LDR592S Lesson 2 Progress Check
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School
Arizona State University *
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Course
LDR592S
Subject
Communications
Date
Jan 9, 2024
Type
docx
Pages
8
Uploaded by kaelinja
Question 1
0
/ 10
pts
Which recommended skill, according to Katie Shonk in her article entitled “Top 10 Negotiation Skills,” would best prepare a negotiator to avoid anchoring bias?
Establish your offer in writing, avoiding nonverbal issues, via letter or email.
Make the first offer.
Establish your offer verbally, avoiding nonverbal issues, via a phone call.
Meet for an informal meal before the formal negotiation.
This answer is incorrect. Please review Lesson 2, Objective 1.
Question 2
10
/ 10 pts
Susan Hackley, in her piece entitled “Get Past No,” draws a link between everyday negotiation and the skills of a hostage negotiator. Which of the following statements, according to Dr. Hackley, best articulates this analogy?
Learn the demands of your opponent and introduce ambiguity into their plans.
Mentally overpower your opponent and establish a “take it or leave it” option
soonest.
Pay careful attention to your opponent and find something you can leverage.
Study your opponent and always be prepared for a “Power Over” opportunity.
This answer is correct.
Incorrect
Question 3
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/ 10
pts
What kind of power, according to
The Practical Guide to Negotiating in the Military
, is based on having high identification or respect for another?
Legitimate power.
Coercive power.
Integrative power.
Referent power.
This answer is incorrect. Please review Lesson 2, Objective 2.
Question 4
10
/ 10 pts
Trust is put forward in
The Practical Guide to Negotiating in the Military
as a belief that your opposite in a negotiation is being genuine and truthful. Does
this mean trust must also equate to confidence?
No. One may be confident a trusted opposite may still try to deceive.
Yes. However, truth without confidence may be unreliable yet still valid.
Yes. However, truth without confidence may be valid but not wholly reliable.
No. Confidence and truthfulness are relational variables.
This answer is correct.
Incorrect
Question 5
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/ 10
pts
Which of the following statements, according to
The Practical Guide to Negotiating in the Military
, best reflects a viable negotiation strategy?
Insist strategy.
A negotiator who selects this option seeks to avoid engagement or negotiations.
Cooperate strategy. This preferred option is most viable when there is little regard for people or relationships.
Cooperate strategy. This strategy is most useful when there is a low interest
in people and a low interest in task accomplishment.
Insist strategy. This preference may be termed “my way or the highway.”
This answer is incorrect. Please review Lesson 2, Objective 3.
Incorrect
Question 6
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/ 10
pts
Which of the following statements, according to
The Practical Guide to Negotiating in the Military
, best reflects a viable negotiation strategy?
Insist strategy.
Negotiators with “Power Over” their opposites reasonably “split the difference” so that each side gets something.
Evade strategy. Negotiators who select this option tend to “split the difference” and then move on to the next issue.
Insist strategy. A negotiator who selects this option tends to be satisfied with the status quo and wishes to continue the current situation.
Evade strategy. This strategy is viable when a status quo outcome is acceptable.
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This answer is incorrect. Please review Lesson 2, Objective 3.
Incorrect
Question 7
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/ 10
pts
Viable negotiation strategies include cooperate and comply. Which of the following statements, according to the Trust, Information, Power, and Options (TIPO) analysis framework and the Negotiation Preferences and Styles Chart (NPSC) found in
The Practical Guide to Negotiating in the Military
, represents the best match between the negotiation-impacting variables and a recommended strategy?
The preferred strategy of cooperation is both task and people oriented. It is best used when achieving an objective outweighs relationship building.
Complying is quick. Relationship building is secondary to the speed and achievement of attaining the objective.
Cooperating is a preferred strategy. This strategy depends on mutual trust, willingness to share information, and a desire to achieve a mutually satisfactory outcome.
Complying is focused on attainment of an objective. It depends on mutual trust, willingness to share information, and a desire to achieve a mutually satisfactory outcome.
This answer is incorrect. Please review Lesson 2, Objective 4.
Incorrect
Question 8
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/ 10
pts
Recall the introductory vignette. Virtual classmate Polly shared a negative negotiation experience. She first chose to be friends with her opposite and delegate the resolution to him. That failed. She then switched strategies, despite mistrust, and pursued a strategy of cooperation. That failed. Her opposite took advantage of her. Which of the following statements, according to the Trust, Information, Power, and Options (TIPO) analysis framework and the Negotiation Preferences and Styles Chart (NPSC) found in
The Practical Guide to Negotiating in the Military
, is the best lesson to take
from Polly’s experience?
You should, unlike Polly, avoid befriending a negotiation opposite. Polly’s good-naturedness generated contempt toward her and it will do the same for
you.
Polly invested resources early in her negotiating relationship. Persistence, which details future planning based on prior investments, is an ideal habit of mind.
You should, like Polly, continue to press for cooperation despite adversity. Don’t give in. An opposite will eventually come around.
Be cautious. Polly’s opposite was a thinking and reacting person who leveraged information.
This answer is incorrect. Please review Lesson 2, Objective 4.
Incorrect
Question 9
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/ 10
pts
According to
The Practical Guide to Negotiating in the Military
, the Cooperative Negotiating Strategy (CNS) is the Department of the Air Force’s preferred model. Which of the following statements does not emphasize this point.
CNS quickly “splits the difference.” It allows negotiators to briskly move on to
the next issue.
Developing friendships is not the goal of CNS. It helps manage relationships.
The cooperative negotiation strategy is the preferred option. You should try to influence the negotiation activity toward that option.
Your negotiating opposite is a thinking and reacting person. Your actions may prompt a change to negotiation-impacting variables.
This answer is incorrect. Please review Lesson 2, Objective 5.
Question 10
10
/ 10 pts
According to “The Cooperative Negotiating Strategy (CNS) Worksheet," the Cooperative Negotiating Strategy (CNS) is the Department of the Air Force’s preferred model. Which of the following statements best explains why this is
so?
This “Power Over” strategy focuses on high task orientation and maximum value.
This strategy counters an opposite who hoards information, who is untrustworthy, and who wishes to insist.
The CNS changes negotiation from a contest of wills to a search for solutions.
The CNS strategy delegates responsibility for the conflict’s resolution to the other person or party.
This answer is correct.
Incorrect
Question 6
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/ 10
pts
Which statement, according to
The Practical Guide to Negotiating in the Military
, best describes a negotiation encounter when the side with the greater power wins and the other side loses?
Both negotiators relied on notional power and preferred people-orientation.
Both negotiators probably selected the insist strategy.
Both negotiators relied on notional power and preferred task-orientation.
The winner consistently insisted while the loser evaded.
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This answer is incorrect. Please review Lesson 2, Objective 3.
Question 8
10
/ 10 pts
Question: Recall the introductory vignette. Shane did not trust Mr. Santiago. Mr. Santiago was elusive. Shane could exercise “Power Over” Mr. Santiago. Shane also had many options. Which of the following statements, according to the Trust, Information, Power, and Options (TIPO) analysis framework and the Negotiation Preferences and Styles Chart (NPSC) found in
The Practical Guide to Negotiating in the Military
, represents the best match between the negotiation-impacting variables and a recommended strategy?
Compliance is best when you must quickly “split the difference” and cultivate a trusting relationship.
Insisting is best when you need to move quickly and nurture relationships.
Jordan’s recommendation to comply was ideal. It is best to comply when trust, information, and power are low.
Chris’ recommendation to insist was valid. Insisting is a viable option when trust is low, information is low, “Power Over” is high, and you have options.
This answer is correct.
Question 9
10
/ 10 pts
“The Cooperative Negotiating Strategy (CNS) Worksheet,” explains the Cooperative Negotiating Strategy (CNS) using a pie metaphor. CNS, according to this worksheet, “expands the pie.” Which of the following statements best explains that assertion?
Cooperation, like a spherical “pie,” matches a circle’s perimeter to its diameter.
Underlying positions, symbolized as a “pie,” provides leaders layers of goodness.
Expanding options results in the symbolic “pie” getting larger.
Resources negotiated away, just like splitting a “pie,” are eventually consumed.
This answer is correct.
Question 10
10
/ 10 pts
According to “The Cooperative Negotiating Strategy (CNS) Worksheet,” which of the following statements best explains when one should first consider the CNS?
Upon your opposite’s desire to achieve a mutually satisfactory outcome.
Once mutual trust and a willingness to share information is established.
While planning, and well before, the negotiation event.
Once the negotiation event begins.
This answer is correct.