U3C4L2

(U3C4L2:Q1)

Tom and Joan are entering negotiations. This is a sign that each person __________.

• has equal power in the situation

• thinks there is something to gain

• wants to continue a conflict

• likes the other person

(U3C4L2:Q2)

Betty has the upper hand in negotiating with someone she does not know well and will probably not see again. Which approach is she most likely to take?

• accommodating

• avoiding

• competing

(U3C4L2:Q3)

The collaborative approach to negotiation typically takes more time and energy because __________.

• the sides involved have to get to know each other

• innovative solutions are often required

• there are many trade-offs in which side takes the most losses

(U3C4L2:Q4)

Read the following sentence and decide which option is most correct.

 

There are several ways to keep focused on win/win principled centered negotiations. One way is to allow yourself to be persuaded, and to stop yourself from working on your counter-arguments while someone else is talking.

• True: By understanding your opponent, you will feel better about making concessions to help them reach their objectives.

• True: Putting yourself in your opponent's position allows you to better understand their objectives.

• False: If you let yourself be persuaded, you will lose the negotiations.

• False: The purpose of negotiation is to argue your side and not make concessions.

(U3C4L2:G1)

What are the four basic points of principle-centered negotiations?

• People, Interests, Options, and Criteria

• Principles, Initiative, Options, and Criteria

• Privacy, Intent, Opinions, and Criteria

• People, Interests, Options, and Considerations

(U3C4L2:V1)

To __________ means to go along with or make arrangements for the wishes of others.

• compromise

• accommodate

• negotiate

• legitimate

(U3C4L2:V2)

When you __________, you settle differences by bargaining gains and losses.

• negotiate

• deadlock

• collaborate

• compromise

(U3C4L2:V3)

A standstill or stalemate is also called a __________.

• deadlock

• deadbolt

• stalelock

• breakthrough

(U3C4L2:V4)

__________ means in accordance with fairness, rules, or standards.

• Literacy

• Diplomacy

• Legitimacy

• Efficacy

(U3C4L2:V5)

__________ is a discussion where the goal is for all parties to reach an agreement they will honor.

• Negotiation

• Shuttle diplomacy

• Collaboration

• Alliance