Accounting
Anthropology
Archaeology
Art History
Banking
Biology & Life Science
Business
Business Communication
Business Development
Business Ethics
Business Law
Chemistry
Communication
Computer Science
Counseling
Criminal Law
Curriculum & Instruction
Design
Earth Science
Economic
Education
Engineering
Finance
History & Theory
Humanities
Human Resource
International Business
Investments & Securities
Journalism
Law
Management
Marketing
Medicine
Medicine & Health Science
Nursing
Philosophy
Physic
Psychology
Real Estate
Science
Social Science
Sociology
Special Education
Speech
Visual Arts
Business Development
Q:
(p.109)When the other side raises an unexpected issue the negotiator is completely unprepared to discuss, the experienced negotiator may ask for a ____________ to get information and prepare themselves on the new issue.
Q:
(p.107)In a ____________ negotiation, the other party may be less likely to disclose information, and/or may misrepresent their limits and alternatives.
Q:
(p.103)A "field analysis" is one way to assess all the key parties in a __________.
Q:
(p.102)____________ ____________ often requires considering how to package several issues and objectives.
Q:
(p.101)____________ are other agreements negotiators could achieve and still meet their needs.
Q:
(p.100)A ____________ ____________ is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.
Q:
(p.100)____________ are the points where you decide that you should stop the negotiation rather than continue, because any settlement beyond this point is not minimally acceptable.
Q:
(p.99)____________ issues are often difficult to discuss and rank-order.
Q:
(p.98)Multiple-issue negotiations lend themselves more to ____________ negotiations.
Q:
(p.97)The dominant force for success in negotiation is in the ____________ that takes place prior to the dialogue.
Q:
(p.96)____________ is the process by which each party states their "opening offer."
Q:
(p.96)According to Greenhalgh's stage model of negotiation, ____________ is extremely critical to satisfactorily moving the other stages forward.
Q:
(p.96)Negotiation, like communication in problem-solving groups, proceeds through distinct ____________ or __________.
Q:
(p.94)____________ strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.
Q:
(p.94)____________ strategies tend to create "we-they" or "superiority-inferiority" patterns, which often lead to distortions in judgment regarding the other side's contributions and efforts, and to distortions in perceptions of the other side's values, needs and positions.
Q:
(p.93)The decision to negotiate is closely related to the desirability of ____________ __________.
Q:
(p.92)A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the ____________ outcomes at stake in this negotiation, and how much concern does the negotiator have for the current and future quality of the ____________ with the other party?
Q:
(p.91)Tactics are subordinate to strategy; they are structured, directed and driven by ____________ considerations.
Q:
(p.90)Effective goals must be __________, __________, and __________.
Q:
(p.89)Without effective planning and target setting, results occur more by ____________ than by negotiator effort.
Q:
(p.71)What is the benefit of bringing different interests to the surface?
Q:
(p.70, 71)Identify and define the four types of interests.
Q:
(p.69)Define interests.
Q:
(p.68)How can personal preferences get in the way of integrative negotiations?
Q:
(p.68)How should the problem statement be constructed?
Q:
(p.66)What are the four major steps in the integrative negotiation process?
Q:
(p.65)In their search for solutions that meet the objectives and needs of both sides, negotiators must be firm but flexible about what?
Q:
(p.64)Why might it be beneficial for parties in an integrative negotiation to know and share BATNAs?
Q:
(p.62, 63)What elements must a negotiation contain to be characterized as "integrative?"
Q:
(p.85)When people do not trust each other they are more than likely to engage in which of the following behaviors?
A.Promoting collaboration
B.Communicating accurately
C.Positional bargaining
D.Committing to a joint solution
E.None of the above
Q:
(p.85)Which of the following factors does not contribute to the development of trust between negotiators?
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.
Q:
(p.84)Which of the following is a major characteristic of a pre-settlement settlement?
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.
Q:
(p.84)Which of the following is not necessary for integrative negotiation to succeed?
A.Each party should be as interested in the objectives and problems of the other as each is in his/her owneach 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.
Q:
(p.83)A joint goal is one in which
A.all parties share the result equally.
B.the parties work toward a common end but benefit differently.
C.individuals with different personal goals agree to combine them in a collective effort.
D.all parties work together to achieve some output that will be shared.
E.All of the above are characteristics of a common goal.
Q:
(p.82)A common goal is one in which
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.
Q:
(p.80)Which guideline should be used in evaluating options and reaching a consensus?
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.
Q:
(p.78 - 81)When confronted with complex problems, or a large number of alternative options, which of the following steps is necessary?
A.Broaden the range of solution options
B.Evaluate solutions on the basis of quality, standards, and acceptability
C.Decide on criteria while evaluating options
D.Maintain a focus on the influence of tangibles in selecting options
E.All of the above steps should be used when confronted with complex problems.
Q:
(p.78)When identifying options in an integrative negotiation, solutions are usually attained through:
A.hard work
B.information exchange
C.focusing on interests rather than positions
D.firm flexibility
E.Solutions are attained by using all of the above.
Q:
(p.76, 77)In brainstorming
A.individuals work in a large group to select a single optimal solution.
B.all solutions are judged and critiqued as they are recorded, and a weighted-average percentage is assigned to each solution.
C.parties are urged to be spontaneous and even impractical.
D.the success of the approach depends on the item-by-item evaluation and critique of the solutions as presented.
E.None of the above is a part of the brainstorming process.
Q:
(p.77)"What are the other's real underlying interests and needs?" is a question that can facilitate the _____________ process.
A.expanding the pie
B.logrolling
C.nonspecific compensation
D.bridging
E.The question should not be used with any of the above processes.
Q:
(p.77)What questions can be asked to facilitate nonspecific compensation?
A.What are the other party's goals and values?
B.How can both parties get what they are demanding?
C.What issues are of higher and lower priority to me?
D.What risks and costs does my proposal create for the other?
E.None of the above can be used to facilitate nonspecific compensation.
Q:
(p.76)In nonspecific compensation
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 sides' 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 above are related to nonspecific compensation.
Q:
(p.76)What approach can parties use to generate alternative solutions by redefining the problem or problem set?
A.Brainstorming
B.Logrolling
C.Surveys
D.Nonspecific compensation
E.None of the above approaches can be used to redefine the problem.
Q:
(p.74)Successful logrolling requires
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.
Q:
(p.71)Which of the following statements about interests is true?
A.There is only one type of interest in a dispute.
B.Parties are always in agreement about the type of interests at stake.
C.Interests are often based in more deeply rooted human needs or values.
D.Interests do not change during the course of an integrative negotiation.
E.All of the above statements about interests are true.
Q:
(p.70)Substantive interests
A.are the interests that relate to the focal issues under negotiation.
B.are related to the way we settle the dispute.
C.mean that one or both parties value their relationship with each other and do not want to take actions that will damage the relationship.
D.regard what is fair, what is right, what is acceptable, what is ethical, or what has been done in the past and should be done in the future.
E.All of the above relate to substantive interests.
Q:
(p.70)An interest is instrumental if
A.the parties value it because it helps them derive other outcomes in the future.
B.the parties value the interest in and of itself.
C.it relates to "tangible issues" or the focal issues under negotiation.
D.the relationship is valued for both its existence and for the pleasure that sustaining the relationship creates.
E.All of the above relate to instrumental interests.
Q:
(p.67 - 69)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?
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.
Q:
(p.66)Which of the following is a major step in the integrative negotiation process?
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.Choosing a specific solution
E.All of the above are major steps in the integrative negotiation process.
Q:
(p.63)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.
Q:
(p.62, 63)Which of the following is not an element of integrative negotiations?
A.A focus on commonalties
B.An attempt to address positions
C.A required exchange of information and ideas
D.The use of objective criteria for standards of performance
E.All of the above are elements of integrative negotiations.
Q:
(p.85)Although there is no guarantee that trust will lead to collaboration, there is plenty of evidence to suggest that mistrust inhibits collaboration.
Q:
(p.84)For successful integrative negotiation to succeed, each party should be as interested in the objectives and problems of the other side as each is in his own.
Q:
(p.83)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.
Q:
(p.82)A common goal is one in which all parties share the result equally.
Q:
(p.80)Intangibles can lead the negotiator to fight harder to attain a particular solution option if that option satisfies both tangibles and intangibles.
Q:
(p.79)In integrative negotiation, decisions must be finalized in each step of the negotiation process.
Q:
(p.79)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.
Q:
(p.78)Focusing on interests allows parties to move beyond opening positions and demands to determine what the parties really wantwhat needs truly must be satisfied.
Q:
(p.76, 77)In brainstorming, participants are urged to be spontaneous, even impractical, and to censor anyone's ideas (including their own).
Q:
(p.76)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.
Q:
(p.75)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.
Q:
(p.75)"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.
Q:
(p.74)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.
Q:
(p.70)Intrinsic relationship interests exist when the parties derive positive benefits from the relationship and do not wish to endanger future benefits by souring it.
Q:
(p.70)If both parties understand the motivating factors for the other, they may recognize possible compatibilities in interests that permit them to invent positions which both will endorse as an acceptable settlement.
Q:
(p.69)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.
Q:
(p.68)An integrative negotiation problem should be defined as a solution process rather than as a specific goal to be attained.
Q:
(p.68)For positive problem solving to occur, both parties must be committed to stating the problem in neutral terms.
Q:
(p.67)Parties should enter the integrative negotiation process with few preconceptions about the solution.
Q:
(p.64)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.
Q:
(p.64)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.
Q:
(p.62)In integrative negotiation, the goals of the parties are mutually exclusive.
Q:
(p.86)When there are strong negative feelings or when one or more parties are inclined to dominate, negotiators may create __________, ____________ procedures for communication.
Q:
(p.85)When people trust each other, they are more likely to share _____________ and to _____________ accurately their needs, positions, and the facts of the situation.
Q:
(p.85)People who are interdependent but do not trust each other will act ____________ or __________.
Q:
(p.84)For integrative negotiation to succeed, the parties must be motivated to ____________ rather than to compete.
Q:
(p.83)Integrative negotiation requires negotiators to accept both their own and the other's attitudes, interests and desires as __________.
Q:
(p.83)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.
Q:
(p.82)A ____________ goal is one in which both parties work toward a common end but one that benefits each party differently.