Question 1

What are the four major steps in the integrative negotiation process?

Accepted Answer

Identifying and defining the problem, un

Question 2

How should the problem statement be constructed?

Accepted Answer

It should state the problem as

Question 3

In their search for solutions that meet the objectives and needs of both sides, negotiators must be firm but flexible about what?

Accepted Answer

Firm about their primary inter

Question 4

What rules should be observed to facilitate successful brainstorming?

Accepted Answer

(1) Avoid judging or evaluatin

Question 5

Which of the following is not an element of integrative negotiations?

Accepted Answer

A)  a focus on commonalties 
B)  an attempt to address positions 
C)  a required exchange of information and ideas 
D)  the use of objective criteria for standards of performance 
E)  All of the above are elements of integrative negotiations. 
A)  a focus on commonalties 
B)  an attempt to address positions 
C)  a required exchange of information and ideas 
D)  the use of objective criteria for standards of performance 
E)  All of the above are elements of integrative negotiations.

Question 6

Why should criteria be decided in advance of evaluating options?

Accepted Answer

If the parties first debate their criter

Question 7

The strategy of ____________ is effective not only in inventing options, but also as a mechanism to combine options into negotiated packages.

Accepted Answer

The answer of The strategy of ____________ is effective not...

Question 8

When identifying options in an integrative negotiation, solutions are usually attained through:

Accepted Answer

A)  hard work 
B)  information exchange 
C)  focusing on interests rather than positions 
D)  firm flexibility 
E)  Solutions are attained by using all of the above. 
A)  hard work 
B)  information exchange 
C)  focusing on interests rather than positions 
D)  firm flexibility 
E)  Solutions are attained by using all of the above.

Question 9

What is the benefit of bringing different interests to the surface?

Accepted Answer

Bringing different interests to the surf

Question 10

Research has shown that when brainstormers work at the process for a long period of time, the best ideas are most likely to surface during the ____________ part of the activity.

Accepted Answer

The answer of Research has shown that when brainstormers work...

Question 11

What approach can parties use to generate alternative solutions by redefining the problem or problem set?

Accepted Answer

A)  brainstorming 
B)  logrolling 
C)  surveys 
D)  nonspecific compensation 
E)  None of the above approaches can be used to redefine the problem. 
A)  brainstorming 
B)  logrolling 
C)  surveys 
D)  nonspecific compensation 
E)  None of the above approaches can be used to redefine the problem.

Question 12

Although the conflict may appear initially to be win-lose to the parties, ____________ and ____________ ____________ will usually suggest win-win alternatives.

Accepted Answer

discussion

Question 13

People who are interdependent but do not trust each other will act ____________ or ____________.

Accepted Answer

tentativel

Question 14

What questions can be asked to facilitate nonspecific compensation?

Accepted Answer

A)  What are the other party's goals and values? 
B)  How can both parties get what they are demanding? 
C)  What issues are of higher and lower priority to me? 
D)  What risks and costs does my proposal create for the other? 
E)  None of the above can be used to facilitate nonspecific compensation. 
A)  What are the other party's goals and values? 
B)  How can both parties get what they are demanding? 
C)  What issues are of higher and lower priority to me? 
D)  What risks and costs does my proposal create for the other? 
E)  None of the above can be used to facilitate nonspecific compensation.

Question 15

In which major step of the integrative negotiation process of identifying and defining the problem would you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?

Accepted Answer

A)  define the problem in a way that is mutually acceptable to both sides. 
B)  state the problem with an eye toward practicality and comprehensiveness. 
C)  state the problem as a goal and identify the obstacles to attaining this goal. 
D)  depersonalizing the problem. 
E)  separate the problem definition from the search for solutions. 
A)  define the problem in a way that is mutually acceptable to both sides. 
B)  state the problem with an eye toward practicality and comprehensiveness. 
C)  state the problem as a goal and identify the obstacles to attaining this goal. 
D)  depersonalizing the problem. 
E)  separate the problem definition from the search for solutions.

What are the four major steps in the integrative negotiation process?

How should the problem statement be constructed?

In their search for solutions that meet the objectives and needs of both sides, negotiators must be firm but flexible about what?

What rules should be observed to facilitate successful brainstorming?

Which of the following is not an element of integrative negotiations?

Why should criteria be decided in advance of evaluating options?

The strategy of ____________ is effective not only in inventing options, but also as a mechanism to combine options into negotiated packages.

When identifying options in an integrative negotiation, solutions are usually attained through:

What is the benefit of bringing different interests to the surface?

Research has shown that when brainstormers work at the process for a long period of time, the best ideas are most likely to surface during the ____________ part of the activity.

What approach can parties use to generate alternative solutions by redefining the problem or problem set?

Although the conflict may appear initially to be win-lose to the parties, and will usually suggest win-win alternatives.

People who are interdependent but do not trust each other will act or .

What questions can be asked to facilitate nonspecific compensation?

In which major step of the integrative negotiation process of identifying and defining the problem would you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?

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 four major steps in the integrative negotiation process?

How should the problem statement be constructed?

In their search for solutions that meet the objectives and needs of both sides, negotiators must be firm but flexible about what?

What rules should be observed to facilitate successful brainstorming?

Which of the following is not an element of integrative negotiations?

Why should criteria be decided in advance of evaluating options?

The strategy of ____________ is effective not only in inventing options, but also as a mechanism to combine options into negotiated packages.

When identifying options in an integrative negotiation, solutions are usually attained through:

What is the benefit of bringing different interests to the surface?

Research has shown that when brainstormers work at the process for a long period of time, the best ideas are most likely to surface during the ____________ part of the activity.

What approach can parties use to generate alternative solutions by redefining the problem or problem set?

Although the conflict may appear initially to be win-lose to the parties, ____________ and ____________ ____________ will usually suggest win-win alternatives.

People who are interdependent but do not trust each other will act ____________ or ____________.

What questions can be asked to facilitate nonspecific compensation?

In which major step of the integrative negotiation process of identifying and defining the problem would you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?

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

Although the conflict may appear initially to be win-lose to the parties, and will usually suggest win-win alternatives.

People who are interdependent but do not trust each other will act or .