LDR 952S Lesson 2 Questions and Answers- Defense Acquisition University 2023

LDR 952S Lesson 2 Questions and Answers- Defense Acquisition University 2023 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. Study your opponent and always be prepared for a “Power Over” opportunity. Pay careful attention to your opponent and find something you can leverage. Mentally overpower your opponent and establish a “take it or leave it” option soonest. This answer is incorrect. Please review Lesson 2, Objective 1. IncorrectQuestion 2 0 / 10 pts Katherine Shonk, in her piece entitled “Diagnose Their Motivations,” discusses a customer who presents a “nonnegotiable” draft agreement. Which of the following responses, according to Dr. Shonk, would best lead to a mutually satisfactory outcome? Establish your own anchor point quickly. Probe the interests behind the customer’s excessive demands. Use negotiation skills to avoid an unacceptable evade scenario. Leverage distributive negotiation techniques so as to press a bottom line. This answer is incorrect. Please review Lesson 2, Objective 1. Question 3 10 / 10 pts Which of the following statements, according to The Practical Guide to Negotiating in the Military, best describes the element of “Power With” in negotiations? Negotiators see the other side as partners and wish to share power. Negotiators see the other side as competitors and wish to retain power. Negotiators should harvest power from the other side and take it with them. Negotiators with power may compel compliance from others with less power. This answer is correct. Question 4 10 / 10 pts What kind of power, according to The Practical Guide to Negotiating in the Military, is based on having the perceived potential to harm or withhold reward? Legitimate power. Coercive power. Referent power. Integrative power. This answer is correct. Question 5 10 / 10 pts Which of the following statements, according to The Practical Guide to Negotiating in the Military, best reflects a viable negotiation strategy? Settle strategy. Negotiators who select this option tend to “split the difference.” Comply strategy. This is generally the most viable strategy because “splitting the difference” ensures each side gets something. Comply strategy. This strategy is useful when addressing the opposite’s problem provides little value to a mutually agreed upon solution. Settle strategy. This preference is viable when it is unnecessary to address the opposite’s problem. This answer is correct. IncorrectQuestion 6 0 / 10 pts Which of the following statements, according to The Practical Guide to Negotiating in the Military, best reflects a viable negotiation strategy? . . . . . . .