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.