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Exam 3: Strategy and Tactics of Integrative Negotiation

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Question 21

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

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) A) and B)
G) A) and C)

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Question 22

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

A) True
B) False

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Question 23

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Why should criteria be decided in advance of evaluating options?

Why might it be beneficial for parties in an integrative negotiation to know and share BATNAs?

Which of the following 5-step processes has been used successfully in a collective bargaining situation?

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

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.

Substantive interests

Most situations are mixed-motive negotiations,containing some elements that require distributive bargaining processes,and others that require integrative negotiation.

Integrative negotiation requires negotiators to accept both their own and the other's attitudes,interests and desires as ____________.

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

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

Identify and define the four types of interests.

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.

The strategy of ____________ is effective not only in inventing options,but also as a mechanism to combine options into negotiated packages.

_________ interests are related to how the negotiations unfold.

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

In their search for solutions that meet the objectives and needs of both sides,negotiators must be firm but flexible about what?

What are the preconditions necessary for the integrative negotiation process?

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.