Deck 18: Third-Party Intervention

Question 1

Process goals for negotiation include all of the following except:

A) The approach.
B) The style.
C) The continuing relationship.
D) The procedure.

Answer 1

C

Question 2

Goals established prior to commencing negotiation are referred to as:

A) Planning goals.
B) Prospective goals.
C) Evaluative goals.
D) Retrospective goals.

Answer 2

B

Question 3

In the acronym "GRIP" that is helpful in remembering the four major types of negotiation goals, the letter "I" refers to:

A) The tangible things I want to get from the negotiation.
B) The interpersonal process involved in the negotiation.
C) My ego needs that are invoked in the matter.
D) The most important issues for the negotiation.

Answer 3

C

Question 4

Developing retrospective goals may include which of the following:

A) Adjusting our original perspective of the conflict and the issues.
B) Adjusting our original goals.
C) Reconsidering the relative importance of varying types of goals.
D) All of the above.

Question 5

If one is not vigilant, one's "I" goals may overshadow other negotiation goals. What type of goal is most likely to be overshadowed or compromised by such phenomenon?

A) Relationship goals.
B) Tangible goals.
C) Process goals.
D) Face-saving goals.

Question 6

As new information becomes known during negotiation:

A) New prospective goals must be developed.
B) Retrospective goals are developed.
C) Negotiation must be terminated.
D) None of the above.

Question 7

Which of the following statements are true?

A) People generally become more dissatisfied by inadequate voice than by disappointing tangible outcome.
B) People generally don't care about process as long as they get what they want.
C) A process perceived as unfair may cause dissatisfaction with an otherwise acceptable outcome.
D) The greater the number of parties to a negotiation, the more complex will be the process.

Question 8

In negotiation, goals for gaining tangible things are often confused with what other types of goals?

A) Relationship goals.
B) Process goals.
C) Personal development goals.
D) Face-saving goals.

Question 9

Ego needs are closely related to which other category of goals?

A) G, or tangible gain goals.
B) R, or relationship goals.
C) P, or process goals.
D) None of the above.

Question 10

"I" goals in negotiation invoke all of the following except:

A) Fears.
B) Power.
C) Need for affiliation.
D) Self monitoring.