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Negotiation 101 Practice Test: Managing Difficult Negotiations
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Related Test: Negotiation 101 Practice Test: Managing Negotiation Impasses 

Negotiation 101 Practice Test: Managing Difficult Negotiations
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19 Questions

1. Negotiators should not tell the other party that they are aware of what he or she is doing whenthey use hard tactics.
2. One goal of negotiators should be to ensure the broader application of integrative negotiatingunder appropriate circumstances in order to produce better agreements.
3. An ultimatum is an attempt to induce compliance or force concessions from a presumablyrecalcitrant
4. The strategy of disarmament includes:
5. Relating to difficult people in negotiation or other highly charged, results-oriented exchanges is
6. Negotiators always run the risk of encountering other parties who, for any number of reasons,are difficult negotiators. That difficulty may be intentional or due to
7. The essence of Ury's 'breakthrough approach' is direct action.
8. As a party managing a negotiation mismatch, you can respond using which of the following ways?
9. Sharing power will facilitate the integrative negotiation process and lead to a betteragreement.
10. Temperate phrasing involves choosing language carefully to deliver a message that willprovoke the other side.
11. Confrontation and impending impasse typically elicit negative emotions for both sides.
12. Responding when the other side has more power, negotiators can utilize all but one of thefollowing alternatives.
13. Strategic levers available to help people navigate the shadow negotiation include power moves, appreciative moves and one other of the following.
14. It is important negotiators consider the shadow negotiation carefully before meeting with theother party so they
15. A tactic that is ignored is essentially a tactic
16. In Ury's strategy for managing difficult negotiations, he sees five challenges: 1) don't react, 2)disarm them, 3) change the game, 4) make it easy for them to say yes, and 5)
17. Pressure tactics lead the other party to realize that the status quo is acceptable, and theymake explicit the costs of not negotiating.
18. The pervasive unhappiness resulting from the use of ultimatums will not taint future dealingsbetween the parties.
19. When emotions run wild, they can be detrimental to the process, distorting perceptions anddiverting attention from the real issues.

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