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1. In distributive bargaining, negotiators view tradeoffs as a "zero-sum" game.

a. True

b. False

2. A "win-win" negotiation goal would best describe the integrative negotiation style.

a. True

b. False

3. Which one of the following is an effective technique for dealing with hard-ball tactics?

a. Fight fire with fire

b. Threaten and bluff until the other party is intimidated

c. Plead for mercy

d. Complain to the other party's constituents

e. Ignore them

4. Which of the following approaches is inconsistent with interest-based negotiation?

a. Separating the people from the problem

b. Identifying shared interests

c. Fully exploring the problem

d. "Low-balling" and "high-balling" opening offers

e. Inventing options for mutual gain

5. All of the following are well-regarded approaches to ethical reasoning, except:

a. Duty

b. Social contract

c. "Personality" ?

d. End results

e. Absolute ethics

6. The following are true of coalitions, except:

a. They rarely start with a founder

b. They build by adding one member at a time

c. They need to achieve critical mass

d. They exclude members

e. They sometimes form quietly and disband quickly

7. Which of the following would be an incorrect statement about multi-party negotiations?

a. The number of parties greatly influences the process

b. Information exchange tends to be more complex

c. The social environment remains static

d. Procedural complexity adds to the negotiation challenges

e. They are strategically more complex

8. Which of the following best describes the conflict type when disagreements center on personal beliefs and deeply held values?

a. Nuisances

b. Data

c. Values

d. Attribution

e. Control

9. To maximize the potential for a successful resolution, prudent conflict managers analyze and

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