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

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

Accepted Answer

A) True 
 B)False

Question 3

Interests are the underlying concerns, needs, or fears that motivate a negotiator to take a particular position.

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

Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.

Accepted Answer

A) True 
 B)False

Question 6

In nonspecific compensation

Accepted Answer

A)   resources are added in such a way that both sides can achieve their objectives.
B)   one party achieves his/her objectives and the other's costs are minimized if he/she agrees to go along.
C)   the parties are able to invent new options that meet each side's needs.
D)   one person is allowed to obtain his/her objectives and "pay off" the other person for accommodating his interests.
E)   All of the answers are correctF) None of the above
G) A) and D)

Question 7

Identify and define the four types of interests.

Accepted Answer

Substantive interests are the types of i...

Question 8

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 answers are correctF) C) and D)
G) B) and D)

Question 9

Name the four factors or clues that indicate that an integrative approach is called for.

Accepted Answer

The negotiation includes more ...

Question 10

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

Accepted Answer

When parties are engaged in conflict, th...

Question 11

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)   All of the answers are correctF) C) and E)
G) A) and D)

Question 12

A shared goal is one in which the parties work toward a common end but benefit differently.

Accepted Answer

A) True 
 B)False  True

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

What are the preconditions necessary for the integrative negotiation process?

Accepted Answer

The presence of a common goal, faith in ...

Question 15

Solutions that are not strongly advocated by at least one negotiator should never be eliminated.

Accepted Answer

A) True 
 B)False  False

Question 16

Value that is created should not be claimed.

Accepted Answer

A) True 
 B)False  False

Question 17

What two approaches can be used to generate alternative solutions?

Accepted Answer

Redefine, recast, or reframe the problem...

Question 18

"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 19

Define interests.

Accepted Answer

Interests are the underlying c...

Question 20

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 selecting a specific solution
E)   All of the answers are correctF) B) and E)
G) B) and D)

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Interests are the underlying concerns, needs, or fears that motivate a negotiator to take a particular position.

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.

Correct AnswerverifiedShow Answer

In nonspecific compensation

Correct AnswerverifiedShow Answer

Identify and define the four types of interests.

Correct AnswerverifiedSubstantive interests are the types of i...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Name the four factors or clues that indicate that an integrative approach is called for.

Correct AnswerverifiedThe negotiation includes more ...View AnswerShow Answer

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

Correct AnswerverifiedWhen parties are engaged in conflict, th...View AnswerShow Answer

Successful logrolling requires

Correct AnswerverifiedShow Answer

A shared goal is one in which the parties work toward a common end but benefit differently.

Correct AnswerverifiedTrue

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

Correct AnswerverifiedShow Answer

What are the preconditions necessary for the integrative negotiation process?

Correct AnswerverifiedThe presence of a common goal, faith in ...View AnswerShow Answer

Solutions that are not strongly advocated by at least one negotiator should never be eliminated.

Correct AnswerverifiedFalse

Value that is created should not be claimed.

Correct AnswerverifiedFalse

What two approaches can be used to generate alternative solutions?

Correct AnswerverifiedRedefine, recast, or reframe the problem...View AnswerShow Answer

"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.

Correct AnswerverifiedShow Answer

Define interests.

Correct AnswerverifiedInterests are the underlying c...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

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Correct Answer
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Substantive interests are the types of i...
View Answer

Correct Answer
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The negotiation includes more ...
View Answer

Correct Answer
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When parties are engaged in conflict, th...
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Correct Answer
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Correct Answer
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True

Correct Answer
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Correct Answer
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The presence of a common goal, faith in ...
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False

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False

Correct Answer
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Redefine, recast, or reframe the problem...
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Correct Answer
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Correct Answer
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Interests are the underlying c...
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Correct Answer
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