Question 1

Ron and Vera are negotiating which person should be responsible for supervising new interns. They make a list of possible solutions, such as Ron supervises, Vera supervises, and they co-supervise. What is MAKING A LIST an example of?

Accepted Answer

Making a list of possible solutions is an example of generating options, as it involves brainstorming different possibilities to address the issue at hand.

Question 2

Quincy does not like the way that Charles looks at him. Quincy focuses on the issue they are trying to resolve and sets aside his concern about how Charles looks. Quincy is using an interest-based strategy called

Accepted Answer

Quincy is using the strategy of separating the person from the problem, which involves focusing on the issue at hand rather than personal feelings or perceptions about the other party.

Question 3

FOCUSING ON INTERESTS NOT POSITIONS suggests that negotiators should

Accepted Answer

Focusing on interests rather than positions means understanding the underlying needs and concerns of both parties to find mutually beneficial solutions, rather than rigidly sticking to one specific outcome.

Question 4

When BRAINSTORMING options for mutual gain, it is useful to

Accepted Answer

Waiting until a large number of options have been generated before evaluating them encourages creativity and ensures a wide range of possibilities are considered, leading to better mutual gains.

Question 5

Rufus says he wants to go on a holiday to Tahiti. He really doesn't care if the holiday is in Tahiti. He just wants a beautiful location where he can relax. "A beautiful location where he can relax" is an example of a(n)

Accepted Answer

Rufus's desire for a beautiful location to relax is his underlying interest, as it represents the fundamental reason or motivation behind his stated preference for Tahiti.

Question 6

What is an effective way to improve COMMUNICATION?

Accepted Answer

All the options listed are effective ways to improve communication as they involve active engagement, clarity, and respect.

Question 7

Which of the following is a possible advantage of using a WRITTEN CONTRACT to obtain commitments?

Accepted Answer

Written contracts provide clarity and a tangible reference for both parties to review, discuss, and agree upon, reducing misunderstandings and disputes.

Question 8

When BRAINSTORMING OPTIONS FOR MUTUAL GAIN, both negotiators should try to offer options that are

Accepted Answer

When brainstorming options for mutual gain, negotiators should focus on creative solutions that address the underlying interests of both parties, rather than demeaning the other party or focusing solely on BATNAs.

Question 9

To build a POSITIVE RELATIONSHIP with another person, an interest-based negotiator should

Accepted Answer

The answer of To build a POSITIVE RELATIONSHIP with another...

Question 10

In negotiations, POSITIONS are

Accepted Answer

Positions in negotiations refer to the specific demands or stances that parties take, which may not necessarily reflect their underlying interests or needs.

Question 11

Ronaldo and Venus seem to be headed toward court in a malpractice case. After discussing what they can do, other than going to court, they decide it is preferable to hire an arbitrator. Hiring an arbitrator in this case is their perceived

Accepted Answer

BATNA stands for "Best Alternative to a Negotiated Agreement," which is the best course of action that a party can take if negotiations fail. In this case, hiring an arbitrator is their best alternative to going to court.

Question 12

Examples of BASIC NEEDS include

Accepted Answer

Basic needs refer to the fundamental requirements for human survival and well-being, such as sleep, shelter, and safety.

Question 13

During brainstorming and negotiations, FLIPPING refers to

Accepted Answer

Flipping in negotiations refers to reversing an option so that it applies to the other party, often to explore different perspectives or solutions.

Question 14

During negotiations, HAT SWITCHING refers to

Accepted Answer

Hat switching involves asking someone to view the situation from another perspective, encouraging them to consider different viewpoints or roles.

Question 15

If the negotiating parties are having difficulty coming up with OBJECTIVE CRITERIA to apply to their conflict, they could

Accepted Answer

If the negotiating parties are having difficulty coming up with objective criteria to apply to their conflict, they could:
a. Identify credible research that might help them identify useful criteria. By doing so, they can base their decisions on evidence and data that are relevant to the issue at hand.
b. Speak with an expert in the field who could suggest criteria. An expert's perspective can provide insights into industry standards, best practices, or innovative solutions that the parties might not have considered.
c. Consider criteria that have been applied in similar cases. Looking at precedents can help the parties understand how others have resolved similar conflicts and what criteria were deemed important in those situations.
d. Use rules or guidelines that have been developed for agency policies or professional codes of conduct. These established standards can serve as a neutral reference point for determining fair and appropriate criteria.
e. All of the above.
The best approach when parties are struggling to find objective criteria is to consider all of the above options. By combining research, expert advice, precedents, and established rules or guidelines, the parties can develop a well-rounded set of objective criteria that is fair, balanced, and grounded in rationality. This multi-faceted approach can help ensure that the criteria are not only objective but also relevant and acceptable to all parties involved in the negotiation.

Question 16

Which strategies from INTEREST-BASED negotiation would be most useful for a conflict in which the parties were stuck deciding between two possible solutions, neither of which could satisfy both of them?

Accepted Answer

The answer of Which strategies from INTEREST-BASED negotiation would be...

Question 17

Two clients (husband and wife) are fighting over whether to keep the toilet seat up or down. What are their underlying interests and how might focusing on interests help them resolve their conflict?

Accepted Answer

The answer of Two clients (husband and wife) are fighting...

Question 18

You want to take the summer off so you can travel. Your parents (or spouse) tell you that you should take summer classes so you can graduate early. Identify each of your underlying interests and describe how BRAINSTORMING could help you and your parents reach a win-win solution.

Accepted Answer

The answer of You want to take the summer off...

Question 19

A probation officer and client with an alcohol addiction are trying to decide which option for treatment would be best for the client: inpatient counseling, outpatient counseling, self-help group, or online treatment. Describe how they could use OBJECTIVE CRITERIA to help resolve this conflict.

Accepted Answer

The answer of A probation officer and client with an...

Question 20

Describe three strategies that negotiators can use in order to foster CREATIVE OPTIONS?

Accepted Answer

The answer of Describe three strategies that negotiators can use...

Quiz 6: Interest-Based Negotiation