Deck 3: Strategy and Tactics of Integrative Negotiation

Question 1

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.

Answer 1

contending,accommodating

Question 2

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

Answer 2

logrolling

Question 3

Effective ____________ exchange promotes the development of good integrative solutions.

Answer 3

information

Question 4

_________ interests are related to how the negotiations unfold.

Question 5

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.

Question 6

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

Question 7

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

Question 8

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.

Question 9

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

Question 10

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.

Question 11

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

Question 12

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.

Question 13

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

Question 14

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

Question 15

____________ ___________ 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.

Question 16

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

Question 17

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.

Question 18

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

Question 19

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

Question 20

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

Question 21

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

Question 22

In generating alternative solutions to the problem,groups should also adopt procedures for defining the problem,defining the interests,and generating options,however,to prevent the group process from degenerating into a win-lose competition or a debating event.

Question 23

"Expanding the pie" as a method of generating alternative solutions is a complex process,as it requires much more detailed information about the other party than do other methods.

Question 24

In logrolling,if the parties do in fact have different preferences on different issues,each party gets their most preferred outcome on their high priority issue and should be happy with the overall agreement.

Question 25

In brainstorming,participants are urged to be spontaneous,even impractical,and to censor anyone's ideas (including their own).

Question 26

Successful bridging 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.

Question 27

When a specific solution must meet the criteria of both quality and acceptability,those evaluating the solution options may have to be prepared to make trade-offs between the two to insure that both criteria are met.

Question 28

Parties should enter the integrative negotiation process with few preconceptions about the solution.

Question 29

In integrative negotiations,negotiators are encouraged to state the problem in terms of their preferred solution and to make concessions from these most desired alternatives.

Question 30

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

Question 31

The failure to reach integrative agreements is often linked to the failure to exchange sufficient information that will allow the parties to identify integrative options.

Question 32

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

Question 33

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

Question 34

Intrinsic relationship interests exist when the parties derive positive benefits from the relationship and do not wish to endanger future benefits by souring it.

Question 35

Integrative agreements have been shown to be facilitated when parties exchanged information about their positions on particular issues,but not necessarily about their priorities on those issues.

Question 36

In integrative negotiation,the goals of the parties are mutually exclusive.

Question 37

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

Question 38

If both parties understand the motivating factors for the other,they may recognize possible compatibilities in interests that permit them to invent positions which both will endorse as an acceptable settlement.

Question 39

Focusing on interests allows parties to move beyond opening positions and demands to determine what the parties really want-what needs truly must be satisfied.

Question 40

An integrative negotiation problem should be defined as a solution process rather than as a specific goal to be attained.

Question 41

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

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 42

In brainstorming

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 43

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

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 44

A common goal is one in which all parties share the result equally.

Question 45

An interest is instrumental if

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.

Question 46

What questions can be asked 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 47

Negotiators who are firmer about insisting that their own point of view become incorporated into the group solution achieve less integrative agreements than those who are less firm.

Question 48

Successful logrolling requires

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.

Question 49

In 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 50

For successful integrative negotiation to succeed,each party should be as interested in the objectives and problems of the other side as each is in his own.

Question 51

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

A)Brainstorming
B)Logrolling
C)Surveys
D)Nonspecific compensation
E)None of the above approaches can be used to redefine the problem.

Question 52

Which of the following statements about interests is 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 53

Which of the following is a major step 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.

Question 54

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?

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.

Question 55

Although there is no guarantee that trust will lead to collaboration,there is plenty of evidence to suggest that mistrust inhibits collaboration.
Multiple Choice Questions

Question 56

Intangibles can lead the negotiator to fight harder to attain a particular solution option if that option satisfies both tangibles and intangibles.

Question 57

In integrative negotiation,decisions must be finalized in each step of the negotiation process.

Question 58

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 59

Which of the following is not an element 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 60

Which of the following processes is central to achieving almost all 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 61

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

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 62

Which of the following is not necessary 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 63

Identify and define the four types of interests.

Question 64

Define "bridging."

Question 65

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

A)Promoting collaboration
B)Communicating accurately
C)Positional bargaining
D)Committing to a joint solution
E)None of the above

Question 66

How should the problem statement be constructed?

Question 67

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

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 68

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

Question 69

Define "nonspecific compensation."

Question 70

Define interests.

Question 71

Which of the following factors does not 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 72

A common goal is one in which

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 73

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

Question 74

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

Question 75

Which of the following is a major characteristic 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 76

A joint goal is one in which

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 77

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

Question 78

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

Question 79

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

Question 80

What two approaches can be used to generate alternative solutions?