Question 1

Focusing on interests during the negotiation:

Accepted Answer

A) Expands the number and type of solutions that will help both sides. 
B) Narrows the number and type of solutions that will help both sides. 
C) Promotes egocentrism. 
D) Inhibits creativity in finding solutions. 
A) Expands the number and type of solutions that will help both sides. 
B) Narrows the number and type of solutions that will help both sides. 
C) Promotes egocentrism. 
D) Inhibits creativity in finding solutions. A

Question 2

The solution process in which parties maximize joint gain by finding trades that capitalize on their differences is called:

Accepted Answer

A) A bridging solution. 
B) Nonspecific compensation. 
C) Logrolling. 
D) Cutting the costs for compliance. 
A) A bridging solution. 
B) Nonspecific compensation. 
C) Logrolling. 
D) Cutting the costs for compliance. C

Question 3

Defining the situation,identifying interests,and building rapport:

Accepted Answer

A) Take on more importance in integrative negotiation than in distributive negotiation. 
B) Take on less importance in integrative negotiation than in distributive negotiation. 
C) Have equal importance in both integrative and distributive negotiation. 
D) Are factors to consider when choosing which strategy to use. 
A) Take on more importance in integrative negotiation than in distributive negotiation. 
B) Take on less importance in integrative negotiation than in distributive negotiation. 
C) Have equal importance in both integrative and distributive negotiation. 
D) Are factors to consider when choosing which strategy to use. A

Question 4

It is inappropriate to be aggressive when negotiating integratively.

Accepted Answer

A) True 
 B)False

Question 5

Explain why trust is important in integrative negotiations and describe how to increase or repair trust in a negotiation relationship.

Accepted Answer

Trust is important in integrative negoti

Question 6

Negotiators who make multiple equivalent offers have more difficulty finding integrative solutions.

Accepted Answer

A) True 
 B)False

Question 7

Interests can be intrinsic or instrumental.

Accepted Answer

A) True 
 B)False

Question 8

Describes the steps integrative negotiators can take to help their communication be a free exchange of information in which each party gains a clearer and deeper understanding of the situation.

Accepted Answer

Ask open-ended and probing questions to

Question 9

You are meeting your manager to discuss getting a raise.To support the amount of the new salary that you will ask for,you show your manager the salary range for someone in your job,based on a salary survey conducted by a reputable human resources consulting firm.You explain that your job responsibilities match those of others whose salary falls in the top quarter of the range.This is an example of:

Accepted Answer

A) Focusing on extrinsic interests. 
B) Focusing on intrinsic interests. 
C) Brainstorming. 
D) Using objective criteria to evaluate options. 
A) Focusing on extrinsic interests. 
B) Focusing on intrinsic interests. 
C) Brainstorming. 
D) Using objective criteria to evaluate options.

Question 10

The best approach when discussing issues is to focus on one issue at a time.

Accepted Answer

A) True 
 B)False

Question 11

When brainstorming,negotiators should not:

Accepted Answer

A) Separate the inventing and evaluation functions. 
B) Use triggers to move the brainstorming forward. 
C) Engage in divergent thinking. 
D) Search for the single best answer. 
A) Separate the inventing and evaluation functions. 
B) Use triggers to move the brainstorming forward. 
C) Engage in divergent thinking. 
D) Search for the single best answer.

Question 12

Legal requirements,relevant precedents,customs,market prices or wages,professional standards and policies are examples of objective criteria.

Accepted Answer

A) True 
 B)False

Question 13

Asking open-ended,probing questions,asking for clarification regarding what the other party said,and not blaming the other party when a problem arises are all examples of:

Accepted Answer

A) Tools to help gain a shared understanding between the negotiating parties. 
B) Ways to change the other party's perceptions. 
C) Managing negative emotions. 
D) Distributive negotiation tactics. 
A) Tools to help gain a shared understanding between the negotiating parties. 
B) Ways to change the other party's perceptions. 
C) Managing negative emotions. 
D) Distributive negotiation tactics.

Question 14

Distributive negotiation offers more opportunities to find solutions that are acceptable to both parties than integrative negotiation.

Accepted Answer

A) True 
 B)False

Question 15

Which one of the following is not appropriate when negotiating integratively?

Accepted Answer

A) Aggressiveness. 
B) Nonspecific accommodation. 
C) Being soft on people. 
D) Compromise 
A) Aggressiveness. 
B) Nonspecific accommodation. 
C) Being soft on people. 
D) Compromise

Question 16

Which of the following pertains to the tangible issues that are being negotiated?

Accepted Answer

A) Relationship interests. 
B) Process interests. 
C) Principle interests. 
D) Substantive interests. 
A) Relationship interests. 
B) Process interests. 
C) Principle interests. 
D) Substantive interests.

Question 17

Integrative negotiation __________ form of negotiation.

Accepted Answer

A) Win-lose. 
B) Win-win. 
C) Lose-win. 
D) Lose-lose. 
A) Win-lose. 
B) Win-win. 
C) Lose-win. 
D) Lose-lose.

Question 18

To negotiate optimally,each party's interests should be kept secret from the other party.

Accepted Answer

A) True 
 B)False

Question 19

Explain why showing negative emotions during integrative negotiation can derail the negotiation and how to manage negative emotions if they arise.

Accepted Answer

Negative emotions,like positive emotions

Question 20

Using objective criteria is most effective when each party searches for its own criteria as opposed to searching for objective criteria together.

Accepted Answer

A) True 
 B)False

Focusing on interests during the negotiation:

The solution process in which parties maximize joint gain by finding trades that capitalize on their differences is called:

Defining the situation,identifying interests,and building rapport:

It is inappropriate to be aggressive when negotiating integratively.

Explain why trust is important in integrative negotiations and describe how to increase or repair trust in a negotiation relationship.

Negotiators who make multiple equivalent offers have more difficulty finding integrative solutions.

Interests can be intrinsic or instrumental.

Describes the steps integrative negotiators can take to help their communication be a free exchange of information in which each party gains a clearer and deeper understanding of the situation.

The best approach when discussing issues is to focus on one issue at a time.

When brainstorming,negotiators should not:

Legal requirements,relevant precedents,customs,market prices or wages,professional standards and policies are examples of objective criteria.

Asking open-ended,probing questions,asking for clarification regarding what the other party said,and not blaming the other party when a problem arises are all examples of:

Distributive negotiation offers more opportunities to find solutions that are acceptable to both parties than integrative negotiation.

Which one of the following is not appropriate when negotiating integratively?

Which of the following pertains to the tangible issues that are being negotiated?

Integrative negotiation __________ form of negotiation.

To negotiate optimally,each party's interests should be kept secret from the other party.

Explain why showing negative emotions during integrative negotiation can derail the negotiation and how to manage negative emotions if they arise.

Using objective criteria is most effective when each party searches for its own criteria as opposed to searching for objective criteria together.

The Nature of Negotiation: What it is and Why it Matters

Preparation: Building the Foundation for Negotiating

Distributive Bargaining: A Strategy for Claiming Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters

Exam 4: Integrative Bargaining: A Strategy for Creating Value

Focusing on interests during the negotiation:

The solution process in which parties maximize joint gain by finding trades that capitalize on their differences is called:

Defining the situation,identifying interests,and building rapport:

It is inappropriate to be aggressive when negotiating integratively.

Explain why trust is important in integrative negotiations and describe how to increase or repair trust in a negotiation relationship.

Negotiators who make multiple equivalent offers have more difficulty finding integrative solutions.

Interests can be intrinsic or instrumental.

Describes the steps integrative negotiators can take to help their communication be a free exchange of information in which each party gains a clearer and deeper understanding of the situation.

The best approach when discussing issues is to focus on one issue at a time.

When brainstorming,negotiators should not:

Legal requirements,relevant precedents,customs,market prices or wages,professional standards and policies are examples of objective criteria.

Asking open-ended,probing questions,asking for clarification regarding what the other party said,and not blaming the other party when a problem arises are all examples of:

Distributive negotiation offers more opportunities to find solutions that are acceptable to both parties than integrative negotiation.

Which one of the following is not appropriate when negotiating integratively?

Which of the following pertains to the tangible issues that are being negotiated?

Integrative negotiation __________ form of negotiation.

To negotiate optimally,each party's interests should be kept secret from the other party.

Explain why showing negative emotions during integrative negotiation can derail the negotiation and how to manage negative emotions if they arise.

Using objective criteria is most effective when each party searches for its own criteria as opposed to searching for objective criteria together.

The Nature of Negotiation: What it is and Why it Matters

Preparation: Building the Foundation for Negotiating

Distributive Bargaining: A Strategy for Claiming Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters