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Negotiation 101 Practice Test: Managing Negotiation Impasses 2
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Negotiation 101 Practice Test: Managing Negotiation Impasses 2
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20 Questions

1. Small conflicts can rapidly become intractable disputes when their resolution is not treated asan isolated event, but instead must be consistent with a broader ____________ or principle

2. Parties in escalated conflict tend to magnify perceived ____________ and to minimizeperceived ____________

3. In ____________, one party attempts to put himself or herself in the other's shoes, looking atthe issue from the other's perspective

4. ____________- the degree to which the conflict divides people, such that they are backed into a corner" and cannot escape without losing face"

5. Unproductive deliberations usually become highly ____________

6. Approaches used to de-escalate conflict might also be viewed as efforts to ____________ theconflict away from a focus on differences and toward a focus on commonalities areas

7. Extreme cases of contentious negotiations often result in escalating ____________ and increasing levels of interpersonal ____________

8. The metaphorical process of ____________ reasoning provides considerable power to reframe intractable conflict

9. A common ____________ is a negative form of superordinate goal

10. The 'blindness of involvement' inhibits the development of ____________ and the____________ process

11. Negotiators choose____________ to reflect a supportive, self-serving bias for their positions

12. Analogical reasoning is defined as the ____________ process by which a resemblance, similarity, or correspondence, perceived between two or more things in some respect, suggests that they will probably agree in other ways as well.

13. When a dispute becomes personalized, turning into a win-lose feud between individuals, negotiation loses all hope of ____________

14. ____________ often occurs in response to persistent annoyance of one party by another

15. As conflict intensifies the size and number of the issues ____________

16. When there is an impasse, both parties seek to build ____________ for strength or to bringtheir constituencies into the negotiation

17. To have a constructive, significant impact on negotiations, ____________ goals must be jointlydesired by both sides and must not be seen as benefiting one side more than the other

18. The desired outcome fresh ideas and new perspectives becomes possible by having parties use the analogy to develop a new or amended ____________ orientation to the problem

19. Procedural ____________ are at stake when parties agree to follow a process they haven'tfollowed before

20. Like role reversal, ____________ is a method for gaining insight into the other party'sperspective

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