Question 1

_________ interests are related to how the negotiations unfold.

Accepted Answer

Process

Question 2

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)  Successful logrolling requires all of the above. 
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)  Successful logrolling requires all of the above. A

Question 3

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)  choosing a specific solution 
E)  All of the above are major steps in the integrative negotiation process. 
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)  choosing a specific solution 
E)  All of the above are major steps in the integrative negotiation process. E

Question 4

Define interests.

Accepted Answer

Interests are the underlying c

Question 5

When people do not trust each other they are more than likely to engage in which of the following behaviors?

Accepted Answer

A)  promoting collaboration 
B)  communicating accurately 
C)  positional bargaining 
D)  committing to a joint solution 
E)  none of the above 
A)  promoting collaboration 
B)  communicating accurately 
C)  positional bargaining 
D)  committing to a joint solution 
E)  none of the above

Question 6

What two approaches can be used to generate alternative solutions?

Accepted Answer

Redefine, recast, or reframe the problem

Question 7

When there are strong negative feelings or when one or more parties are inclined to dominate, negotiators may create ____________, ____________ procedures for communication.

Accepted Answer

A) True 
 B)False

Question 8

Integrative negotiation requires negotiators to accept both their own and the other's attitudes, interests and desires as ____________.

Accepted Answer

The answer of Integrative negotiation requires negotiators to accept both...

Question 9

As a problem is defined jointly, it should accurately reflect both parties' ____________ and ____________.

Accepted Answer

The answer of As a problem is defined jointly, it...

Question 10

What are the potential pitfalls of voting on final agreements or packages?

Accepted Answer

Voting only accomplishes the relative di

Question 11

In brainstorming

Accepted Answer

A)  individuals work in a large group to select a single optimal solution. 
B)  all solutions are judged and critiqued as they are recorded, and a weighted-average percentage is assigned to each solution. 
C)  parties are urged to be spontaneous and even impractical. 
D)  the success of the approach depends on the item-by-item evaluation and critique of the solutions as presented. 
E)  None of the above is a part of the brainstorming process. 
A)  individuals work in a large group to select a single optimal solution. 
B)  all solutions are judged and critiqued as they are recorded, and a weighted-average percentage is assigned to each solution. 
C)  parties are urged to be spontaneous and even impractical. 
D)  the success of the approach depends on the item-by-item evaluation and critique of the solutions as presented. 
E)  None of the above is a part of the brainstorming process.

Question 12

Why is analogical learning an especially powerful way to learn about integrative negotiation?

Accepted Answer

Analogical learning involves t

Question 13

"What are the other's real underlying interests and needs?" is a question that can facilitate the _____________ process.

Accepted Answer

A)  expanding the pie 
B)  logrolling 
C)  nonspecific compensation 
D)  bridging 
E)  The question should not be used with any of the above processes. 
A)  expanding the pie 
B)  logrolling 
C)  nonspecific compensation 
D)  bridging 
E)  The question should not be used with any of the above processes.

Question 14

A common goal is one in which

Accepted Answer

A)  all parties share the result equally 
B)  the parties work toward a common end but benefit differently 
C)  all parties work together to achieve some output that will be shared 
D)  individuals with different personal goals agree to combine them in a collective effort. 
E)  All of the above are characteristics of a common goal. 
A)  all parties share the result equally 
B)  the parties work toward a common end but benefit differently 
C)  all parties work together to achieve some output that will be shared 
D)  individuals with different personal goals agree to combine them in a collective effort. 
E)  All of the above are characteristics of a common goal.

Question 15

Which of the following is a major characteristic of a pre-settlement settlement?

Accepted Answer

A)  The settlement results in a firm, legally binding written agreement between the parties. 
B)  It occurs in advance of the parties undertaking a full-scale negotiation. 
C)  The parties intend that the agreement will be replaced by a more clearly delineated long-term agreement which is to be negotiated. 
D)  It resolves only a subset of the issues on which the parties disagree, and may simply establish a framework within which the more comprehensive agreement can be defined and delineated. 
E)  All of the above are characteristics of a pre-settlement settlement. 
A)  The settlement results in a firm, legally binding written agreement between the parties. 
B)  It occurs in advance of the parties undertaking a full-scale negotiation. 
C)  The parties intend that the agreement will be replaced by a more clearly delineated long-term agreement which is to be negotiated. 
D)  It resolves only a subset of the issues on which the parties disagree, and may simply establish a framework within which the more comprehensive agreement can be defined and delineated. 
E)  All of the above are characteristics of a pre-settlement settlement.

Question 16

What guidelines should be used in evaluating options and reaching a consensus?

Accepted Answer

(1) Narrow the range of solution options

Question 17

A joint goal is one in which

Accepted Answer

A)  all parties share the result equally. 
B)  the parties work toward a common end but benefit differently. 
C)  individuals with different personal goals agree to combine them in a collective effort. 
D)  all parties work together to achieve some output that will be shared. 
E)  All of the above are characteristics of a common goal. 
A)  all parties share the result equally. 
B)  the parties work toward a common end but benefit differently. 
C)  individuals with different personal goals agree to combine them in a collective effort. 
D)  all parties work together to achieve some output that will be shared. 
E)  All of the above are characteristics of a common goal.

Question 18

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

Accepted Answer

When parties are engaged in conflict, th

Question 19

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 sides' 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 above are related to nonspecific compensation. 
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 sides' 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 above are related to nonspecific compensation.

Question 20

Define "bridging."

Accepted Answer

The parties are able to invent new optio

_________ interests are related to how the negotiations unfold.

Successful logrolling requires

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

Define interests.

When people do not trust each other they are more than likely to engage in which of the following behaviors?

What two approaches can be used to generate alternative solutions?

When there are strong negative feelings or when one or more parties are inclined to dominate, negotiators may create , procedures for communication.

Integrative negotiation requires negotiators to accept both their own and the other's attitudes, interests and desires as ____________.

As a problem is defined jointly, it should accurately reflect both parties' and .

What are the potential pitfalls of voting on final agreements or packages?

In brainstorming

Why is analogical learning an especially powerful way to learn about integrative negotiation?

"What are the other's real underlying interests and needs?" is a question that can facilitate the _____________ process.

A common goal is one in which

Which of the following is a major characteristic of a pre-settlement settlement?

What guidelines should be used in evaluating options and reaching a consensus?

A joint goal is one in which

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

In nonspecific compensation

Define "bridging."

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Negotiation Strategy and Planning

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Ethics in Negotiation

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams

Individual Differences I: Gender and Negotiation

Individual Differences 2: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third-Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 3: Strategy and Tactics of Integrative Negotiation

_________ interests are related to how the negotiations unfold.

Successful logrolling requires

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

Define interests.

When people do not trust each other they are more than likely to engage in which of the following behaviors?

What two approaches can be used to generate alternative solutions?

When there are strong negative feelings or when one or more parties are inclined to dominate, negotiators may create ____________, ____________ procedures for communication.

Integrative negotiation requires negotiators to accept both their own and the other's attitudes, interests and desires as ____________.

As a problem is defined jointly, it should accurately reflect both parties' ____________ and ____________.

What are the potential pitfalls of voting on final agreements or packages?

In brainstorming

Why is analogical learning an especially powerful way to learn about integrative negotiation?

"What are the other's real underlying interests and needs?" is a question that can facilitate the _____________ process.

A common goal is one in which

Which of the following is a major characteristic of a pre-settlement settlement?

What guidelines should be used in evaluating options and reaching a consensus?

A joint goal is one in which

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

In nonspecific compensation

Define "bridging."

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Negotiation Strategy and Planning

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Ethics in Negotiation

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams

Individual Differences I: Gender and Negotiation

Individual Differences 2: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third-Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

When there are strong negative feelings or when one or more parties are inclined to dominate, negotiators may create , procedures for communication.

As a problem is defined jointly, it should accurately reflect both parties' and .