CHUONG 17

Schneider suggests what options for handling offensive behavior? A) ignoring it, confronting it, deflecting it, engaging it B) ignoring it, manipulating it, responding in kind, engaging it C) manipulating it, confronting it, responding in kind, engaging it D) confronting it, deflecting it, responding in kind, engaging it E) Schneider suggests none of the above options for handling offensive behavior.

a

Which of the following approaches can be used to de-escalate conflict by establishing commonalties or focusing on common objectives? A) responding in kind B) confronting offensive behavior C) imaging D) establishing superordinate goals E) None of the above can be used to de-escalate conflict by establishing commonalties or focusing on common objectives.

d

Which of the following is not one of Fisher's major approaches to fractionating conflict? A) reduce the number of parties on each side B) restrict the precedents involved, both procedural and substantive C) state issues in concrete terms rather than as principles Lewicki/Barry/Saunders, Negotiation, 6/e 171 D) role reversal and imaging processes E) All of the above encompass Fisher's approaches to fractionating conflict.

d

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) all of the above techniques aid in resolving impasses

d

What strategy does Fisher suggest to make options more desirable to the opponent? A) give them a "yes-able" proposal B) ask for a different decision C) sweeten the offer D) use legitimacy or objective criteria to evaluate solutions 172 Test Bank, Chapter 1 E) Fisher suggests all of the above strategies to make options more desirable.

e

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

e

Which of the following are dynamics of highly polarized, unproductive conflict? A) The atmosphere is charged with anger, frustration, and resentment. B) Channels of communication are closed or constrained. C) The original issues at stake have become blurred and ill-defined. D) The parties tend to perceive great differences in their respective positions. E) All of the above characterize a highly polarized, unproductive conflict.

e

Constructive bargaining relationships are typically marked by conditions of A) high trust B) high distrust C) high vigilance D) high monitoring behaviors E) Constructive bargaining relationships are typically not marked by any of the above conditions

a

Direct analogies are those in which A) the problem is placed or examined in a totally different field of information. B) the problem is restated in terms of a party's fantasized or wished-for state. C) a party puts himself or herself in the problem situation, attempting to identify with it or empathize with those in the situation. D) a different, often graphic image is conjured up to focus attention and provide a starting point for more open discussion. E) None of the above describes direct analogies.

a

Intransigence can be defined as A) an unwillingness to move to any fall-back 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) Intransigence can be defined as all of the above.

a

In the imaging process, parties in conflict are asked to engage in the following activities in what order? A) describe how they see themselves, state how they think the other party would describe them, describe how the other party appears to them, state how they think the other party sees themselves B) describe how they see themselves, describe how the other party appears to them, state how they think the other party would describe them, state how they think the other party sees themselves C) describe how the other party appears to them, state how they think the other party sees themselves, describe how they see themselves, state how they think the other party would describe them D) state how they think the other party would describe them, state how they think the other party sees themselves, describe how they see themselves, describe how the other party appears to them E) In the imaging process, parties can engage in the above activities in any order they choose.

b

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) The collaborative ideal of high trust/low distrust refers to all of the above.

b

Which is one of the five major conflict-reduction strategies that can be applied in contentious situations used to resolve impasses? A) reinforcing tension in order to escalate hostility to the "breaking point" B) enhancing the desirability of the options and alternatives that each party presents C) limiting communications to the minimum necessary for continued negotiations D) allowing an unlimited number of issues to become part of the negotiations E) All of the above are conflict reduction strategies that can be used to resolve disputes in difficult negotiations.

b

Which of the following results can occur when a negotiation becomes derailed? A) The parties share interests and opinions. B) Perceptions become distorted and judgments are biased. C) Integrative negotiation is effectively used by both parties. D) The parties maintain open lines of communication. E) All of the above situations occur when negotiations become derailed.

b

. Role reversal A) is applicable and useful only in integrative bargaining situations. B) is only useful in sharpening the differences between actual positions. C) gives negotiators a chance to correct specific misperceptions. D) gives the negotiator inside information about the opposing negotiator's strategy. E) None of the above is true of role reversal.

c

In the GRIT strategy for synchronized de-escalation, A) the party who desires to withdraw from the negotiation initiates the action. B) unilateral actions are required of both sides. C) a negotiator makes a concession and states that it is part of a deliberate strategic policy to reduce tension. D) each party makes a concession only when he or she knows that the opposing party will reciprocate in kind. E) All of the above are elements of the GRIT strategy.

c

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.

c

Which of the following makes a negotiation more intractable? A) The parties themselves are well organized B) The conflict frequently de-escalates C) The parties themselves are unorganized, loosely connected, and lacking structure D) The social system from which the parties come is clearly structured E) There is general consensus on underlying values, but a disagreement on how resources are to be allocated

c

. Babcock, Wang and Loewenstein found that A) negotiators compare themselves to others whose positions are similar in scope and position to their own. B) negotiation breakdown or impasses are negatively correlated with perceived differences between the disputants chosen comparison groups. C) the smaller the perceived differences between comparison groups, the greater the likelihood Lewicki/Barry/Saunders, Negotiation, 6/e 169 of a breakdown. D) negotiators choose comparison groups to reflect a supportive, self-serving bias for their positions. E) Babcock, Wang and Loewenstein found support for all of the above hypotheses.

d

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) Promises and offers can be made more attractive in none of the above ways.

d