Question 1

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.

Accepted Answer

A) True 
 B)False

Question 2

For positive problem solving to occur,both parties must be committed to stating the problem in ____________ terms.

Accepted Answer

The answer of For positive problem solving to occur,both parties...

Question 3

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 4

For positive problem solving to occur,both parties must be committed to stating the problem in neutral terms.

Accepted Answer

A) True 
 B)False

Question 5

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 6

What are the preconditions necessary for the integrative negotiation process?

Accepted Answer

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

Question 7

Effective ____________ exchange promotes the development of good integrative solutions.

Accepted Answer

The answer of Effective ____________ exchange promotes the development of...

Question 8

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.F) A) and B)
G) B) and E)

Question 9

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.

Accepted Answer

A) True 
 B)False

Question 10

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.F) All of the above
G) None of the above

Question 11

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.

Accepted Answer

A) True 
 B)False

Question 12

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 13

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)  Successful logrolling requires all of the abovE.F) C) and D)
G) A) and B)

Question 14

Which of the following is not necessary for integrative negotiation to succeed?

Accepted Answer

A)  Each party should be as interested in the objectives and problems of the other as each is in his/her own-each must assume responsibility for the other's needs and outcomes as well as for his/her own.
B)  The parties must be committed to a goal that benefits both of them rather than to pursuing only their own ends.
C)  The parties must be willing to adopt interpersonal styles that are more congenial than combative,more open and trusting than evasive and defensive,more flexible (but firm) than stubborn (but yielding) .
D)  Needs have to be made explicit,similarities have to be identified,and differences have to be recognized and accepteD.
E)  All of the above are essential for integrative negotiation to succeed.F) A) and D)
G) A) and C)

Question 15

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.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

tentativel...

Question 17

"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.F) B) and D)
G) A) and D)

Question 18

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.F) B) and D)
G) A) and D)

Question 19

What two approaches can be used to generate alternative solutions?

Accepted Answer

Redefine,recast,or reframe the problem s...

Question 20

A ____________ goal is one in which both parties work toward a common end but one that benefits each party differently.

Accepted Answer

The answer of A ____________ goal is one in which...

Exam 3: Strategy and Tactics of Integrative Negotiation

What are the preconditions necessary for the integrative negotiation process?

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

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following is not necessary for integrative negotiation to succeed?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A ____________ goal is one in which both parties work toward a common end but one that benefits each party differently.

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

For positive problem solving to occur,both parties must be committed to stating the problem in neutral terms.

Correct AnswerverifiedShow Answer

Successful logrolling requires

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

A common goal is one in which

Correct AnswerverifiedShow Answer

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

Correct Answerverifiedtentativel...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

For positive problem solving to occur,both parties must be committed to stating the problem in ____________ terms.

Correct AnswerverifiedShow Answer

Effective ____________ exchange promotes the development of good integrative solutions.

Correct AnswerverifiedShow Answer

What two approaches can be used to generate alternative solutions?

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

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

Correct AnswerverifiedShow Answer

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The presence of a common goal,faith in o...
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People who are interdependent but do not trust each other will act __ or .

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tentativel...
View Answer

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Redefine,recast,or reframe the problem s...
View Answer

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