ESSENTIALS OF NEGOTIATION
CERTIFICATION EVALUATION EXAMS SET
FULL QUESTIONS AND COMPLETE
SOLUTION
●● What are fundamental mistakes that negotiators make?
Answer: Mistakes that increase the likelihood of negotiation impasses.
●● What can negotiators use to break and resolve impasses?
Answer: A series of tools and approaches.
●● What is impasse in negotiations?
Answer: A condition where there is no apparent quick or easy resolution.
●● Is impasse always a negative state in negotiations?
Answer: No, it can be tactical or genuine and may serve a purpose.
●● What is tactical impasse?
Answer: When parties deliberately refuse to proceed to gain leverage.
●● What is genuine impasse?
,Answer: When parties feel unable to move forward without sacrificing
something important.
●● Can impasses be permanent?
Answer: No, they can change with alterations in content, context,
process, or people.
●● What is a total impasse?
Answer: An impasse that blocks progress in the entire negotiation.
●● What is a partial impasse?
Answer: An impasse that affects some negotiation issues but not others.
●● What can cause perceptions of impasse?
Answer: Intransigent negotiators who refuse to make concessions.
●● What are the four dimensions of intractable conflicts according to
Putnam and Wondolleck?
Answer: Divisiveness, Intensity, Pervasiveness, Complexity.
●● What does divisiveness in a conflict refer to?
Answer: The degree to which the conflict divides people and limits their
options.
,●● What does intensity in a conflict refer to?
Answer: The level of participant involvement, emotionality, and
commitment.
●● What does pervasiveness in a conflict refer to?
Answer: The degree to which the conflict invades the social and private
lives of people.
●● What does complexity in a conflict refer to?
Answer: The number and complexity of issues and parties involved in
the conflict.
●● What can improve the accuracy of communication in negotiations?
Answer: Strategies to enhance clarity and understanding between
parties.
●● What is a key strategy for resolving impasses?
Answer: Establishing common ground between negotiating parties.
●● How can tension be reduced in negotiations?
Answer: By synchronizing de-escalation techniques.
, ●● What is the role of agreement on rules and procedures in
negotiations?
Answer: It helps to create a structured environment for negotiation.
●● What is the impact of destructive conflict processes in negotiations?
Answer: They can override the negotiation and prevent progress.
●● What happens when parties become entrenched in their positions?
Answer: They may stop communicating effectively and blame each
other.
●● What is the significance of understanding the negotiation
environment?
Answer: It influences how negotiations are conducted and their potential
outcomes.
●● What is one example of a negotiation that restarted after an impasse?
Answer: Negotiations in East Timor.
●● What is one example of a negotiation that remains deadlocked?
Answer: Negotiations in North Korea.
●● What is the importance of controlling issues in negotiations?
CERTIFICATION EVALUATION EXAMS SET
FULL QUESTIONS AND COMPLETE
SOLUTION
●● What are fundamental mistakes that negotiators make?
Answer: Mistakes that increase the likelihood of negotiation impasses.
●● What can negotiators use to break and resolve impasses?
Answer: A series of tools and approaches.
●● What is impasse in negotiations?
Answer: A condition where there is no apparent quick or easy resolution.
●● Is impasse always a negative state in negotiations?
Answer: No, it can be tactical or genuine and may serve a purpose.
●● What is tactical impasse?
Answer: When parties deliberately refuse to proceed to gain leverage.
●● What is genuine impasse?
,Answer: When parties feel unable to move forward without sacrificing
something important.
●● Can impasses be permanent?
Answer: No, they can change with alterations in content, context,
process, or people.
●● What is a total impasse?
Answer: An impasse that blocks progress in the entire negotiation.
●● What is a partial impasse?
Answer: An impasse that affects some negotiation issues but not others.
●● What can cause perceptions of impasse?
Answer: Intransigent negotiators who refuse to make concessions.
●● What are the four dimensions of intractable conflicts according to
Putnam and Wondolleck?
Answer: Divisiveness, Intensity, Pervasiveness, Complexity.
●● What does divisiveness in a conflict refer to?
Answer: The degree to which the conflict divides people and limits their
options.
,●● What does intensity in a conflict refer to?
Answer: The level of participant involvement, emotionality, and
commitment.
●● What does pervasiveness in a conflict refer to?
Answer: The degree to which the conflict invades the social and private
lives of people.
●● What does complexity in a conflict refer to?
Answer: The number and complexity of issues and parties involved in
the conflict.
●● What can improve the accuracy of communication in negotiations?
Answer: Strategies to enhance clarity and understanding between
parties.
●● What is a key strategy for resolving impasses?
Answer: Establishing common ground between negotiating parties.
●● How can tension be reduced in negotiations?
Answer: By synchronizing de-escalation techniques.
, ●● What is the role of agreement on rules and procedures in
negotiations?
Answer: It helps to create a structured environment for negotiation.
●● What is the impact of destructive conflict processes in negotiations?
Answer: They can override the negotiation and prevent progress.
●● What happens when parties become entrenched in their positions?
Answer: They may stop communicating effectively and blame each
other.
●● What is the significance of understanding the negotiation
environment?
Answer: It influences how negotiations are conducted and their potential
outcomes.
●● What is one example of a negotiation that restarted after an impasse?
Answer: Negotiations in East Timor.
●● What is one example of a negotiation that remains deadlocked?
Answer: Negotiations in North Korea.
●● What is the importance of controlling issues in negotiations?
