Promises and offers can be made more attractive in what way?

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.


Answer: D. setting deadlines on offers

Constructive bargaining relationships are typically marked by conditions of

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.


Answer: A. high trust

Which of the following approaches can be used to de-escalate conflict by establishing commonalties or focusing on common objectives?

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.


Answer: D. establishing superordinate goals

In the GRIT strategy for synchronized de-escalation,

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 strategy 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.



Answer: C. a negotiator makes a concession and states that it is part of a deliberate strategy to reduce tension.

Which of the following techniques is the least effective in resolving impasses and defusing volatile emotion?

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


Answer: E. all of the above techniques aid in resolving impasses

Which is one of the six conflict-reduction strategies that can be applied in contentious situations used to resolve impasses?

Which is one of the six 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.


Answer: B. enhancing the desirability of the options and alternatives that each party presents

Which of the following makes a negotiation more intractable?

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


Answer: C. The parties themselves are unorganized, loosely connected, and lacking structure

The longer discussion remains at the level of policy or principle, the more likely it is that the dispute can be successfully resolved.

The longer discussion remains at the level of policy or principle, the more likely it is that the dispute can be successfully resolved.

Answer: FALSE

Making demands more specific is making them more rigid; specific demands cannot be reformulated to meet the other's needs.

Making demands more specific is making them more rigid; specific demands cannot be reformulated to meet the other's needs.

Answer: FALSE

Single-issue conflicts are easier to manage because they quickly lead to win-win situations.

Single-issue conflicts are easier to manage because they quickly lead to win-win situations.

Answer: FALSE

Having fewer actors present, or even limiting the conflict to two individuals, will decrease the chances of reaching a favorable settlement.

Having fewer actors present, or even limiting the conflict to two individuals, will decrease the chances of reaching a favorable settlement.

Answer: FALSE

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.

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.

Answer: FALSE

Skilled negotiators know that by listening to the other person and allowing an expression of feelings, the catharsis will vent emotion and clear the air and may permit negotiations to return to a calmer pace.

Skilled negotiators know that by listening to the other person and allowing an expression of feelings, the catharsis will vent emotion and clear the air and may permit negotiations to return to a calmer pace.

Answer: TRUE

The longer the parties debate, the more likely it is that emotions will overrule reason.

The longer the parties debate, the more likely it is that emotions will overrule reason.

Answer: TRUE

Genuine impasse occurs when parties deliberately refuse to proceed with negotiation as a way to gain leverage or put pressure on the other party to make concessions.

Genuine impasse occurs when parties deliberately refuse to proceed with negotiation as a way to gain leverage or put pressure on the other party to make concessions.

Answer: FALSE