Question 1

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 2

____________ ___________ occurs in integrative negotiation when one party is allowed to obtain his/her objectives and then "pays off" the other person for accommodating his/her interests.

Accepted Answer

Nonspecifi...

Question 3

What rules should be observed to facilitate successful brainstorming?

Accepted Answer

(1)Avoid judging or evaluating...

Question 4

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 5

When people trust each other,they are more likely to share _____________ and to _____________ accurately their needs,positions,and the facts of the situation.

Accepted Answer

information,communicate

Question 6

Parties should enter the integrative negotiation process with few preconceptions about the solution.

Accepted Answer

A) True 
 B)False

Question 7

What is a disadvantage to brainstorming over surveys?

Accepted Answer

The disadvantage of brainstorm...

Question 8

In integrative negotiation,decisions must be finalized in each step of the negotiation process.

Accepted Answer

A) True 
 B)False

Question 9

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 10

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

Accepted Answer

(1)Narrow the range of solution options;...

Question 11

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.F) All of the above
G) B) and C)

Question 12

Why should criteria be decided in advance of evaluating options?

Accepted Answer

If the parties first debate their criter...

Question 13

Successful ____________ 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

The answer of Successful ____________ requires a fundamental reformulation of...

Question 14

When people do not trust each other they are more than likely to engage in which of the following behaviors?

Accepted Answer

A)  Promoting collaboration
B)  Communicating accurately
C)  Positional bargaining
D)  Committing to a joint solution
E)  None of the aboveF) B) and C)
G) A) and B)

Question 15

How can motivation and commitment to problem solving be enhanced?

Accepted Answer

The parties can come to believe that the...

Question 16

Which of the following factors does not contribute to the development of trust between negotiators?

Accepted Answer

A)  We are more likely to trust someone we perceive as similar to us or as holding a positive attitude toward us.
B)  We often mistrust people who are dependent upon us because we are in a position to help or hurt them.
C)  We are more likely to trust people who initiate cooperative,trusting behavior.
D)  We are more likely to trust negotiators who make concessions.
E)  All of the above contribute to the development of trust between negotiators.F) C) and D)
G) A) and E)

Question 17

Identify and define the four types of interests.

Accepted Answer

Substantive interests are the types of i...

Question 18

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.F) None of the above
G) B) and D)

Question 19

The integrative negotiation process cannot work unless negotiators avoid ____________ ____________ until they have fully defined the problem and examined all the possible alternative solutions.

Accepted Answer

premature solutions

Question 20

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

Accepted Answer

Analogical learning involves the direct comparison of different negotiation examples to identify and understand the underlying principles and structure of the negotiation.

Exam 3: Strategy and Tactics of Integrative Negotiation

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

Correct AnswerverifiedShow Answer

____________ ___________ occurs in integrative negotiation when one party is allowed to obtain his/her objectives and then "pays off" the other person for accommodating his/her interests.

Correct AnswerverifiedNonspecifi...View AnswerShow Answer

What rules should be observed to facilitate successful brainstorming?

Correct Answerverified(1)Avoid judging or evaluating...View AnswerShow Answer

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.

Correct AnswerverifiedShow Answer

When people trust each other,they are more likely to share _____________ and to _____________ accurately their needs,positions,and the facts of the situation.

Correct Answerverifiedinformation,communicate

Parties should enter the integrative negotiation process with few preconceptions about the solution.

Correct AnswerverifiedShow Answer

What is a disadvantage to brainstorming over surveys?

Correct AnswerverifiedThe disadvantage of brainstorm...View AnswerShow Answer

In integrative negotiation,decisions must be finalized in each step of the negotiation process.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct Answerverified(1)Narrow the range of solution options;...View AnswerShow Answer

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?

Correct AnswerverifiedShow Answer

Why should criteria be decided in advance of evaluating options?

Correct AnswerverifiedIf the parties first debate their criter...View AnswerShow Answer

Successful ____________ 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

When people do not trust each other they are more than likely to engage in which of the following behaviors?

Correct AnswerverifiedShow Answer

How can motivation and commitment to problem solving be enhanced?

Correct AnswerverifiedThe parties can come to believe that the...View AnswerShow Answer

Which of the following factors does not contribute to the development of trust between negotiators?

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

The integrative negotiation process cannot work unless negotiators avoid ____________ ____________ until they have fully defined the problem and examined all the possible alternative solutions.

Correct Answerverifiedpremature solutions

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

Correct AnswerverifiedAnalogical learning involves the direct comparison of different negotiation examples to identify and understand the underlying principles and structure of the negotiation.

Correct Answer
verified

__ _ occurs in integrative negotiation when one party is allowed to obtain his/her objectives and then "pays off" the other person for accommodating his/her interests.

Correct Answer
verified
Nonspecifi...
View Answer

Correct Answer
verified
(1)Avoid judging or evaluating...
View Answer

Correct Answer
verified

When people trust each other,they are more likely to share _ and to _ accurately their needs,positions,and the facts of the situation.

Correct Answer
verified
information,communicate

Correct Answer
verified

Correct Answer
verified
The disadvantage of brainstorm...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
(1)Narrow the range of solution options;...
View Answer

Correct Answer
verified

Correct Answer
verified
If the parties first debate their criter...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The parties can come to believe that the...
View Answer

Correct Answer
verified

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

Correct Answer
verified

The integrative negotiation process cannot work unless negotiators avoid until they have fully defined the problem and examined all the possible alternative solutions.

Correct Answer
verified
premature solutions

Correct Answer
verified
Analogical learning involves the direct comparison of different negotiation examples to identify and understand the underlying principles and structure of the negotiation.