Question 1

Solutions that are not strongly advocated by at least one negotiator should never be eliminated.

Accepted Answer

A) True 
 B)False  False

Question 2

Value that is created should not be claimed.

Accepted Answer

A) True 
 B)False  False

Question 3

A shared goal is one in which the parties work toward a common end but benefit differently.

Accepted Answer

A) True 
 B)False  True

Question 4

Identify and define the four types of interests.

Accepted Answer

Substantive interests are the types of i

Question 5

In nonspecific compensation

Accepted Answer

A)  resources are added in such a way that both sides can achieve their objectives. 
B)  one party achieves his/her objectives and the other's costs are minimized if he/she agrees to go along. 
C)  the parties are able to invent new options that meet each side's needs. 
D)  one person is allowed to obtain his/her objectives and "pay off" the other person for accommodating his interests. 
E)  All of the answers are correct 
A)  resources are added in such a way that both sides can achieve their objectives. 
B)  one party achieves his/her objectives and the other's costs are minimized if he/she agrees to go along. 
C)  the parties are able to invent new options that meet each side's needs. 
D)  one person is allowed to obtain his/her objectives and "pay off" the other person for accommodating his interests. 
E)  All of the answers are correct

Question 6

"Expanding the pie" as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following processes is central to achieving almost all integrative agreements?

Accepted Answer

A)  moderating the free flow of information to ensure that each party's position is accurately stated 
B)  exchanging information about each party's position on key issues 
C)  emphasizing the commonalties between the parties 
D)  searching for solutions that maximize the substantive outcome for both parties 
E)  All of the answers are correct 
A)  moderating the free flow of information to ensure that each party's position is accurately stated 
B)  exchanging information about each party's position on key issues 
C)  emphasizing the commonalties between the parties 
D)  searching for solutions that maximize the substantive outcome for both parties 
E)  All of the answers are correct

Question 8

If both parties understand the motivating factors for the other, they may recognize possible compatibilities in interests that permit them to invent options which both will endorse as an acceptable settlement.

Accepted Answer

A) True 
 B)False

Question 9

A common goal is one in which all parties share the result equally.

Accepted Answer

A) True 
 B)False

Question 10

Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.

Accepted Answer

A) True 
 B)False

Question 11

Interests are the underlying concerns, needs, or fears that motivate a negotiator to take a particular position.

Accepted Answer

A) True 
 B)False

Question 12

Define interests.

Accepted Answer

Interests are the underlying c

Question 13

What are the preconditions necessary for the integrative negotiation process?

Accepted Answer

The presence of a common goal, faith in

Question 14

What two approaches can be used to generate alternative solutions?

Accepted Answer

Redefine, recast, or reframe the problem

Question 15

In logrolling, if the parties do in fact have different preferences on different issues, each party gets their most preferred outcome on their high-priority issue and should be happy with the overall agreement.

Accepted Answer

A) True 
 B)False

Question 16

How can personal preferences get in the way of integrative negotiations?

Accepted Answer

When parties are engaged in conflict, th

Question 17

Name the four factors or clues that indicate that an integrative approach is called for.

Accepted Answer

The negotiation includes more

Question 18

Negotiators who are firmer about insisting that their own point of view become incorporated into the group solution achieve less integrative agreements than those who are less firm.

Accepted Answer

A) True 
 B)False

Question 19

Successful logrolling requires

Accepted Answer

A)  that the parties establish more than one issue in conflict and then agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue. 
B)  no additional information about the other party than his/her interests, and assumes that simply enlarging the resources will solve the problem. 
C)  that one party is allowed to obtain his/her objectives and he/she then "pays off" the other party for accommodating his/her interests. 
D)  a fundamental reformulation of the problem such that the parties are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs. 
E)  All of the answers are correct 
A)  that the parties establish more than one issue in conflict and then agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue. 
B)  no additional information about the other party than his/her interests, and assumes that simply enlarging the resources will solve the problem. 
C)  that one party is allowed to obtain his/her objectives and he/she then "pays off" the other party for accommodating his/her interests. 
D)  a fundamental reformulation of the problem such that the parties are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs. 
E)  All of the answers are correct

Question 20

Which of the following is a major step in the integrative negotiation process?

Accepted Answer

A)  identifying and defining the problem 
B)  understanding the problem and bringing interests and needs to the surface 
C)  generating alternative solutions to the problem 
D)  evaluating and selecting a specific solution 
E)  All of the answers are correct 
A)  identifying and defining the problem 
B)  understanding the problem and bringing interests and needs to the surface 
C)  generating alternative solutions to the problem 
D)  evaluating and selecting a specific solution 
E)  All of the answers are correct

Solutions that are not strongly advocated by at least one negotiator should never be eliminated.

Value that is created should not be claimed.

A shared goal is one in which the parties work toward a common end but benefit differently.

Identify and define the four types of interests.

In nonspecific compensation

"Expanding the pie" as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.

Which of the following processes is central to achieving almost all integrative agreements?

If both parties understand the motivating factors for the other, they may recognize possible compatibilities in interests that permit them to invent options which both will endorse as an acceptable settlement.

A common goal is one in which all parties share the result equally.

Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.

Interests are the underlying concerns, needs, or fears that motivate a negotiator to take a particular position.

Define interests.

What are the preconditions necessary for the integrative negotiation process?

What two approaches can be used to generate alternative solutions?

In logrolling, if the parties do in fact have different preferences on different issues, each party gets their most preferred outcome on their high-priority issue and should be happy with the overall agreement.

How can personal preferences get in the way of integrative negotiations?

Name the four factors or clues that indicate that an integrative approach is called for.

Negotiators who are firmer about insisting that their own point of view become incorporated into the group solution achieve less integrative agreements than those who are less firm.

Successful logrolling requires

Which of the following is a major step in the integrative negotiation process?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 3: Strategy and Tactics of Integrative Negotiation

Solutions that are not strongly advocated by at least one negotiator should never be eliminated.

Value that is created should not be claimed.

A shared goal is one in which the parties work toward a common end but benefit differently.

Identify and define the four types of interests.

In nonspecific compensation

"Expanding the pie" as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.

Which of the following processes is central to achieving almost all integrative agreements?

If both parties understand the motivating factors for the other, they may recognize possible compatibilities in interests that permit them to invent options which both will endorse as an acceptable settlement.

A common goal is one in which all parties share the result equally.

Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.

Interests are the underlying concerns, needs, or fears that motivate a negotiator to take a particular position.

Define interests.

What are the preconditions necessary for the integrative negotiation process?

What two approaches can be used to generate alternative solutions?

In logrolling, if the parties do in fact have different preferences on different issues, each party gets their most preferred outcome on their high-priority issue and should be happy with the overall agreement.

How can personal preferences get in the way of integrative negotiations?

Name the four factors or clues that indicate that an integrative approach is called for.

Negotiators who are firmer about insisting that their own point of view become incorporated into the group solution achieve less integrative agreements than those who are less firm.

Successful logrolling requires

Which of the following is a major step in the integrative negotiation process?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters