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Negotiation 101 Practice Test: Managing Difficult Negotiations 2
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Negotiation 101 Practice Test: Managing Difficult Negotiations 2
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10 Questions

1. Weeks suggests that there are three important elements to the successful management of difficult conversations: clarity, tone and ____________ phrasing

2. Kolb and Williams suggest that negotiators ignore shadow negotiations at their peril because the unaddressed shadow negotiation can lead to negotiations that are ____________ or ____________

3. Sometimes problems in negotiation can be traced to difficulties in the other party's____________ style

4. The challenge at the stage of framing the problem is to change the negotiation by proactively__________ his or her tactics

5. An ____________ is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent

6. The ____________ negotiation occurs in parallel with the substantive negotiation and is concerned with how the negotiation will proceed

7. Conflicts involving ultimatums often fall prey to escalation problems through severe____________ spirals

8. Ury's breakthrough approach operates on the principle of acting ____________, requiring users to do the opposite of what they might naturally do in difficult situations

9. One goal of negotiators should be to ensure the ____________ application of integrative negotiating under appropriate circumstances in order to produce better agreements

10. Too strict an adherence to a ____________ point may deprive a negotiator of creativity and flexibility, which are critical components to the design of an integrative arrangement

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