1_ All of the following are strategies that can increase the creativity of negot

Question

1_ All of the following are strategies that can increase the creativity of negotiated settlement EXCEPT:

Fractionating the problem into solvable parts

Non-Specific compensation (i.e., finding a way to pay the other party that is not part of the original deal)

Selective attention (focus only on issues that are most important to you)

Cost cutting (i.e., finding ways to minimize the losses incurred by the other party)

2_ which of the following strategies is a proven solution for building trust where none exists?

avoid conflict; avoid discussion of sensitive issues

agree on a common goal or shared vision

attempt to come to agreement on events that have occurred in the past

use deterrence-based trust techniques

3_ The following strategies are all ways of building trust, EXCEPT:

disclosing information about yourself

using self-enhancement strategies

using flattery

finfing a shared/common enemy

4_for contingency contracts to work effectively, negotiatiors need to do all of the following:

find some point of difference or disagreement about a relevant aspect of the deal

use clear and measurable criteria

be able to enforce the terms of the contract

all of the above

Explanation / Answer

1. Selective attention is the one sided approach which benefits one party only. It is not a part of creative negotiation.

C is correct.

2. Agreeing on common goal or a shared vision can help to build trust.

B is correct.

3. Using self enhancement strategy is for increasing self esteem or feeling good about oneself. It can hardly build trust with this approach

B is correct.

4. All statements are correct. The negotiators need to find the relevant point of disagreement, use clear and measurable criteria and be able to enforce the contract.

D is correct.

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