ESSENTIALS OF NEGOTIATION EXAM PREP
2026 QUESTION BANK AND ANSWER KEY
MASTER NEGOTIATION STRATEGY SET
◉ 8 methods for generating alternative solutions
Answer: Logroll, expand the pie, modify the resource pie, find a
bridge solution, nonspecific compensation, cut the costs for
compliance, superordination, compromise
◉ logroll
Answer: parties find more than one issue in conflict and have
different priorities on those issues
◉ "unbundling" or "unlinking"
Answer: process of separating a single issue into two or more issues
so that logrolling may begin
◉ superordination
Answer: the differences in interest that gave rise to the conflict are
superseded or replaced by other interests
◉ brainstorming
, Answer: generate as many possible solutions to the problem as you
can
(1) avoid judging or evaluating solutions
(2) separate the people from the problem
(3) be exhaustive in the brainstorming process
(4) ask outsiders ~ surveys, electronic brainstorming
◉ return to definitions
Answer: problem was not clearly defined
◉ return to standards
Answer: standards developed earlier are not reasonable, relevant, or
realistic
◉ guidelines to evaluate and select alternatives
Answer: (1) narrow the range of solution options
(2) evaluate solutions on the basis of quality standards, and
acceptability
(3) agree to the criteria in advance of evaluating options
(4) be willing to justify personal preferences
(5) be alert to the influence of intangibles in selecting options
(6) use subgroups to evaluate complex options
2026 QUESTION BANK AND ANSWER KEY
MASTER NEGOTIATION STRATEGY SET
◉ 8 methods for generating alternative solutions
Answer: Logroll, expand the pie, modify the resource pie, find a
bridge solution, nonspecific compensation, cut the costs for
compliance, superordination, compromise
◉ logroll
Answer: parties find more than one issue in conflict and have
different priorities on those issues
◉ "unbundling" or "unlinking"
Answer: process of separating a single issue into two or more issues
so that logrolling may begin
◉ superordination
Answer: the differences in interest that gave rise to the conflict are
superseded or replaced by other interests
◉ brainstorming
, Answer: generate as many possible solutions to the problem as you
can
(1) avoid judging or evaluating solutions
(2) separate the people from the problem
(3) be exhaustive in the brainstorming process
(4) ask outsiders ~ surveys, electronic brainstorming
◉ return to definitions
Answer: problem was not clearly defined
◉ return to standards
Answer: standards developed earlier are not reasonable, relevant, or
realistic
◉ guidelines to evaluate and select alternatives
Answer: (1) narrow the range of solution options
(2) evaluate solutions on the basis of quality standards, and
acceptability
(3) agree to the criteria in advance of evaluating options
(4) be willing to justify personal preferences
(5) be alert to the influence of intangibles in selecting options
(6) use subgroups to evaluate complex options
