Question 1

The "hat" that negotiators can use to manage information in multiparty negotiations is called:

Accepted Answer

A)  The Blue Hat.
B)  The White Hat.
C)  The Red Hat.
D)  The Yellow Hat.

Question 2

In what ways do multiparties make negotiating more complex?

Accepted Answer

Multiparty negotiations add informationa...

Question 3

Having an audience during a negotiation does not have any appreciable effect on the negotiators.

Accepted Answer

A) True 
 B)False

Question 4

Higher quality outcomes are commonly achieved when multiple issues are raised and negotiated at the same time.

Accepted Answer

A) True 
 B)False

Question 5

Pressures for conformity can either unify negotiators or escalate the conflict.

Accepted Answer

A) True 
 B)False

Question 6

A coalition should engage in its own internal negotiation before it can negotiate with the larger group.

Accepted Answer

A) True 
 B)False

Question 7

An outcome of informational complexity is that:

Accepted Answer

A)  It reduces the likelihood that negotiators will make decision-making errors.
B)  It increases the likelihood that negotiators will use decision-making shortcuts.
C)  Differences in interests are managed more effectively.
D)  Differences in positions are managed more effectively. B

Question 8

Parties for whom you negotiate are called:

Accepted Answer

A)  Principals.
B)  Audiences.
C)  Agents.
D)  Constituents.

Question 9

Implementing Six Hats Thinking when negotiating requires all participants to wear the same color hat at the same time.

Accepted Answer

A) True 
 B)False

Question 10

In team or group negotiations:

Accepted Answer

A)  Cohesive groups tend not to work well together.
B)  Like-mindedness enhances creative thinking.
C)  Six Hats Thinking techniques can help members reach a consensus in defining the situation,goals,etc.
D)  Six Hats Thinking techniques will hinder members from reaching a consensus in defining the situation,goals,etc. C

Question 11

A principal's relationship concerns can conflict or interfere with other important interests,and using a representative in his or her stead can eliminate this problem.

Accepted Answer

A) True 
 B)False

Question 12

Integrative agreements ar________ when teams are involved rather than solo negotiators.

Accepted Answer

A)  More likely.
B)  Less likely.
C)  Just as likely.
D)  Unlikely. A

Question 13

What are some concerns to consider when using a representative?

Accepted Answer

Representatives may be so committed to r...

Question 14

Teams are typically___________ at claiming value compared to solo negotiators.

Accepted Answer

A)  More adept.
B)  Less adept.
C)  Just as adept.
D)  Not adept.

Question 15

Someone who negotiates for you is called:

Accepted Answer

A)  A principal.
B)  A stakeholder.
C)  An agent.
D)  A constituent.

Question 16

A downside to coalitions is that parties that bring more resources to the coalition may demand a greater share of whatever value is eventually created.

Accepted Answer

A) True 
 B)False

Question 17

In a multiparty negotiation,people who are assigned Black Hat responsibilities:

Accepted Answer

A)  Deal with risks,difficulties and problems.
B)  Generate new ideas and possibilities.
C)  Determine the accuracy and relevance of information.
D)  Set the agenda and the focus.

Question 18

When two or more people from one party negotiate with two or more people from the other side,it is called:

Accepted Answer

A)  A coalition.
B)  Intra-team negotiation.
C)  Inter-team negotiation.
D)  Team negotiation.

Question 19

To preserve relationships between principals:

Accepted Answer

A)  Executives should ask a representative to negotiate their salary and benefits packages.
B)  Executives should negotiate their own salary and benefits packages.
C)  Executives should use distributive bargaining to negotiate their salary and benefits packages.
D)  Executives should ask a constituent to negotiate their salary and benefits packages.

Question 20

When multiparty negotiations become too procedurally complex:

Accepted Answer

A)  Avoid using negotiauctions.
B)  Avoid using protection provisions.
C)  Sophisticated deal structures should be avoided.
D)  Negotiate the process.

Exam 10: Multiparty Negotiations: Managing the Additional

The "hat" that negotiators can use to manage information in multiparty negotiations is called:

Correct AnswerverifiedShow Answer

In what ways do multiparties make negotiating more complex?

Correct AnswerverifiedMultiparty negotiations add informationa...View AnswerShow Answer

Having an audience during a negotiation does not have any appreciable effect on the negotiators.

Correct AnswerverifiedShow Answer

Higher quality outcomes are commonly achieved when multiple issues are raised and negotiated at the same time.

Correct AnswerverifiedShow Answer

Pressures for conformity can either unify negotiators or escalate the conflict.

Correct AnswerverifiedShow Answer

A coalition should engage in its own internal negotiation before it can negotiate with the larger group.

Correct AnswerverifiedShow Answer

An outcome of informational complexity is that:

Correct AnswerverifiedB

Parties for whom you negotiate are called:

Correct AnswerverifiedShow Answer

Implementing Six Hats Thinking when negotiating requires all participants to wear the same color hat at the same time.

Correct AnswerverifiedShow Answer

In team or group negotiations:

Correct AnswerverifiedC

A principal's relationship concerns can conflict or interfere with other important interests,and using a representative in his or her stead can eliminate this problem.

Correct AnswerverifiedShow Answer

Integrative agreements ar________ when teams are involved rather than solo negotiators.

Correct AnswerverifiedA

What are some concerns to consider when using a representative?

Correct AnswerverifiedRepresentatives may be so committed to r...View AnswerShow Answer

Teams are typically___________ at claiming value compared to solo negotiators.

Correct AnswerverifiedShow Answer

Someone who negotiates for you is called:

Correct AnswerverifiedShow Answer

A downside to coalitions is that parties that bring more resources to the coalition may demand a greater share of whatever value is eventually created.

Correct AnswerverifiedShow Answer

In a multiparty negotiation,people who are assigned Black Hat responsibilities:

Correct AnswerverifiedShow Answer

When two or more people from one party negotiate with two or more people from the other side,it is called:

Correct AnswerverifiedShow Answer

To preserve relationships between principals:

Correct AnswerverifiedShow Answer

When multiparty negotiations become too procedurally complex:

Correct AnswerverifiedShow Answer

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Multiparty negotiations add informationa...
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B

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C

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A

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Representatives may be so committed to r...
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