Question 1

A joint goal is one in which

Accepted Answer

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. 
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 2

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 3

What are the potential pitfalls of voting on final agreements or packages?

Accepted Answer

Voting only accomplishes the relative di

Question 4

What rules should be observed to facilitate successful brainstorming?

Accepted Answer

(1)Avoid judging or evaluating

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

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 7

Which of the following factors does not contribute to the development of trust between negotiators?

Accepted Answer

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. 
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 8

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

Accepted Answer

informatio

Question 9

Define "bridging."

Accepted Answer

The parties are able to invent new optio

Question 10

What must an experienced negotiator manage to achieve successful integrative outcomes?

Accepted Answer

Negotiators must work hard to overcome i

Question 11

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

Accepted Answer

(1)Use competitive tactics to establish

Question 12

____________________ is not directly related to the substantive issues being discussed.

Accepted Answer

Nonspecifi

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

In brainstorming

Accepted Answer

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. 
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 16

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 17

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

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is a major characteristic of a pre-settlement settlement?

Accepted Answer

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. 
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 19

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 20

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

Accepted Answer

The answer of In integrative negotiation,____________ are measured by the...

A joint goal is one in which

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 are the potential pitfalls of voting on final agreements or packages?

What rules should be observed to facilitate successful brainstorming?

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

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.

Which of the following factors does not contribute to the development of trust between negotiators?

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

Define "bridging."

What must an experienced negotiator manage to achieve successful integrative outcomes?

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

____________________ is not directly related to the substantive issues being discussed.

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

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

In brainstorming

What questions can be asked to facilitate nonspecific compensation?

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

Which of the following is a major characteristic of a pre-settlement settlement?

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.

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

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

A joint goal is one in which

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 are the potential pitfalls of voting on final agreements or packages?

What rules should be observed to facilitate successful brainstorming?

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

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.

Which of the following factors does not contribute to the development of trust between negotiators?

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

Define "bridging."

What must an experienced negotiator manage to achieve successful integrative outcomes?

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

____________________ is not directly related to the substantive issues being discussed.

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

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

In brainstorming

What questions can be asked to facilitate nonspecific compensation?

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

Which of the following is a major characteristic of a pre-settlement settlement?

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.

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

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

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.

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