QUESTION 11 You begin a negotiation and notice that your counterpart is angry. H

Question

QUESTION 11

You begin a negotiation and notice that your counterpart is angry. How might you try to diffuse their anger?

QUESTION 12

Using an agent to negotiate shrinks the ZOPA.

1) True

2) False

QUESTION 13

Negotiating teams are easily managed because members share the same interests.

1) True

2) False

  

QUESTION 14

Match the different relationships to the type of multiparty arrangement (images are above the corresponding letter):

What does the image in A represent?

What does the image in B represent?

What does the image in C represent?

What does the image in D represent?

Bilateral Negotiation

Litigation

Principal-Agent Negotiation

Cross-Cultural Negotiation

Mediation

Multiparty Negotiation

  

QUESTION 15

Coalitions are more stable when

Leadership is equally shared among coalition members

They do not require significant time and commitment from coalition members

Members are acting out of self-interest

Coalition members have conflicting goals

Answer with one paragraphe.

Explanation / Answer

11. My first priority will be to understand my own emotional state to ensure that I am correctly interpreting the other person to be angry. At times, we make wrong impressions about others. So, first of all, I will ensure that I am not misinterpreting the situation and the concerned person is actually angry. Once I am sure that the person is really angry, I would like to apply my emotional intelligence to understand the reasons for his/her angry. I will try to identify the stimuli or the stressor which is creating anger for the person. I will try to help the person look into the situation from a positive perspective to diffuse his/her anger. I can also alter the situation by starting the discussion on a completely different thing on which the person is interested to talk or discuss. I can also begin with the favorable aspects of the negotiation from the perspective of the person. I can show him/her a win-win situation for him/her which can help diffuse the anger.

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