Question 1

Pruitt, Parker and Mikolic propose that ____________ often occurs in response to persistent annoyance of one party by another.

Accepted Answer

escalation

Question 2

When there is an impasse, both parties seek to build ____________ for strength or to bring their constituencies into the negotiation.

Accepted Answer

alliances

Question 3

To have a constructive, significant impact on negotiations, ____________ goals must be jointly desired by both sides and must not be seen as benefiting one side more than the other.

Accepted Answer

superordinate

Question 4

Small conflicts can rapidly become intractable disputes when their resolution is not treated as an isolated event, but instead must be consistent with a broader ____________ or principle.

Accepted Answer

The answer of Small conflicts can rapidly become intractable disputes...

Question 5

Procedural ____________ are at stake when parties agree to follow a process they haven't followed before.

Accepted Answer

The answer of Procedural ____________ are at stake when parties...

Question 6

As conflict intensifies the size and number of the issues ____________.

Accepted Answer

The answer of As conflict intensifies the size and number...

Question 7

Spector proposes that the metaphorical process of ____________ reasoning provides considerable power to reframe intractable conflict.

Accepted Answer

The answer of Spector proposes that the metaphorical process of...

Question 8

The "blindness of involvement" inhibits the development of ____________ and the ____________ process.

Accepted Answer

The answer of The "blindness of involvement" inhibits the development...

Question 9

The desired outcome-fresh ideas and new perspectives-becomes possible by having parties use the analogy to develop a new or amended ____________ orientation to the problem.

Accepted Answer

The answer of The desired outcome-fresh ideas and new perspectives-becomes...

Question 10

Analogical reasoning is defined as "the ____________ process by which a resemblance, similarity, or correspondence, perceived between two or more things in some respect, suggests that they will probably agree in other ways as well."

Accepted Answer

The answer of Analogical reasoning is defined as "the ____________...

Question 11

Extreme cases of contentious negotiations often result in escalating ____________ and increasing levels of interpersonal ____________.

Accepted Answer

The answer of Extreme cases of contentious negotiations often result...

Question 12

When a dispute becomes personalized, turning into a win-lose feud between individuals, negotiation loses all hope of ____________.

Accepted Answer

The answer of When a dispute becomes personalized, turning into...

Question 13

A common ____________ is a negative form of superordinate goal.

Accepted Answer

The answer of A common ____________ is a negative form...

Question 14

____________- the degree to which the conflict divides people, such that they are "backed into a corner" and can not escape without losing face.

Accepted Answer

The answer of ____________- the degree to which the conflict...

Question 15

Babcock, Wang and Loewenstein found support for the hypothesis that negotiators choose ____________ to reflect a supportive, self-serving bias for their positions.

Accepted Answer

The answer of Babcock, Wang and Loewenstein found support for...

Question 16

Approaches used to de-escalate conflict might also be viewed as efforts to ____________ the conflict away from a focus on differences and toward a focus on commonalities areas.

Accepted Answer

The answer of Approaches used to de-escalate conflict might also...

Question 17

Parties in escalated conflict tend to magnify perceived ____________ and to minimize perceived ____________.

Accepted Answer

The answer of Parties in escalated conflict tend to magnify...

Question 18

Unproductive deliberations usually become highly ____________.

Accepted Answer

The answer of Unproductive deliberations usually become highly ____________....

Question 19

Like role reversal, ____________ is a method for gaining insight into the other party's perspective.

Accepted Answer

The answer of Like role reversal, ____________ is a method...

Question 20

In ____________, one party attempts to put himself or herself in the other's shoes, looking at the issue from the other's perspective.

Accepted Answer

The answer of In ____________, one party attempts to put...

Quiz 17: Managing Negotiation Impasses