Question 1

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.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following processes is central to achieving almost all integrative agreements?

Accepted Answer

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 3

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

Accepted Answer

A) True 
 B)False

Question 4

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.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following 5-step processes has been used successfully in a collective bargaining situation?

Accepted Answer

A)  commitment,explanation,validation,prioritization,negotiation 
B)  commitment,exploration,verification,prioritization,negotiation 
C)  collaboration,explanation,validation,prioritization,negotiation 
D)  collaboration,exploration,verification,prioritization,negotiation 
E)  None of the above processes have been used in collective bargaining.

Question 6

Even cooperatively motivated negotiators have less trust,exchange less information about preferences and priorities,and achieve agreements of lower joint profit when they can ____________ the other party than when they do not have this capability.

Accepted Answer

The answer of Even cooperatively motivated negotiators have less trust,exchange...

Question 7

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

Accepted Answer

The answer of Why might it be beneficial for parties...

Question 8

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

Accepted Answer

The answer of Integrative negotiation requires negotiators to accept both...

Question 9

Identify and define the four types of interests.

Accepted Answer

The answer of Identify and define the four types of...

Question 10

Why should criteria be decided in advance of evaluating options?

Accepted Answer

The answer of Why should criteria be decided in advance...

Question 11

Most situations are mixed-motive negotiations,containing some elements that require distributive bargaining processes,and others that require integrative negotiation.

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

The answer of In their search for solutions that meet...

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

The answer of People who are interdependent but do not...

Question 15

What guidelines should be used in evaluating options and reaching a consensus?

Accepted Answer

The answer of What guidelines should be used in evaluating...

Question 16

What are the preconditions necessary for the integrative negotiation process?

Accepted Answer

The answer of What are the preconditions necessary for the...

Question 17

Substantive interests

Accepted Answer

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 18

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 19

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

Accepted Answer

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 20

_________ interests are related to how the negotiations unfold.

Accepted Answer

The answer of _________ interests are related to how the...

Exam 3: Strategy and Tactics of Integrative Negotiation

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.

Which of the following processes is central to achieving almost all integrative agreements?

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

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.

Which of the following 5-step processes has been used successfully in a collective bargaining situation?

Even cooperatively motivated negotiators have less trust,exchange less information about preferences and priorities,and achieve agreements of lower joint profit when they can ____________ the other party than when they do not have this capability.

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

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

Identify and define the four types of interests.

Why should criteria be decided in advance of evaluating options?

Most situations are mixed-motive negotiations,containing some elements that require distributive bargaining processes,and others that require integrative negotiation.

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

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

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

What guidelines should be used in evaluating options and reaching a consensus?

What are the preconditions necessary for the integrative negotiation process?

Substantive interests

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

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

_________ interests are related to how the negotiations unfold.