural negotiations, ranging from someone who conducts introductions and then withdraws, to someone who is present throughout the negotiation and takes responsibility for orchestrating the negotiation process.
Q3) According to Weiss, when choosing a strategy, negotiators should
A) choose one strategy and stick with it throughout the entire negotiation.
B) be aware of their own culture, but minimize the other culture's norms.
C) not try to predict or influence the other party's approach.
D) understand the specific factors in the current relationship.
E) Weiss states that negotiators should do all of the above when preparing for negotiations.
Q4) The "coordinate adjustment" strategy can be thought of as a special instance of negotiating the ____________ of negotiation.
A)True
B)False
Q5) What are the risks of using the "effect symphony" strategy?
Q6) How does the nature of agreements vary between cultures?
Page 18
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Chapter 17: Managing Negotiation Impasses
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60 Verified Questions
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Sample Questions
Q1) Smyth suggests that the most intractable situations occur
A) when a change in the power balance is at stake, and for which there are firmly agreed-upon social institutions for dealing with the power change.
B) when the power relationship does not change, and for which there are firmly agreed-upon social institutions for dealing with the power change.
C) the perceived need to negotiate simultaneously about change in power and the applicable, appropriate institutions for maintaining that power shift.
D) when the power relationship does not change, and for which there are no agreed-upon social institutions for dealing with the power change.
E) Smyth suggests that the most intractable situations occur in all of the above circumstances.
Q2) The "blindness of involvement" inhibits the development of ____________ and the ____________ process.
Q3) What are superordinate goals?
Q4) How can the successful use of role reversal or imaging techniques accomplish several things.
Q5) A common ____________ is a negative form of superordinate goal.
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Page 19
Chapter 18: Managing Difficult Negotiations
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30 Verified Questions
30 Flashcards
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Sample Questions
Q1) A tactic that is ignored is essentially a tactic
A) pressed.
B) defeated.
C) converted.
D) exchanged.
E) reserved.
Q2) What are the five steps of Ury's "breakthrough approach?"
Q3) Define a shadow negotiation.
Q4) The ____________ negotiation occurs in parallel with the substantive negotiation and is concerned with how the negotiation will proceed.
Q5) Responding when the other side has more power, negotiators can utilize all but one of the following alternatives.
A) Correct the power imbalance.
B) Introduce ultimatums.
C) Cultivate their best alternative to a negotiated agreement (BATNA).
D) Formulate a "trip wire alert system."
E) Protect themselves.
Q6) Conflicts involving ultimatums often fall prey to escalation through severe ____________ spirals.
20
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Chapter 19: Third-Party Approaches to Managing Difficult Negotiations
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75 Verified Questions
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Sample Questions
Q1) When do negotiators initiate third-party interventions?
Q2) When may mediation be less than effective?
A) when the conflict is intense
B) when they have major differences in their expectations for a settlement.
C) when many issues are at stake
D) when the parties disagree on major priorities
E) Mediation tactics may be insufficient in all of the above situations.
Q3) Process consultants assume that teaching the parties how to manage conflict more productively and effectively will lead them to produce better ____________.
Q4) ____________ ADR provides a third-party neutral that assists the parties in negotiating a resolution.
Q5) What is the role of a mediator in a situation where the resistance points of the two sides don't overlap?
Q6) The ____________ form of mediation strategy involves mediator application of rewards and inducements to entice the parties into making concessions and agreements.
Page 21
Q7) Formal third-party intervention styles differ on the degree to which the disputants surrender ____________ to the third party over the disputant interaction process and/or the outcome.
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Chapter 20: Best Practices in Negotiations
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Sample Questions
Q1) Excellent negotiators understand that negotiation embodies a set of A) values.
B) alternatives.
C) paradoxes.
D) BATNAs.
E) principles.
Q2) Negotiators need to be reminded that certain factors influence their own behavior. What are those factors?
A) strengths
B) tangibles
C) weaknesses
D) intangibles
E) negotiables
Q3) Negotiators who are better prepared have numerous _____________.
Q4) The authors suggest that negotiators should remember that negotiation is an _____________ process.
Q5) Why is a negotiator like an athlete?
Q6) While negotiations do follow broad stages, they also _____________ and _____________ at irregular rates.
Q7) Why is communicating with a coalition critical?
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