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Negotiation 101 Practice Test: Multiple Parties and Teams in Negotiation 2
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Negotiation 101 Practice Test: Multiple Parties and Teams in Negotiation 2
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14 Questions

1. The drawback, of course, is that many group members may be satisfied with the first solution either because it already incorporates their views or because the difficulty of achieving it may sap their ____________ for exerting any time and energy to improve it

2. ____________ are the most significant force in shaping which parties will enter coalitions with each other in a multiparty negotiation

3. During the information management phase of multiparty negotiations, ____________ patrol the environment and bring in relevant external information that may be useful to the group

4. Many complex international negotiations give a great deal of time to the question of who will be ____________ and who can speak for others

5. During the information management phase of multiparty negotiations, ____________ norms reflect the way the group engages in sharing and evaluating the information that is introduced

6. Negotiators in a multiparty negotiation can explicitly engage in ____________ building as a way to marshal support

7. Multiparty negotiations can be greatly facilitated by the presence of a ____________ chairperson

8. In ____________ technique, after a brainstormed list of solution options is created, group members rank, rate or evaluate the alternatives in terms of the degree to which each alternative solves the problem

9. Remember that the person who does the ____________ often has more power than others, because he or she gets to ____________ the agreement in his or her own language and may bias or selectively remember some points and omit others

10. Differences are what make multiparty negotiations more complex, challenging, and____________ to manage

11. Multiparty negotiations have more ____________ at the table

12. ____________ of multiparty negotiations must be sensitive to keeping tight control over thegroup process while not directly affecting the group's outcome

13. In a competitive negotiation, parties are likely to use information ____________ sharing very little with other parties, while attempting to gain much information from others

14. In multiparty negotiations, multiple parties are negotiating together to achieve a ____________ objective or group consensus

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