Question 1

Why might it be beneficial for parties in an integrative negotiation to know and share BATNAs?

Accepted Answer

Parties who are aware of their own alter

Question 2

What approaches to logrolling can be particularly helpful in the "evaluation and selection of alternatives" phase of integrative negotiation?

Accepted Answer

Exploit differences in risk pr

Question 3

A ____________ goal is one in which both parties work toward a common end but one that benefits each party differently.

Accepted Answer

The answer of A ____________ goal is one in which...

Question 4

The integrative negotiation process cannot work unless negotiators avoid ____________ ____________ until they have fully defined the problem and examined all the possible alternative solutions.

Accepted Answer

The answer of The integrative negotiation process cannot work unless...

Question 5

Integrative negotiation fails because

Accepted Answer

A)  negotiators fail to perceive the integrative potential of the negotiating problem. 
B)  of distributive assumptions about the negotiation problem. 
C)  of the mixed-motive nature of the issues. 
D)  of the negotiator's previous relationship with one another. 
E)  All of the above are reasons why integrative negotiations fail. 
A)  negotiators fail to perceive the integrative potential of the negotiating problem. 
B)  of distributive assumptions about the negotiation problem. 
C)  of the mixed-motive nature of the issues. 
D)  of the negotiator's previous relationship with one another. 
E)  All of the above are reasons why integrative negotiations fail.

Question 6

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 above processes are central to achieving integrative agreements. 
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 above processes are central to achieving integrative agreements.

Question 7

Which guideline should be used in evaluating options and reaching a consensus?

Accepted Answer

A)  keep the range of solution options as wide as possible 
B)  evaluate the solutions on the basis of speed and expediency 
C)  keep detailed records throughout the discussion and evaluation process 
D)  be alert to the influence of intangibles in selecting options 
E)  None of the above should be used in the evaluation process. 
A)  keep the range of solution options as wide as possible 
B)  evaluate the solutions on the basis of speed and expediency 
C)  keep detailed records throughout the discussion and evaluation process 
D)  be alert to the influence of intangibles in selecting options 
E)  None of the above should be used in the evaluation process.

Question 8

The ____________ step is often the most difficult step in the integrative negotiation process.

Accepted Answer

problem id

Question 9

Define "nonspecific compensation."

Accepted Answer

A process which allows one person to obt

Question 10

When people trust each other, they are more likely to share _____________ and to _____________ accurately their needs, positions, and the facts of the situation.

Accepted Answer

informatio

Question 11

Define pre-settlement settlements.

Accepted Answer

Commitments that parties engage in befor

Question 12

In an integrative negotiation, negotiators must be ____________ about their primary interests and needs, but ____________about the manner in which these interests and needs are met through solutions.

Accepted Answer

The answer of In an integrative negotiation, negotiators must be...

Question 13

For integrative negotiation to succeed, the parties must be motivated to ____________ rather than to compete.

Accepted Answer

The answer of For integrative negotiation to succeed, the parties...

Question 14

Which of the following is not necessary for integrative negotiation to succeed?

Accepted Answer

A)  Each party should be as interested in the objectives and problems of the other as each is in his/her own-each must assume responsibility for the other's needs and outcomes as well as for his/her own. 
B)  The parties must be committed to a goal that benefits both of them rather than to pursuing only their own ends. 
C)  The parties must be willing to adopt interpersonal styles that are more congenial than combative, more open and trusting than evasive and defensive, more flexible (but firm) than stubborn (but yielding). 
D)  Needs have to be made explicit, similarities have to be identified, and differences have to be recognized and accepted. 
E)  All of the above are essential for integrative negotiation to succeed. 
A)  Each party should be as interested in the objectives and problems of the other as each is in his/her own-each must assume responsibility for the other's needs and outcomes as well as for his/her own. 
B)  The parties must be committed to a goal that benefits both of them rather than to pursuing only their own ends. 
C)  The parties must be willing to adopt interpersonal styles that are more congenial than combative, more open and trusting than evasive and defensive, more flexible (but firm) than stubborn (but yielding). 
D)  Needs have to be made explicit, similarities have to be identified, and differences have to be recognized and accepted. 
E)  All of the above are essential for integrative negotiation to succeed.

Question 15

In integrative negotiation, ____________ are measured by the degree to which they meet both negotiators' goals.

Accepted Answer

The answer of In integrative negotiation, ____________ are measured by...

Question 16

Successful integrative negotiation requires that the negotiators search for solutions that meet the ____________ and ____________ of both (all) sides.

Accepted Answer

The answer of Successful integrative negotiation requires that the negotiators...

Question 17

How can motivation and commitment to problem solving be enhanced?

Accepted Answer

The parties can come to believe that the

Question 18

When confronted with complex problems, or a large number of alternative options, which of the following steps is necessary?

Accepted Answer

A)  broaden the range of solution options 
B)  evaluate solutions on the basis of quality, standards, and acceptability 
C)  decide on criteria while evaluating options 
D)  maintain a focus on the influence of tangibles in selecting options 
E)  All of the above steps should be used when confronted with complex problems. 
A)  broaden the range of solution options 
B)  evaluate solutions on the basis of quality, standards, and acceptability 
C)  decide on criteria while evaluating options 
D)  maintain a focus on the influence of tangibles in selecting options 
E)  All of the above steps should be used when confronted with complex problems.

Question 19

Which of the following factors does not contribute to the development of trust between negotiators?

Accepted Answer

A)  We are more likely to trust someone we perceive as similar to us or as holding a positive attitude toward us. 
B)  We often mistrust people who are dependent upon us because we are in a position to help or hurt them. 
C)  We are more likely to trust people who initiate cooperative, trusting behavior. 
D)  We are more likely to trust negotiators who make concessions. 
E)  All of the above contribute to the development of trust between negotiators. 
A)  We are more likely to trust someone we perceive as similar to us or as holding a positive attitude toward us. 
B)  We often mistrust people who are dependent upon us because we are in a position to help or hurt them. 
C)  We are more likely to trust people who initiate cooperative, trusting behavior. 
D)  We are more likely to trust negotiators who make concessions. 
E)  All of the above contribute to the development of trust between negotiators.

Question 20

An interest is instrumental if

Accepted Answer

A)  the parties value it because it helps them derive other outcomes in the future. 
B)  the parties value the interest in and of itself. 
C)  it relates to "tangible issues" or the focal issues under negotiation. 
D)  the relationship is valued for both its existence and for the pleasure that sustaining the relationship creates. 
E)  All of the above relate to instrumental interests. 
A)  the parties value it because it helps them derive other outcomes in the future. 
B)  the parties value the interest in and of itself. 
C)  it relates to "tangible issues" or the focal issues under negotiation. 
D)  the relationship is valued for both its existence and for the pleasure that sustaining the relationship creates. 
E)  All of the above relate to instrumental interests.

Why might it be beneficial for parties in an integrative negotiation to know and share BATNAs?

What approaches to logrolling can be particularly helpful in the "evaluation and selection of alternatives" phase of integrative negotiation?

A ____________ goal is one in which both parties work toward a common end but one that benefits each party differently.

The integrative negotiation process cannot work unless negotiators avoid until they have fully defined the problem and examined all the possible alternative solutions.

Integrative negotiation fails because

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

Which guideline should be used in evaluating options and reaching a consensus?

The ____________ step is often the most difficult step in the integrative negotiation process.

Define "nonspecific compensation."

When people trust each other, they are more likely to share _ and to _ accurately their needs, positions, and the facts of the situation.

Define pre-settlement settlements.

In an integrative negotiation, negotiators must be about their primary interests and needs, but about the manner in which these interests and needs are met through solutions.

For integrative negotiation to succeed, the parties must be motivated to ____________ rather than to compete.

Which of the following is not necessary for integrative negotiation to succeed?

In integrative negotiation, ____________ are measured by the degree to which they meet both negotiators' goals.

Successful integrative negotiation requires that the negotiators search for solutions that meet the and of both (all) sides.

How can motivation and commitment to problem solving be enhanced?

When confronted with complex problems, or a large number of alternative options, which of the following steps is necessary?

Which of the following factors does not contribute to the development of trust between negotiators?

An interest is instrumental if

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

Why might it be beneficial for parties in an integrative negotiation to know and share BATNAs?

What approaches to logrolling can be particularly helpful in the "evaluation and selection of alternatives" phase of integrative negotiation?

A ____________ goal is one in which both parties work toward a common end but one that benefits each party differently.

The integrative negotiation process cannot work unless negotiators avoid ____________ ____________ until they have fully defined the problem and examined all the possible alternative solutions.

Integrative negotiation fails because

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

Which guideline should be used in evaluating options and reaching a consensus?

The ____________ step is often the most difficult step in the integrative negotiation process.

Define "nonspecific compensation."

When people trust each other, they are more likely to share _____________ and to _____________ accurately their needs, positions, and the facts of the situation.

Define pre-settlement settlements.

In an integrative negotiation, negotiators must be ____________ about their primary interests and needs, but ____________about the manner in which these interests and needs are met through solutions.

For integrative negotiation to succeed, the parties must be motivated to ____________ rather than to compete.

Which of the following is not necessary for integrative negotiation to succeed?

In integrative negotiation, ____________ are measured by the degree to which they meet both negotiators' goals.

Successful integrative negotiation requires that the negotiators search for solutions that meet the ____________ and ____________ of both (all) sides.

How can motivation and commitment to problem solving be enhanced?

When confronted with complex problems, or a large number of alternative options, which of the following steps is necessary?

Which of the following factors does not contribute to the development of trust between negotiators?

An interest is instrumental if

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

The integrative negotiation process cannot work unless negotiators avoid until they have fully defined the problem and examined all the possible alternative solutions.

When people trust each other, they are more likely to share _ and to _ accurately their needs, positions, and the facts of the situation.

In an integrative negotiation, negotiators must be about their primary interests and needs, but about the manner in which these interests and needs are met through solutions.

Successful integrative negotiation requires that the negotiators search for solutions that meet the and of both (all) sides.