Question 1

There are three types of expertise, negotiation expertise, technical expertise, and individual skills.

Accepted Answer

There are various types of expertise, including but not limited to, negotiation expertise, technical expertise, leadership expertise, strategic expertise, creative expertise, domain expertise, and individual skills.

Question 2

One pointer on how to chair a multiparty negotiation effectively is to encourage people to express interests, mirror them back, and encourage people to identify not only what they want, but also why they want it.

Accepted Answer

Encouraging people to express their interests, mirroring them back, and uncovering the underlying reasons behind what they want can all help to build understanding and facilitate a more productive negotiation process.

Question 3

What are the three key stages and phases that characterize multilateral negotiations?
A) the pre-negotiation stage, the actual negotiation stage, and the managing the agreement stage.
B) the coalition building stage, the relationship development stage, the networking stage.
C) the coalition building stage, the networking stage, and the actual negotiation stage.
D) the pre-negotiation stage, the networking stage, and the managing the agreement stage.
E) None of these list the three key stages and phases that characterize multilateral negotiations.

Accepted Answer

The pre-negotiation stage involves preparing for negotiations, setting goals, and identifying stakeholders. The actual negotiation stage involves the bargaining and compromising between parties. The managing the agreement stage involves implementing and monitoring the agreement reached during negotiations.

Question 4

Which of the following techniques cannot be used to counteract destructive discussion norms?
A) The Delphi Technique
B) Brainstorming
C) Nominal Group Technique
D) Rigid enforcement of local laws and regulations
E) All of the answers are correct.

Accepted Answer

Rigid enforcement of local laws and regulations is not a technique for counteracting destructive discussion norms, as it pertains to legal consequences rather than addressing the underlying communication issues. The other techniques mentioned (Delphi Technique, Brainstorming, and Nominal Group Technique) are all approaches that can be used to promote more constructive and collaborative communication in group discussions.

Question 5

One of the most fundamental consequences of increasing the number of parties in a negotiation is that
A) the negotiation situation tends to become less lucid.
B) the negotiation situation tends to become more complex.
C) the negotiation situation tends to become more demanding.
D) there will be more values, interests, and perceptions to be integrated or accommodated.
E) All of the answers are correct.

Accepted Answer

Increasing the number of parties in a negotiation typically results in a less lucid, more complex, and more demanding situation, with more values, interests, and perceptions to integrate or accommodate.

Question 6

What is the result of procedural complexity in multiparty negotiations?
A) The fewer the number of parties, the more complex the decision making process becomes.
B) The increased number of negotiators will streamline the decision making process.
C) Negotiators can ignore the problem of multiple related issues.
D) Negotiators will probably have to devote discussion time to how they will manage the process to arrive at the type of solution or agreement they want.
E) All of the answers are correct.

Accepted Answer

Procedural complexity refers to the challenge of managing the negotiation process with multiple parties, multiple issues, and potentially conflicting goals or interests. In such situations, negotiators will likely have to spend time discussing and agreeing on how they will manage the negotiation process to arrive at a satisfactory solution or agreement, which can add complexity to the overall negotiation process. Therefore, the best option is D, which describes this situation accurately. Option A is incorrect because it claims that the fewer the number of parties, the more complex the decision-making process becomes, which is illogical. Option B is incorrect because it claims that an increased number of negotiators will streamline the decision-making process, which is also illogical. Option C is incorrect because it assumes that negotiators can ignore the problem of multiple related issues, which is unrealistic in a multiparty negotiation. Finally, option E is incorrect because not all of the options are correct answers.

Question 7

The pre-negotiation phase of multilateral negotiations
A) is when the parties are employing decision rules and criteria.
B) manages the group process and outcome.
C) is when the chair is appointed.
D) is characterized by lots of informal contact among the parties.
E) All of the answers are correct

Accepted Answer

The pre-negotiation phase of multilateral negotiations is characterized by lots of informal contact among the parties, as they seek to establish relationships, build trust, and exchange information before the formal negotiations begin. This phase is critical to the success of the negotiations, as it sets the tone for the subsequent stages and helps to identify areas of agreement and disagreement. While decision rules and criteria, managing the group process and outcome, and appointment of the chair are all important aspects of multilateral negotiations, they typically occur later in the process, after the parties have had a chance to establish a rapport and clarify their respective positions. Therefore, the correct answer is D.

Question 8

Multiparty negotiations differ from two-party deliberations in which of the following ways?
A) Multiparty negotiations have more negotiators at the table.
B) More issues and more information are introduced than when two parties negotiate.
C) The environment changes from a one-on-one dialogue to a small-group discussion.
D) The process for multiparty negotiators is more complex than two-party ones.
E) All of the answers are correct.

Accepted Answer

All of the answers are correct. Multiparty negotiations have more negotiators at the table, more issues and information are introduced, the environment changes from a one-on-one dialogue to a small-group discussion, and the process for multiparty negotiators is more complex than two-party ones.

Question 9

There are three ways in which the complexity increases as five or more parties simultaneously engage in negotiation.

Accepted Answer

The answer of There are three ways in which the...

Question 10

Conflict is a natural part of group life that improves members' ability to complete tasks, work together, and sustain these relationships.

Accepted Answer

Conflict within a group can lead to questioning assumptions, generating creativity, and the exchange of ideas. It helps group members to better understand each other's motivations and ideas, which in turn improves collaboration and relationships. However, it is important to manage conflict constructively, so it does not become destructive.

Question 11

A single negotiator is simply one of the parties in a multiparty negotiation and wants to ensure that his or her own issues and interests are clearly incorporated into the final agreement.

Accepted Answer

A single negotiator is typically one of the parties involved in a larger, multiparty negotiation. As a single negotiator, their goal is to advocate for their own interests and ensure that those interests are appropriately represented in the final agreement.

Question 12

In multiparty negotiations, research shows that parties who approached multiple issues simultaneously:
A) achieved lower quality agreements.
B) increased the likelihood of achieving agreement.
C) exchanged less information.
D) has less insight into the preferences and priorities of the other parties at the table.
E) Research shows that parties who approached multiple issues simultaneously achieved all of these.

Accepted Answer

Research shows that parties who approach multiple issues simultaneously increase the likelihood of achieving agreement, as it enables them to make trade-offs and concessions across issues to achieve overall value.

Question 13

It is uncommon for coalitions to exist before negotiations begin.

Accepted Answer

Coalitions are often formed during negotiations as groups with similar goals come together to increase their bargaining power. While it is possible for coalitions to exist before negotiations begin, it is not the norm.

Question 14

One-on-one negotiations in full view of all group members would have all but one of the following consequences on negotiators. Which one would not be a consequence?
A) Negotiators who have some way to control the number of parties at the table (or even in the room) may begin to act strategically.
B) Since the exchanges are under surveillance negotiators will be sensitive to being observed and may feel the need to be tough.
C) Negotiators can simply choose to ignore the complexity of the three or more parties and proceed strategically as a two-party negotiation.
D) Negotiators can explicitly engage in coalition-building as a way to marshal support.
E) Negotiators will have to find satisfactory ways to explain modification of their positions.

Accepted Answer

Option C is the only consequence that is not likely to happen in one-on-one negotiations in full view of all group members. The other choices are all possible consequences, as negotiators may act strategically, feel the need to be tough, engage in coalition-building, or have to explain modification of their positions. However, negotiators cannot simply choose to ignore the complexity of the three or more parties and proceed strategically as a two-party negotiation, as this may lead to misunderstandings, conflicts, and failed negotiations. Therefore, option C is the best choice.

Question 15

In the pre-negotiation stage, issues about participants can be decided on the basis of all the following except:
A) who are the key coalition members
B) who are the veto players
C) who are the desirable coalition members
D) who are the key coalition blockers
E) All of these answers are correct

Accepted Answer

All the options listed are relevant considerations in the pre-negotiation stage when deciding on participants, so none of them are exceptions.

Question 16

When a group wants to achieve a consensus or unanimous decision, the responsibility of the chair is to be constantly attentive to the group process. Identify which of the pointers below for how to chair a multiparty negotiation effectively is not correct.
A) Explicitly describe the role you will take as chair. Assure individual members that they will have an opportunity to make opening statements or other ways of placing their individual concerns and issues on the table.
B) Introduce the agenda or build one based on the group's issues, concerns, and priorities. Be an active gatekeeper.
C) Make logistical arrangements that will help the negotiation process. Listen for interests and commonalities.
D) Introduce unnecessary ground rules or let the parties suggest them to distract. Introduce internal information that will help illuminate the issues and interests.
E) Create or review decision standards and rules. Summarize frequently, particularly when conversation becomes stalled, confused, or tense.

Accepted Answer

Introducing unnecessary ground rules or distracting with internal information will not help achieve consensus or unanimous decision. It is important for the chair to focus on listening for interests and commonalities among the parties involved in the negotiation process.

Question 17

There are five ways in which the complexity increases as three or more parties simultaneously engage in negotiation. One of those listed below is not a correct statement. Which one?
A) There are simply more parties involved in the negotiation.
B) More parties bring more issues and positions to the table, and thus more perspectives must be presented and discussed.
C) When negotiations become socially more complex, the social norms emerge that affect member participation, which reduces the stronger pressures to conform and suppress disagreement.
D) As the negotiations become procedurally more complex, the parties may have to negotiate a new process that allows them to coordinate their actions more effectively.
E) As the negotiations become more strategically complex, the parties must monitor the moves and actions of several other parties in determining what each will do next.

Accepted Answer

The statement "When negotiations become socially more complex, the social norms emerge that affect member participation, which reduces the stronger pressures to conform and suppress disagreement" is not correct. Instead, when negotiations become socially more complex, social norms may emerge that increase the pressures to conform and suppress disagreement.

Question 18

A moderator who sends out a questionnaire to all parties asking for input is one strategy used to avoid destructive conflict and emotion. That strategy is known as
A) nominal group technique.
B) the Delphi technique.
C) brainstorming.
D) the consensus technique.
E) the compromise technique.

Accepted Answer

The strategy mentioned in the question where a moderator sends out a questionnaire to all parties is known as the Delphi Technique. This technique is used to gather input and opinions from individuals without them having to interact face-to-face, which can help to avoid destructive conflict and emotional responses. The other techniques mentioned (nominal group, brainstorming, consensus, and compromise) all involve some form of group interaction and discussion, which may not be as effective in avoiding destructive conflict.

Question 19

When a chairperson is also advocating a particular position or preferred outcome, it will be difficult for that individual to act or be seen as "neutral."

Accepted Answer

When a chairperson has a personal bias or preference, it can be challenging for them to remain neutral and impartial when leading a discussion or decision-making process. It may also create doubts or mistrust among the other participants about whether the process is fair and just.

Question 20

Many complex international negotiations devote a great deal of time to the question of just who will be recognized and who can speak for others. The issue about participants can be decided by asking which of the following questions?
A) Whose presence is likely to keep other parties from achieving their objectives?
B) Whose presence is likely to help other parties achieve their objectives?
C) Who could spoil the deal if they were excluded?
D) All of the answers (less answer E) are correct
E) None of the answers are correct

Accepted Answer

All of the answers (less answer E) are correct. The issue of participants in complex international negotiations can be decided by asking all three questions: Whose presence is likely to keep other parties from achieving their objectives? Whose presence is likely to help other parties achieve their objectives? Who could spoil the deal if they were excluded?  It is important to carefully consider who should be included in the negotiation process, as their presence or absence can have a significant impact on the success of the negotiation.

Quiz 10: Confronting the Dark Side: Deception and Ethical Dilemmas

There are three types of expertise, negotiation expertise, technical expertise, and individual skills.

One pointer on how to chair a multiparty negotiation effectively is to encourage people to express interests, mirror them back, and encourage people to identify not only what they want, but also why they want it.

What are the three key stages and phases that characterize multilateral negotiations?

Which of the following techniques cannot be used to counteract destructive discussion norms?

One of the most fundamental consequences of increasing the number of parties in a negotiation is that

What is the result of procedural complexity in multiparty negotiations?

The pre-negotiation phase of multilateral negotiations

Multiparty negotiations differ from two-party deliberations in which of the following ways?

There are three ways in which the complexity increases as five or more parties simultaneously engage in negotiation.

Conflict is a natural part of group life that improves members' ability to complete tasks, work together, and sustain these relationships.

A single negotiator is simply one of the parties in a multiparty negotiation and wants to ensure that his or her own issues and interests are clearly incorporated into the final agreement.

In multiparty negotiations, research shows that parties who approached multiple issues simultaneously:

It is uncommon for coalitions to exist before negotiations begin.

One-on-one negotiations in full view of all group members would have all but one of the following consequences on negotiators. Which one would not be a consequence?

In the pre-negotiation stage, issues about participants can be decided on the basis of all the following except:

When a group wants to achieve a consensus or unanimous decision, the responsibility of the chair is to be constantly attentive to the group process. Identify which of the pointers below for how to chair a multiparty negotiation effectively is not correct.

There are five ways in which the complexity increases as three or more parties simultaneously engage in negotiation. One of those listed below is not a correct statement. Which one?

A moderator who sends out a questionnaire to all parties asking for input is one strategy used to avoid destructive conflict and emotion. That strategy is known as

When a chairperson is also advocating a particular position or preferred outcome, it will be difficult for that individual to act or be seen as "neutral."

Many complex international negotiations devote a great deal of time to the question of just who will be recognized and who can speak for others. The issue about participants can be decided by asking which of the following questions?