Study Aid: interest-based negotiations, stakeholder analysis and cultures that value relationship-building negotiation

1) Which of the following approaches is inconsistent with interest-based negotiation?
a. Separating the people from the problem
b. Identifying shared interests
c. Fully exploring the problem
d. "Low-balling" and "high-balling" opening efforts
e. Inventing options for mutual gain

2) To maximize the potential for a successful resolution, prudent conflict managers analyze and consider the interests of which of the following stakeholders?

a. Agents
b. Constituents
c. Advocates
d. Parties
e. All of the above

3) In which of the following cultures would a friendly, trusting, and relationship-building negotiation protocol be highly valued?

a. Mexican
b. Italian
c. Russia
d. Japanese
e. Brazilian

4) Which of the following is not a typical characteristic of cooperative bargaining?

a. Disputants engage in open and honest communication
b. Disputants try to obstruct one another to gain a strategic advantage
c. The dispute tends not to expand in scope and the conflict tends not to escalate
d. Total productivity is maximized
e. Disputants try to help one another

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... each other's interest and low-balling and high-balling is not consistent with interest based negotiation.
e. Inventing options for mutual gain

2) To maximize the potential for a successful resolution, prudent conflict managers analyze and consider the interests of which of the following
stakeholders?

a. Agents
b. Constituents
c. Advocates
d. Parties
** e. All of the above - Knowing who the agents, constituents, advocates and parties are in a negotiation gives the prudent ...