Although the conflict may appear initially to be win-lose to the parties, _ and
__________ will usually suggest win-win alternatives.
2.
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.
3.
Effective __ exchange promotes the development of good integrative solutions.
4.
Successful integrative negotiation requires that the negotiators search for solutions that meet
the _ and _ of both (all) sides.
5.
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.
6.
In integrative negotiation, __ are measured by the degree to which they meet both
negotiators’ goals.
7.
The ____________ step is often the most difficult step in the integrative
negotiation process.
8.
As a problem is defined jointly, it should accurately reflect both parties’ _ and
.
9.
For positive problem solving to occur, both parties must be committed to stating the problem in
__ terms.
10.
Problem definition should specify what __ must be overcome for the goal to be
attained.
11.
Instead of __ solutions, negotiators should develop standards by which potential
solutions will be judged for how well they fit.
12.
_ interests are related to how the negotiations unfold.
13.
____________ is not directly related to the substantive issues being discussed.
14.
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.
15.
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.
16.
The strategy of __ is effective not only in inventing options, but also as a
mechanism to combine options into negotiated packages.
17.
A __ goal is one in which both parties work toward a common end but one that
benefits each party differently.
18.
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.
19.
Integrative negotiation requires negotiators to accept both their own and the other’s attitudes,
interests and desires as _.
20.
For integrative negotiation to succeed, the parties must be motivated to __ rather
than to compete.
21.
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.
22.
People who are interdependent but do not trust each other will act _ or
.
23.
When people trust each other, they are more likely to share _ and to
_ accurately their needs, positions, and the facts of the situation.
24.
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
25.
In integrative negotiation, the goals of the parties are mutually exclusive.
True False
26.
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.
True False
27.
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.
True False
28.
Parties should enter the integrative negotiation process with few preconceptions about the
solution.
True False
29.
For positive problem solving to occur, both parties must be committed to stating the problem in
neutral terms.
True False
30.
An integrative negotiation problem should be defined as a solution process rather than as a
specific goal to be attained.
True False
31.
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.
True False
32.
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.
True False
33.
Intrinsic relationship interests exist when the parties derive positive benefits from the
relationship and do not wish to endanger future benefits by souring it.
True False
34.
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.
True False
35.
“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.
True False
36.
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.
True False
37.
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.
True False
38.
In brainstorming, participants are urged to be spontaneous, even impractical, and to censor
anyone’s ideas (including their own).
True False
39.
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.
True False
40.
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.
True False
41.
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.
True False
42.
Intangibles can lead the negotiator to fight harder to attain a particular solution option if that
option satisfies both tangibles and intangibles.
True False
43.
A common goal is one in which all parties share the result equally.
True False
44.
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.
True False
45.
For successful integrative negotiation to occur, each party should be as interested in the
objectives and problems of the other side as each is in his own.
True False
46.
Although there is no guarantee that trust will lead to collaboration, there is plenty of evidence
to suggest that mistrust inhibits collaboration.
True False
Multiple Choice Questions
47
.
Which of the following is not a characteristic of a successful integrative negotiator?
A. honesty and integrity
B. an abundance mentality
C. seeking mutual exclusivity
D. systems orientation
E. superior listening skills
48
Which of the following processes is central to achieving almost all integrative agreements?
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