Question 1

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

Accepted Answer

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 2

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.

Accepted Answer

The answer of Those who do not share a belief...

Question 3

Why is analogical learning an especially powerful way to learn about integrative negotiation?

Accepted Answer

The answer of Why is analogical learning an especially powerful...

Question 4

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

Accepted Answer

The answer of For integrative negotiation to succeed,the parties must...

Question 5

When formal channels of communication break down,negotiators are permitted to finding alternatives and can use which of the following?

Accepted Answer

A)  conversations over coffee breaks 
B)  separate meetings between chief negotiators outside of the formal sessions 
C)  off-the-record contacts between key subordinates 
D)  all of the above 
E)  none of the above

Question 6

"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.

Accepted Answer

A) True 
 B)False

Question 7

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?

Accepted Answer

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 8

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

Accepted Answer

The answer of When there are strong negative feelings or...

Question 9

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

Accepted Answer

The answer of What is the benefit of bringing different...

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is a major step in the integrative negotiation process?

Accepted Answer

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)  evaluating and choosing a specific solution 
E)  All of the above are major steps in the integrative negotiation process.

Question 12

How should integrative negotiators separate the problem definition from the search for solutions?

Accepted Answer

The answer of How should integrative negotiators separate the problem...

Question 13

Define pre-settlement settlements.

Accepted Answer

The answer of Define pre-settlement settlements....

Question 14

A common 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)  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 15

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.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

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 17

Electronic brainstorming may be especially useful for integrative negotiations that involve multiple parties or during preparation for integrative negotiations when there are disparate views within one's team.

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

A)  brainstorming 
B)  logrolling 
C)  surveys 
D)  nonspecific compensation 
E)  None of the above approaches can be used to redefine the problem.

Question 19

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

Accepted Answer

The answer of How can personal preferences get in the...

Question 20

Define "nonspecific compensation."

Accepted Answer

The answer of Define "nonspecific compensation."...

Exam 3: Strategy and Tactics of Integrative Negotiation

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

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.

Why is analogical learning an especially powerful way to learn about integrative negotiation?

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

When formal channels of communication break down,negotiators are permitted to finding alternatives and can use which of the following?

"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.

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?

When there are strong negative feelings or when one or more parties are inclined to dominate,negotiators may create ,__ procedures for communication.

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

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

Which of the following is a major step in the integrative negotiation process?

How should integrative negotiators separate the problem definition from the search for solutions?

Define pre-settlement settlements.

A common goal is one in which

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.

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

Electronic brainstorming may be especially useful for integrative negotiations that involve multiple parties or during preparation for integrative negotiations when there are disparate views within one's team.

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

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

Define "nonspecific compensation."