HRM350 B True/False Questions (Please circle the correct answer) Fill out the blank with correct answer 1. techniques allow negotiators to understand more completely the other party's positions by actively arguing these positions until the other party is convinced that they are understood. 2. Reputation is the impression other people have of a negotiator based on what they assume their future experiences to look like. 3. While the blend of integrative versus distributive communication content varies as a function of the issues being discussed, it is also clear that the content of communication is only partly responsible for negotiation outcomes. 4. Chairpersons of multiparty negotiations must be sensitive to keeping tight control over the group process while not directly affecting the group's outcome. 5. The use of an agenda should be avoided as a tool to control the flow and direction of a negotiation. 6. In the Delphi technique, after a brainstormed list of solution options is created, group members rank, rate, or evaluate the alternatives in terms of the degree to which each alternative solves the problem. 7. There are three types of expertise, negotiation expertise, technical expertise, and individual skills. Multiple Choice: 8. Even the most nervous and shy person has the potential to increase their confidence and ability through doing what? A. Extensive interviewing B. Careful study and practice C. Mentoring D. Arbitration 9. A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is what kind of a situation? A. Mutual gains B. Win-lose C. Zero-sum D. Win-win