JMESI-US010 - Conflict Management
Two: Negotiations
Which norm of fairness results in each party getting an allocation of resources that is
proportional to their input? – CORRECT ANSWER – Equity
Which key variable in negotiation is often the result of past history of the parties in
resolving conflicts? – CORRECT ANSWER – Level of trust
True or False: To avoid group think you should invite inside experts to observe and react
to group processes. – CORRECT ANSWER – False
What is the most important part of the negotiation process? – CORRECT ANSWER –
Preparation
What is the purpose of the devil's advocate during consensus-testing? – CORRECT
ANSWER – Ward off group think
What do the integrative bargaining and principled negotiation strategies have most in
common? – CORRECT ANSWER – Seeking ways to satisfy mutual interest
Which of the following tactics are used to break up stalemates? – CORRECT ANSWER –
Tactics for overcoming deadlocks
Which consensus-testing method is used when words and body language suggest that the
group has reached consensus? – CORRECT ANSWER – Mirror on the group (positive
signs)
Which of the following is a tactic used to overcome deadlocks? – CORRECT ANSWER –
Caucus
Which of the following tactics for gathering information is used to get an initial reaction? –
CORRECT ANSWER – Open question
True or False: The ultimate test of consensus is the asking for likes and dislikes about an
agreement on how a conflict is to be resolved. – CORRECT ANSWER – False
Which of the following is a step of the Integrative Bargaining Strategy? – CORRECT
ANSWER – Set priorities on your interests and those of the other party
Which of the following negotiation styles is the opposite of competing? – CORRECT
ANSWER – Accommodate
Two: Negotiations
Which norm of fairness results in each party getting an allocation of resources that is
proportional to their input? – CORRECT ANSWER – Equity
Which key variable in negotiation is often the result of past history of the parties in
resolving conflicts? – CORRECT ANSWER – Level of trust
True or False: To avoid group think you should invite inside experts to observe and react
to group processes. – CORRECT ANSWER – False
What is the most important part of the negotiation process? – CORRECT ANSWER –
Preparation
What is the purpose of the devil's advocate during consensus-testing? – CORRECT
ANSWER – Ward off group think
What do the integrative bargaining and principled negotiation strategies have most in
common? – CORRECT ANSWER – Seeking ways to satisfy mutual interest
Which of the following tactics are used to break up stalemates? – CORRECT ANSWER –
Tactics for overcoming deadlocks
Which consensus-testing method is used when words and body language suggest that the
group has reached consensus? – CORRECT ANSWER – Mirror on the group (positive
signs)
Which of the following is a tactic used to overcome deadlocks? – CORRECT ANSWER –
Caucus
Which of the following tactics for gathering information is used to get an initial reaction? –
CORRECT ANSWER – Open question
True or False: The ultimate test of consensus is the asking for likes and dislikes about an
agreement on how a conflict is to be resolved. – CORRECT ANSWER – False
Which of the following is a step of the Integrative Bargaining Strategy? – CORRECT
ANSWER – Set priorities on your interests and those of the other party
Which of the following negotiation styles is the opposite of competing? – CORRECT
ANSWER – Accommodate
