Question 1

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. C

Question 2

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.

Accepted Answer

A) True 
 B)False  True

Question 3

What approaches to logrolling can be particularly helpful in the matters of outcome,probabilities,and timing?

Accepted Answer

Explore differences in risk preference,explore differences in expectations,explore differences in time preferences.

Question 4

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.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

The answer of As a problem is defined jointly,it should...

Question 6

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 7

What is a disadvantage to brainstorming over surveys?

Accepted Answer

The disadvantage of brainstorm

Question 8

Successful logrolling requires

Accepted Answer

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. 
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 9

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 10

Instead of ____________ solutions,negotiators should develop standards by which potential solutions will be judged for how well they fit.

Accepted Answer

The answer of Instead of ____________ solutions,negotiators should develop standards...

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A)  promoting collaboration 
B)  communicating accurately 
C)  positional bargaining 
D)  committing to a joint solution 
E)  none of the above 
A)  promoting collaboration 
B)  communicating accurately 
C)  positional bargaining 
D)  committing to a joint solution 
E)  none of the above

Question 13

In assessing the quality of integrative agreements,objective outcomes should be assessed against the extent to which both parties' interests and needs were met by the agreement.

Accepted Answer

A) True 
 B)False

Question 14

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 15

How should the problem statement be constructed?

Accepted Answer

It should state the problem as

Question 16

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 parties...

Question 17

Which of the following is not a characteristic of a successful integrative negotiator?

Accepted Answer

A)  honesty and integrity 
B)  an abundance mentality 
C)  seeking mutual exclusivity 
D)  systems orientation 
E)  superior listening skills 
A)  honesty and integrity 
B)  an abundance mentality 
C)  seeking mutual exclusivity 
D)  systems orientation 
E)  superior listening skills

Question 18

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

Accepted Answer

discussion

Question 19

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 20

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.

Accepted Answer

A) True 
 B)False

Which of the following statements about interests is true?

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.

What approaches to logrolling can be particularly helpful in the matters of outcome,probabilities,and timing?

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.

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

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

What is a disadvantage to brainstorming over surveys?

Successful logrolling requires

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.

Instead of ____________ solutions,negotiators should develop standards by which potential solutions will be judged for how well they fit.

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

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

In assessing the quality of integrative agreements,objective outcomes should be assessed against the extent to which both parties' interests and needs were met by the agreement.

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

How should the problem statement be constructed?

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

Which of the following is not a characteristic of a successful integrative negotiator?

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

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

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.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: 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

Which of the following statements about interests is true?

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.

What approaches to logrolling can be particularly helpful in the matters of outcome,probabilities,and timing?

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.

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

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

What is a disadvantage to brainstorming over surveys?

Successful logrolling requires

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.

Instead of ____________ solutions,negotiators should develop standards by which potential solutions will be judged for how well they fit.

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

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

In assessing the quality of integrative agreements,objective outcomes should be assessed against the extent to which both parties' interests and needs were met by the agreement.

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

How should the problem statement be constructed?

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

Which of the following is not a characteristic of a successful integrative negotiator?

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

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

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.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: 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

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

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.

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

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