Question 1.

Which of the following is true of "Difficult Conversations"?

1. Difficult conversations are rarely about judgments, values, emotions, interpretations, and/or expectations
2. Shifting from "Blame to Contribution" means you are trying to find out who was right and who was wrong
3. It is important to discuss emotions when the purpose in discussing them is to feel better, because people need to vent
4. The "identity" conversation looks inward to ask who you are and how do you see yourself in the world

Question 7

To reframe a stalled negotiation, which of the following tactics should one avoid?

1. Use humor to re-humanize a tense situation
2. Put an ultimatum on the table to move parties into a new perspective
3. Use active listening to uncover what the other party really wants
4. Open new face-saving options

Question 10

Which is statement below is false?

1. Intersectionality refers to the intersection of social identities and related systems of discrimination or disadvantage
2. People choose to present themselves from one or more identities; others choose to see us through one or more identities
3. Uneven tables -- which rely on power asymmetries -- can be based on gender, race, age, culture, +/or status
4. An "uneven table" is one where there is a structured and openly acknowledged inequity among the parties

Question 12

Separating intentions from impact is an important aspect of the "What Happened" conversation because

1. Intentions matter - and other people's intentions are always clear to us
2. We make assumptions about the other's intentions based upon the impact of their actions on us
3. Intentions are simple - people can act with good or bad intentions
4. Good intentions can erase a bad impact

Question 15

Strategies for Creating Value in a negotiation does not include which of the following:

1. Breaking down the issues to component parts
2. Making single-issue offers, not package deals
3. Making multiple offers simultaneously.
4. Building trust and sharing information

Question 17

Which definition of negotiation terminology is incorrect?

1. Anchor: The first offer put forth, establishing a reference point for counter-offers
2. Aspiration value (preference, target point): what you will do if you do not reach an agreement
3. Reservation value (a.k.a. bottom line): The most you are willing to offer (buyer) or the least you are willing to accept (seller)
4. ZOPA (Zone of Possible Agreement - a.k.a. bargaining range; settlement range) is the difference between the two parties' reservation values

Question 19

Assertion in negotiation is key to "value creation" because:

1. Each side must be judgmental of the other's perspective on the situation
2. Each side must be able to clearly articulate what they want, why, and to test each other's assumptions
3. Each side must feel they are more entitled to address their interests than is the other side
4. Each side must assert their needs while disregarding the interests and feelings of the other

Question 20

What is not a good "appreciative move" to get negotiation "buy-in" with your negotiating partner?

1. Listen actively in order to refute their objections
2. Enlist them to solve the problem with you
3. Spend time connecting
4. Imagine what they would need to sell your joint proposals to their key constituents

Question 21

The term "Pareto Optimal" refers to:

1. the fact that once negotiators enlarge the pie they can trade optimally according to the relative value they place on different elements
2. the determination of the optimal amount of information to share to create value
3. when parties have reached an agreement that is the best possible outcome for both parties of the many possibilities
4. the tension between cooperative moves to create optimal value and competitive moves to claim it

Question 22

Which of the following is not true of the Commitment aspect of a negotiated agreement?

1. It should be Realistic, so that it is an agreement that both parties can perform
2. It should be Optional so that elements can be changed if the parties do not have adequate agreement authority
3. It may be necessary to set up reciprocal compliance mechanisms as part of the agreement, especially if there lacks a high degree of trust between parties
4. It should be Sufficient in that it addresses the identified interests of the parties

Question 24

Which statement about integrative negotiation is not true?

1. An integrative approach can be more time consuming than a distributive one
2. An organizational culture that is competitive will support a distributive approach, and moving to an integrative approach may be challenging
3. Integrative negotiators take the stance that "solving their problem is their problem"
4. An integrative approach is indicated when maintaining professional reputation and trust are important

Question 26

Asking good questions is an important aspect of good communication to move a negotiation forward. Which of the following would not be considered "good" questions in this context?

1. Ask "Why?" questions to uncover their hidden interests
2. Ask for their opinion, or their advice, to show your respect and interest
3. Ask rhetorical questions as a means of putting across your own opinion
4. Ask open-ended, neutral, questions to gain more information

Question 27

Which of the statements below, referring to Dr Hick's Dignity model, is not correct?

1. Dignity recognition can be an important strategy for reconciliation among people
2. Dignity is a universal source of well-being
3. Dignity violations rarely cause human suffering.
4. Physiological damage occurs when dignity is violated

Question 29

Which statement below does not accurately describe circumstances that can lead to a stalled negotiation:

1. A negotiation is more likely to stall when parties are clear and articulate about what they really want
2. A negotiation is more likely to stall when trust is broken
3. A negotiation is more likely to stall when the parties' beliefs and reality do not coincide
4. A negotiation is more likely to stall when an ultimatum is put on the table

Question 30

The Thomas Kilmann Conflict Mode Instrument (TKCMI) is a tool developed to measure an individual's response to conflict situations. Which statement about a TKCMI score is true?

1. A score that is high in "Compromising" is low in empathy and high in assertion, indicating a desire to close the gap and conclude the negotiations quickly
2. A score that is high in "Collaborating" indicates a good balance of empathy and assertion, but may indicate a tendency to make simple problems appear complex
3. A score that is high in "Competing" is balancing empathy and assertion well to create opportunities for all sides to win
4. A score that is high in "Avoiding" is high in empathy and low in assertion, passing up opportunities to negotiate, while being tactless and undiplomatic

Question 34

Which of the types of power listed below is not usually considered a source of power in negotiation?

1. Information power
2. Moral power
3. Organizational power
4. Coercive power

Question 36

Which of the following statements about culture is false?

1. There are many cross-cultural assumptions about time sensitivity
2. Knowing the cultural norms of a group will predict the behavior of individuals within the group. Thus, taxonomies and cultural schemas are extremely useful
3. Communication dynamics can be greatly impacted by culture, e.g., direct/indirect, explicit/implicit, verbal/nonverbal
4. Culture is multi-layered. What you see on the surface may mask differences below the surface

Question 37

Which statement below is not true of BATNA

1. If your BATNA is the status quo, you have a very strong BATNA
2. You can improve your BATNA by developing other alternatives to satisfy your needs
3. It can be very useful to learn as much as possible about the other sides' BATNA, and their own perceptions of how strong it is
4. It is possible to leverage the power of your BATNA by influencing the other parties' perceptions of it

Question 38

Building your negotiation partner a Golden Bridge would include all of the following except:

1. Inviting and engaging them in crafting the solution
2. Address their (as yet unmet) interests & needs by responding to their 5 good reasons to say "no"
3. Rushing them into a perfect solution, and then celebrating the big win
4. Assure that their dignity is honored

Question 41

Diverse negotiators can claim the skills and practice of empathic connection as competence in negotiation by doing all of the following except:

1. promoting open communication
2. being self-effacing and accommodating
3. developing one's own, authentic negotiation voice
4. paying attention to feelings

Question 42

Which is the true statement about assertion and empathy?

1. Good assertion improves empathy and vice versa
2. Assertiveness is the capacity to demonstrate an accurate and nonjudgmental understanding of another person's concerns and perspective
3. Empathy is the capacity to advocate for one's interest
4. Effective negotiators are either assertive or empathetic but never both

Question 43

Which statement below is not true?

1. Our ability to achieve the results we truly desire can be eroded by our feelings that our beliefs are the "truth", and the truth is obvious
2. Our beliefs are most often based on an objective assessment of real data
3. Confirmation bias is the tendency to interpret new evidence as confirmation of one's existing beliefs or theories
4. 60% of what we "see" is reprocessing of information already in our brains

Question 44

Which of the following is not characteristic of Distributive Negotiations?

1. Agreement is often reached by haggling, with a series of concessions ("negotiation dance")
2. There is little or no discussion of creative options; instead, the focus is on back-and-forth between positions
3. Final agreement is usually justified by a range of external criteria
4. Statements of positions or demands ("This is what I want - take it or leave it"), rather than exploration of interests

Question 50

Which of the following is nottrue of Distributive Bargaining?

1. It typically involves competition over a limited resource (for instance, money or time)
2. It is also known as "zero-sum" negotiation
3. The operational assumption is that both parties can win
4. The relationship between the parties is usually considered unimportant compared to the substantive outcome