第五章单元测试
- Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favorable to the presenter than those that currently exist.（ ）
- Hardball tactics are designed to （ ）
- Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers. （ ）
One way negotiators may convey the message that "this is the first offer" is by making the first concession substantial. （ ）
- A small concession late in negotiations may indicate that there is little room left to move. （ ）
- Using objective criteria is most effective when each party searches for its own criteria as opposed to searching for objective criteria together. （ ）
- Which of the following is a major step in the integrative negotiation process? （ ）
- In which major step of the integrative negotiation process of identifying and defining the problem would you likely find that if the problem is complex and multifaceted the parties may NOT even be able to agree on a statement of the problem? （ ）
- What approach(es) can parties use to generate alternative solutions by redefining the problem or problem set? （ ）
- In brainstorming（ ）
- When formal channels of communication break down, negotiators are permitted to finding alternatives and can use which of the following? （ ）
- If both parties understand the motivating factors for the other, they may recognize possible compatibilities in interests that permit them to invent positions which both will endorse as an acceptable settlement. （ ）
- Hardball tactics work most effectively against powerful, well-prepared negotiators. （ ）
- Which of the following processes is central to achieving almost all integrative agreements? （ ）
What are the strategies for responding to hardball tactics?
A:错 B:对
答案:对
A:eliminate risk for the person using the tactic. B:be used primarily against powerful negotiators. C:Hardball tactics are designed to accomplish all of the above. D:clarify the user's adherence to a distributive bargaining approach. E:pressure targeted parties to do things they would not otherwise do.
A:对 B:错
A:错 B:对
A:对 B:错
A:对 B:错
A:choosing a specific solution B:identifying and defining the problem C:generating alternative solutions to the problem D:understanding the problem and bringing interests and needs to the surface E:All of the above are major steps in the integrative negotiation process.
A:depersonalizing the problem. B:separate the problem definition from the search for solutions. C:define the problem in a way that is mutually acceptable to both sides. D:state the problem as a goal and identify the obstacles to attaining this goal. E:state the problem with an eye toward practicality and comprehensiveness.
A:nonspecific compensation B:logrolling C:brainstorming D:surveys
A:all solutions are judged and critiqued as they are recorded, and a weighted-average percentage is assigned to each solution. B:parties are urged to be spontaneous and even impractical. C:None of the above is a part of the brainstorming process. D:the success of the approach depends on the item-by-item evaluation and critique of the solutions as presented. E:individuals work in a large group to select a single optimal solution.
A:conversations over coffee breaks B:off-the-record contacts between key subordinates C:all of the above D:separate meetings between chief negotiators outside of the formal sessions
A:对 B:错
A:错 B:对
A:All of the above processes are central to achieving integrative agreements. B:exchanging information about each party's position on key issues C:searching for solutions that maximize the substantive outcome for both parties D:emphasizing the commonalties between the parties E:moderating the free flow of information to ensure that each party's position is accurately stated
A:Respond in kind B:Ignore them C:Co-Opt the other party D:Discuss them
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