Question 1

What are the preconditions necessary for the integrative negotiation process?

Accepted Answer

The presence of a common goal, faith in

Question 2

Which of the following statements about interests is true?

Accepted Answer

A)  There is only one type of interest in a dispute. 
B)  Parties are always in agreement about the type of interests at stake. 
C)  Interests are often based in more deeply rooted human needs or values. 
D)  Interests do not change during the course of an integrative negotiation. 
E)  All of the above statements about interests are true. 
A)  There is only one type of interest in a dispute. 
B)  Parties are always in agreement about the type of interests at stake. 
C)  Interests are often based in more deeply rooted human needs or values. 
D)  Interests do not change during the course of an integrative negotiation. 
E)  All of the above statements about interests are true.

Question 3

Problem definition should specify what ____________ must be overcome for the goal to be attained.

Accepted Answer

The answer of Problem definition should specify what ____________ must...

Question 4

Effective ____________ exchange promotes the development of good integrative solutions.

Accepted Answer

The answer of Effective ____________ exchange promotes the development of...

Question 5

What is a disadvantage to brainstorming over surveys?

Accepted Answer

The disadvantage of brainstorm

Question 6

Which of the following 5-step processes has been used successfully in a collective bargaining situation?

Accepted Answer

A)  commitment, explanation, validation, prioritization, negotiation 
B)  commitment, exploration, verification, prioritization, negotiation 
C)  collaboration, explanation, validation, prioritization, negotiation 
D)  collaboration, exploration, verification, prioritization, negotiation 
E)  None of the above processes have been used in collective bargaining. 
A)  commitment, explanation, validation, prioritization, negotiation 
B)  commitment, exploration, verification, prioritization, negotiation 
C)  collaboration, explanation, validation, prioritization, negotiation 
D)  collaboration, exploration, verification, prioritization, negotiation 
E)  None of the above processes have been used in collective bargaining.

Question 7

Those who do not share a belief that they can work together in an integrative negotiation are less willing to invest the time and energy in the potential payoffs of a collaborative relationship and are more likely to assume a ____________ or ____________ approach to conflict.

Accepted Answer

contending

Question 8

For positive problem solving to occur, both parties must be committed to stating the problem in ____________ terms.

Accepted Answer

The answer of For positive problem solving to occur, both...

Question 9

What is the primary reason negotiators do not pursue integrative agreements?

Accepted Answer

They fail to perceive a situat

Question 10

Identify and define the four types of interests.

Accepted Answer

Substantive interests are the types of i

Question 11

Successful ____________ requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead, they are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs.

Accepted Answer

The answer of Successful ____________ requires a fundamental reformulation of...

Question 12

What tactics can be used to communicate firm flexibility to an opponent?

Accepted Answer

(1) Use competitive tactics to establish

Question 13

Substantive interests

Accepted Answer

A)  are the interests that relate to the focal issues under negotiation. 
B)  are related to the way we settle the dispute. 
C)  mean that one or both parties value their relationship with each other and do not want to take actions that will damage the relationship. 
D)  regard what is fair, what is right, what is acceptable, what is ethical, or what has been done in the past and should be done in the future. 
E)  All of the above relate to substantive interests. 
A)  are the interests that relate to the focal issues under negotiation. 
B)  are related to the way we settle the dispute. 
C)  mean that one or both parties value their relationship with each other and do not want to take actions that will damage the relationship. 
D)  regard what is fair, what is right, what is acceptable, what is ethical, or what has been done in the past and should be done in the future. 
E)  All of the above relate to substantive interests.

Question 14

What elements must a negotiation contain to be characterized as "integrative?"

Accepted Answer

A focus on commonalties rather than diff

Question 15

Even cooperatively motivated negotiators have less trust, exchange less information about preferences and priorities, and achieve agreements of lower joint profit when they can ____________ the other party than when they do not have this capability.

Accepted Answer

The answer of Even cooperatively motivated negotiators have less trust,...

Question 16

Integrative negotiation solutions should be judged on two major criteria: how ____________ they are, and how ____________ they will be to those who have to implement them.

Accepted Answer

The answer of Integrative negotiation solutions should be judged on...

Question 17

When formal channels of communication break down, negotiators are permitted to finding alternatives and can use which of the following?

Accepted Answer

A)  conversations over coffee breaks 
B)  separate meetings between chief negotiators outside of the formal sessions 
C)  off-the-record contacts between key subordinates 
D)  all of the above 
E)  none of the above 
A)  conversations over coffee breaks 
B)  separate meetings between chief negotiators outside of the formal sessions 
C)  off-the-record contacts between key subordinates 
D)  all of the above 
E)  none of the above

Question 18

Those wishing to achieve integrative results find that they must manage the ____________ and ____________ of the negotiation in order to gain the willing cooperation and commitment of the other party.

Accepted Answer

The answer of Those wishing to achieve integrative results find...

Question 19

Define integrative negotiation.

Accepted Answer

A collaborative process in whi

Question 20

____________ ____________occurs in integrative negotiation when one party is allowed to obtain his/her objectives and then "pays off" the other person for accommodating his/her interests.

Accepted Answer

Nonspecifi

What are the preconditions necessary for the integrative negotiation process?

Which of the following statements about interests is true?

Problem definition should specify what ____________ must be overcome for the goal to be attained.

Effective ____________ exchange promotes the development of good integrative solutions.

What is a disadvantage to brainstorming over surveys?

Which of the following 5-step processes has been used successfully in a collective bargaining situation?

Those who do not share a belief that they can work together in an integrative negotiation are less willing to invest the time and energy in the potential payoffs of a collaborative relationship and are more likely to assume a or approach to conflict.

For positive problem solving to occur, both parties must be committed to stating the problem in ____________ terms.

What is the primary reason negotiators do not pursue integrative agreements?

Identify and define the four types of interests.

Successful ____________ requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead, they are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs.

What tactics can be used to communicate firm flexibility to an opponent?

Substantive interests

What elements must a negotiation contain to be characterized as "integrative?"

Even cooperatively motivated negotiators have less trust, exchange less information about preferences and priorities, and achieve agreements of lower joint profit when they can ____________ the other party than when they do not have this capability.

Integrative negotiation solutions should be judged on two major criteria: how they are, and how they will be to those who have to implement them.

When formal channels of communication break down, negotiators are permitted to finding alternatives and can use which of the following?

Those wishing to achieve integrative results find that they must manage the and of the negotiation in order to gain the willing cooperation and commitment of the other party.

Define integrative negotiation.

occurs in integrative negotiation when one party is allowed to obtain his/her objectives and then "pays off" the other person for accommodating his/her interests.

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

What are the preconditions necessary for the integrative negotiation process?

Which of the following statements about interests is true?

Problem definition should specify what ____________ must be overcome for the goal to be attained.

Effective ____________ exchange promotes the development of good integrative solutions.

What is a disadvantage to brainstorming over surveys?

Which of the following 5-step processes has been used successfully in a collective bargaining situation?

Those who do not share a belief that they can work together in an integrative negotiation are less willing to invest the time and energy in the potential payoffs of a collaborative relationship and are more likely to assume a ____________ or ____________ approach to conflict.

For positive problem solving to occur, both parties must be committed to stating the problem in ____________ terms.

What is the primary reason negotiators do not pursue integrative agreements?

Identify and define the four types of interests.

What tactics can be used to communicate firm flexibility to an opponent?

Substantive interests

What elements must a negotiation contain to be characterized as "integrative?"

Even cooperatively motivated negotiators have less trust, exchange less information about preferences and priorities, and achieve agreements of lower joint profit when they can ____________ the other party than when they do not have this capability.

Integrative negotiation solutions should be judged on two major criteria: how ____________ they are, and how ____________ they will be to those who have to implement them.

When formal channels of communication break down, negotiators are permitted to finding alternatives and can use which of the following?

Those wishing to achieve integrative results find that they must manage the ____________ and ____________ of the negotiation in order to gain the willing cooperation and commitment of the other party.

Define integrative negotiation.

____________ ____________occurs in integrative negotiation when one party is allowed to obtain his/her objectives and then "pays off" the other person for accommodating his/her interests.

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

Those who do not share a belief that they can work together in an integrative negotiation are less willing to invest the time and energy in the potential payoffs of a collaborative relationship and are more likely to assume a or approach to conflict.

Integrative negotiation solutions should be judged on two major criteria: how they are, and how they will be to those who have to implement them.

Those wishing to achieve integrative results find that they must manage the and of the negotiation in order to gain the willing cooperation and commitment of the other party.

occurs in integrative negotiation when one party is allowed to obtain his/her objectives and then "pays off" the other person for accommodating his/her interests.