Negotiation 8th Edition By Roy Lewicki – Test Bank

 

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Sample Test

Negotiation, 8e (Lewicki)

Chapter 3   Strategy and Tactics of Integrative Negotiation

 

1) One author lists the characteristics of integrative negotiation as great listening skills, personal character and integrity, personal maturity, and something called “________ mentality,” referred to as a “win-win” or creating value mentality.

 

Answer:  abundance

Topic:  Box 3.1: Characteristics of Integrative Negotiators

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

 

2) Those wishing to achieve integrative results find that they must manage the ________ and the ________ of the negotiation in order to gain the willing cooperation and commitment of the other party.

 

Answer:  context; process

Topic:  An Overview of the Integrative Negotiation Process

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

 

3) Effective ________ exchange promotes the development of good integrative solutions.

 

Answer:  information

Topic:  Creating a Free Flow of Information

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

 

4) Research shows that the failure to reach integrative agreements is often linked to the failure to exchange enough ________ to allow the parties to identify integrative options.

 

 

Answer:  information

Topic:  Creating a Free Flow of Information

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

 

5) Integrative negotiation requires a process fundamentally different than ________ bargaining, which approaches a problem in win-lose terms.

 

Answer:  distributive

Topic:  Searching for Solutions That Meet the Needs and Objectives of Both Sides

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

 

 

 

6) In integrative negotiation, ________ are measured by the degree to which they meet both negotiators’ goals.

 

Answer:  outcomes, results

Topic:  Searching for Solutions That Meet the Needs and Objectives of Both Sides

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

 

7) The first three steps of the integrative negotiation process are important for ________; value and the fourth step of the process involves ________ value.

 

Answer:  creating

Topic:  Key Steps in the Integrative Negotiation Process

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

8) One way to enhance the motivation and commitment to problem solving is when negotiators engage in commitments to each other before the negotiations begin; such commitments have been called presettlement ________.

 

Answer:  settlements, settlement

Topic:  The Motivation and Commitment to Work Together

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

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

 

Answer:  neutral

Topic:  Step 1: Identify and Define the Problem

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

10) In the problem definition step, parties should define the problem as a specific goal to be attained and specify what ________ must be overcome for the goal to be attained.

 

Answer:  obstacles, problems

Topic:  Step 1: Identify and Define the Problem

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

 

 

11) One way to enhance motivation and commitment to problem solving is negotiators can create a(n) ________ agreement that provides a framework for future discussions.

 

Answer:  umbrella

Topic:  The Motivation and Commitment to Work Together

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

12) Several types of interests may be at stake in a negotiation; for example, ________interests relate to how the negotiations unfold.

 

Answer:  process

Topic:  Step 2: Surface Interests and Needs

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

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.

 

Answer:  bridging

Topic:  Step 3: Generate Alternative Solutions

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

14) One way to generate alternatives is through nonspecific ________, which is nonspecific because it is not directly related to the substantive issues being discussed.

 

Answer:  compensation

Topic:  Step 3: Generate Alternative Solutions

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

15) The approach that individuals take toward ________ and negotiation is essential to understanding the differences between distributive bargaining and integrative negotiation

 

Answer:  conflict

Topic:  Why Integrative Negotiation Is Difficult to Achieve

Learning Objective:  03-04 Gain an understanding of why successful integrative negotiations are often difficult to achieve.

Accessibility:  Keyboard Navigation

 

 

 

16) Three types of goals—common, shared, and ________—may facilitate the development of integrative agreements.

 

Answer:  joint

Topic:  Some Common Objective or Goal

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

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

 

Answer:  logrolling

Topic:  Explore Different Ways to Logroll

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

18) The quality of integrative agreements is assessed along the same two dimensions as distributive agreements: objective ________; and subjective ________

 

Answer:  outcomes

Topic:  Assessing the Quality of the Agreement

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

19) Three tactics to elicit information from the other negotiator when they mistrust you is to share information and encourage reciprocity, negotiate multiple issues simultaneously, and make multiple ________ at the same time.

 

Answer:  offers

Topic:  Trust

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

20) A precondition for high-quality integrative negotiation is clear and accurate ________, using multiple channels and metaphors.

 

Answer:  communication

Topic:  Clear and Accurate Communication

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

 

 

21) One reason integrative negotiation is difficult to achieve is the mixed-________ nature of most bargaining situations, containing some elements that require distributive bargaining processes and others that require integrative negotiation.

 

Answer:  motive

Topic:  Key Steps in the Integrative Negotiation Process

Learning Objective:  03-04 Gain an understanding of why successful integrative negotiations are often difficult to achieve.

Accessibility:  Keyboard Navigation

 

22) Integrative negotiation is difficult to achieve at times because even if the parties have no history with each other, the expectation of a ________ opponent is sufficient to create defensiveness.

 

Answer:  competitive, strong

Topic:  The History of the Relationship between the Parties

Learning Objective:  03-04 Gain an understanding of why successful integrative negotiations are often difficult to achieve.

Accessibility:  Keyboard Navigation

 

23) One reason to understand both distributive bargaining and integrative negotiation is that both situations involve a claiming-________ portion, which may involve the use of distributive tactics.

 

Answer:  value

Topic:  Distributive Bargaining versus Integrative Negotiation

Learning Objective:  03-04 Gain an understanding of why successful integrative negotiations are often difficult to achieve.

Accessibility:  Keyboard Navigation

 

24) The primary reason negotiators do not pursue ________ agreements is that they fail to recognize such a situation exists and are primarily motivated to achieve outcomes that satisfy only their own needs.

 

Answer:  integrative

Topic:  Why Integrative Negotiation Is Difficult to Achieve

Learning Objective:  03-04 Gain an understanding of why successful integrative negotiations are often difficult to achieve.

Accessibility:  Keyboard Navigation

 

 

 

25) The statement “Nothing ventured, nothing gained” is a common metaphor in negotiations for the underlying message of ________.

 

Answer:  risk

Topic:  Box 3.6: Some Common Metaphors in Negotiations

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

26) In integrative negotiation, the goals of the parties are mutually exclusive.

 

Answer:  FALSE

Topic:  Strategy and Tactics of Integrative Negotiation

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

 

27) 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.

 

Answer:  TRUE

Topic:  Creating a Free Flow of Information

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

 

28) Integrative negotiation and distributive bargaining both require the same fundamental process.

 

Answer:  FALSE

Topic:  Searching for Solutions That Meet the Needs and Objectives of Both Sides

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

 

29) In a competitive interaction, a low level of concern for other’s objectives may cause negotiators to attempt to block the other from obtaining their objectives due to a strong desire to win or to defeat the opponent.

 

Answer:  TRUE

Topic:  Searching for Solutions That Meet the Needs and Objectives of Both Sides

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

 

 

 

30) The Pareto efficient frontier contains a point where there is no agreement that would make any party better off without decreasing the outcomes of any other party.

 

Answer:  TRUE

Topic:  Key Steps in the Integrative Negotiation Process

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

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

 

Answer:  FALSE

Topic:  Step 1: Identify and Define the Problem

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

32) 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.

 

Answer:  FALSE

Topic:  Step 1: Identify and Define the Problem

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

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

 

Answer:  TRUE

Topic:  Step 2: Surface Interests and Needs

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

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

 

Answer:  FALSE

Topic:  Step 2: Surface Interests and Needs

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

 

 

35) In logrolling, if the parties 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.

 

Answer:  TRUE

Topic:  Step 3: Generate Alternative Solutions

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

36) When inventing options, one technique is to “expand the pie” where both parties disclose sufficient information to discover their underlying needs and invent options to satisfy those needs.

 

Answer:  FALSE

Topic:  Step 3: Generate Alternative Solutions

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

37) When generating alternative solutions, superordination solutions occur when the differences in interest that gave rise to the conflict are superseded or replaced by other interests.

 

Answer:  TRUE

Topic:  Step 3: Generate Alternative Solutions

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

38) Groups are often better problem solvers than individuals because groups provide more perspectives and can invent a greater variety of ways to solve a problem.

 

Answer:  TRUE

Topic:  Step 3: Generate Alternative Solutions

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

39) When generating ideas during a brainstorming session, the best ideas are most likely to surface during the first part of the activity.

 

Answer:  FALSE

Topic:  Step 3: Generate Alternative Solutions

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

 

 

40) Electronic brainstorming may be especially useful for integrative negotiations that involve multiple parties or during preparation for integrative negotiations when there are disparate views within one’s team.

 

Answer:  TRUE

Topic:  Step 3: Generate Alternative Solutions

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

41) The fourth stage in the integrative negotiation process is to evaluate the alternatives generated during the previous phase and to select the best ones to implement.

 

Answer:  TRUE

Topic:  Step 4: Evaluate and Select Alternatives

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

42) Negotiators should agree to the criteria for evaluating potential integrative solutions early in the negotiation process.

 

Answer:  TRUE

Topic:  Step 4: Evaluate and Select Alternatives

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

43) Clear and accurate communication sometimes involves using metaphors during negotiation, which are defined as talking about one thing in terms of another.

 

Answer:  TRUE

Topic:  Clear and Accurate Communication

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

44) In assessing the quality of integrative agreements, objective outcomes should be assessed against the extent to which both parties’ interests and needs were met by the agreement.

 

Answer:  TRUE

Topic:  Assessing the Quality of the Agreement

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

 

 

45) A shared goal is one that both parties work toward but that benefits each party differently.

 

Answer:  TRUE

Topic:  Some Common Objective or Goal

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

46) The subjective value of the agreement is more important in distributive bargaining than integrative negotiations because of the long-term relationship between the parties.

 

Answer:  FALSE

Topic:  Assessing the Quality of the Agreement

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

47) When there are strong negative feelings or when one or more parties are inclined to dominate, negotiators may take on a more relaxed, informal communication process.

 

Answer:  FALSE

Topic:  Clear and Accurate Communication

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

48) Some negotiators use a purely distributive approach, and there is no evidence that integrative negotiating will be effective against a strong, consistent distributive bargainer.

 

Answer:  TRUE

Topic:  Distributive Bargaining versus Integrative Negotiation

Learning Objective:  03-04 Gain an understanding of why successful integrative negotiations are often difficult to achieve.

Accessibility:  Keyboard Navigation

 

49) Research suggests that a longer length of time between the negotiation and implementation of an agreement may contribute to the failure to successfully achieve integrative negotiation outcomes.

 

Answer:  FALSE

Topic:  Short Time Perspectives

Learning Objective:  03-04 Gain an understanding of why successful integrative negotiations are often difficult to achieve.

Accessibility:  Keyboard Navigation

 

 

 

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

 

Answer:  TRUE

Topic:  The Mixed-Motive Nature of Most Negotiating Situations

Learning Objective:  03-04 Gain an understanding of why successful integrative negotiations are often difficult to achieve.

Accessibility:  Keyboard Navigation

 

51) Which of the following is not a characteristic of a successful integrative negotiator?

1.   A) honesty and integrity

2.   B) mutually exclusive goals

3.   C) an abundance mentality

4.   D) great listening skills

 

Answer:  B

Topic:  Box 3.1: Characteristics of Integrative Negotiators

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

 

52) To achieve integrative results, negotiators must manage both the context and the process of the negotiation.  Which of the following is not part of managing the context of the negotiation?

1.   A) attempting to understand the other negotiator’s real needs and objectives

2.   B) creating a free flow of information

3.   C) emphasizing the differences between the parties

4.   D) searching for solutions that meet the goals and objectives of both parties

 

Answer:  C

Topic:  An Overview of the Integrative Negotiation Process

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

 

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

1.   A) identifying and defining the problem

2.   B) understanding the problem and bringing interests and needs to the surface

3.   C) generating alternative solutions to the problem

4.   D) creating a free flow of information

 

Answer:  D

Topic:  Key Steps in the Integrative Negotiation Process

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

 

 

54) In the integrative negotiation process, when creating and claiming value, the goal is to push the potential negotiation solutions to the Pareto efficient frontier.  Which of the following describes the Pareto efficient frontier?

1.   A) the point where the negotiations are entering new areas not previously discussed

2.   B) the point where there is no agreement that would make any party better off without decreasing the outcomes to any other party

3.   C) the point where one party is clearly winning the negotiations

4.   D) the point where the negotiations are entering the closing offer stage

 

Answer:  B

Topic:  Key Steps in the Integrative Negotiation Process

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

55) Which of the following is not one of the considerations negotiators should remember when identifying and defining the problem during step one of the integrative negotiation process?

1.   A) push problem solutions to the Pareto efficient frontier

2.   B) depersonalize the problem

3.   C) state the problem as a goal and identify obstacles to attaining this goal

4.   D) define the problem in a way mutually acceptable to both sides

 

Answer:  A

Topic:  Step 1: Identify and Define the Problem

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

56) Substantive interests

1.   A) are the interests that relate to the focal issues under negotiation.

2.   B) are related to the way we settle the dispute.

3.   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.

4.   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.

 

Answer:  A

Topic:  Step 2: Surface Interests and Needs

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

 

 

57) Which of the following statements about interests is true?

1.   A) There is only one type of interest in a dispute.

2.   B) Parties are always in agreement about the type of interests at stake.

3.   C) Interests are often based in more deeply rooted human needs or values.

4.   D) Interests do not change during the course of an integrative negotiation.

 

Answer:  C

Topic:  Step 2: Surface Interests and Needs

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

58) Which of the following techniques is commonly used when generating alternative solutions to the problem as given?

1.   A) electronic brainstorming

2.   B) expanding the pie

3.   C) bridging

4.   D) logrolling

 

Answer:  A

Topic:  Step 3: Generate Alternative Solutions

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

59) In nonspecific compensation

1.   A) resources are added in such a way that both sides can achieve their objectives.

2.   B) one party achieves his/her objectives and the other’s costs are minimized if he/she agrees to go along.

3.   C) the parties are able to invent new options that meet each sides’ needs.

4.   D) one person is allowed to obtain his/her objectives and “pay off” the other person for accommodating his interests.

 

Answer:  D

Topic:  Step 3: Generate Alternative Solutions

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

60) To achieve integrative results, negotiators must manage both the context and the process of the negotiation.  Which of the following is not part of managing the process of the negotiation?

1.   A) search for solutions that meet the goals and objectives of both parties

2.   B) identify and define the problem

3.   C) uncover interests and needs

4.   D) evaluate selected alternatives

 

Answer:  A

Topic:  An Overview of the Integrative Negotiation Process

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

 

61) Which of the following is not a recommended way to generate alternative solutions when redefining the problem?

1.   A) expanding the pie

2.   B) logrolling

3.   C) nonspecific compensation

4.   D) brainstorming

 

Answer:  D

Topic:  Step 3: Generate Alternative Solutions

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

62) Which of the following statements is true of assessing the quality of integrative agreements?

1.   A) The subjective value of the agreement is more important in distributive bargaining than in integrative negotiation.

2.   B) The quality of agreements is assessed along the two dimensions of subjective outcomes and objective value.

3.   C) The quality of integrative agreements is assessed along the same two dimensions as distributive agreements.

4.   D) The objective value is important to maintain long-term relationships.

 

Answer:  C

Topic:  Assessing the Quality of the Agreement

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

63) What approach can parties use to generate alternative solutions by redefining the problem or problem set?

1.   A) brainstorming

2.   B) electronic brainstorming

3.   C) surveys

4.   D) nonspecific compensation

 

Answer:  D

Topic:  Step 3: Generate Alternative Solutions

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

 

 

64) Which of the following is a tactic to communicate firm flexibility?

1.   A) demand a particular position or solution

2.   B) eliminate opportunities to communicate

3.   C) use competitive tactics to establish and defend basic interests

4.   D) have your own interests at stake

 

Answer:  C

Topic:  Box 3.3: Tactics to Communicate Firm Flexibility

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

65) When confronted with complex problems, or a large number of alternative options, which of the following steps is necessary?

1.   A) broaden the range of solution options

2.   B) evaluate solutions on the basis of quality, standards, and acceptability

3.   C) decide on criteria while evaluating options

4.   D) use a large group of people to evaluate complex options

 

Answer:  B

Topic:  Step 4: Evaluate and Select Alternatives

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

66) When evaluating and selecting alternatives, negotiators may explore different ways to logroll, which could include all of the following except

1.   A) explore differences in expectations.

2.   B) explore differences in time preferences.

3.   C) explore differences in risk preference.

4.   D) explore ways to define the problem.

 

Answer:  D

Topic:  Step 4: Evaluate and Select Alternatives

Learning Objective:  03-02 Explore the strategy and tactics of integrative negotiation.

Accessibility:  Keyboard Navigation

 

67) A shared goal is one in which

1.   A) all parties share the result equally

2.   B) the parties work toward a common end but benefit differently

3.   C) all parties work together to achieve some output that will be shared

4.   D) individuals with different personal goals agree to combine them in a collective effort.

 

Answer:  B

Topic:  Some Common Objective or Goal

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

68) A joint goal is one in which

1.   A) all parties share the result equally.

2.   B) the parties work toward a common end but benefit differently.

3.   C) individuals with different personal goals agree to combine them in a collective effort.

4.   D) all parties work together to achieve some output that will be shared.

 

Answer:  C

Topic:  Some Common Objective or Goal

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

69) Which of the following is not one of the seven factors that facilitate successful integrative negotiation?

1.   A) control

2.   B) a common goal

3.   C) trust

4.   D) clear, accurate communication

 

Answer:  A

Topic:  Factors That Facilitate Successful Integrative Negotiation

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

70) Which of the following is a major characteristic of a presettlement settlement?

1.   A) The settlement results in a firm, legally binding written agreement between the parties.

2.   B) It occurs in advance of the parties undertaking a full-scale negotiation.

3.   C) All of these are characteristics of a presettlement settlement.

4.   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.

 

Answer:  C

Topic:  The Motivation and Commitment to Work Together

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

 

 

71) Which of the following is not a tactic to use when the other negotiator mistrusts you?

1.   A) negotiate multiple issues simultaneously

2.   B) offer a presettlement settlement

3.   C) share information and encourage reciprocity

4.   D) make multiple offers at the same time

 

Answer:  B

Topic:  Trust

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

72) Which of the following is not a true statement of umbrella agreements?

1.   A) Umbrella agreements can be used when all the issues have yet to be identified but the parties know they wish to work together.

2.   B) Umbrella agreements allow flexibility when the negotiating relationship between the parties is evolving.

3.   C) Umbrella agreements provide flexibility for creating value when the future gains are known at the time of negotiation.

4.   D) Umbrella agreements provide flexibility for claiming value when the future gains are not known at the time of negotiation.

 

Answer:  C

Topic:  The Motivation and Commitment to Work Together

Learning Objective:  03-03 Consider the key factors that facilitate successful integrative negotiation.

Accessibility:  Keyboard Navigation

 

73) Which of the following statements is not true when comparing distributive bargaining with integrative negotiation?

1.   A) Some negotiators use a purely distributive approach.

2.   B) Distributive tactics are often used during the claiming-value portion of the integrative negotiation process.

3.   C) Knowledge of the distributive bargaining process makes it more likely you will spot a dishonest negotiator.

4.   D) There is good evidence that integrative negotiating is effective against a strong, consistent distributive bargainer.

 

Answer:  D

Topic:  Distributive Bargaining versus Integrative Negotiation

Learning Objective:  03-04 Gain an understanding of why successful integrative negotiations are often difficult to achieve.

Accessibility:  Keyboard Navigation

 

 

 

74) Which of the following statements is true when comparing distributive bargaining with integrative negotiation?

1.   A) A negotiator’s tone during integrative negotiation is to be hard on the problems but soft on the people.

2.   B) Distributive bargainers focus energy on creating ideal solutions, not cultivating BATNAs.

3.   C) The bargaining stance of an integrative negotiator is a strong opening offer and few concessions.

4.   D) Distributive bargaining is most appropriate for ongoing relationships.

 

Answer:  A

Topic:  Table 3.3: Comparing Distributive Bargaining and Integrative Negotiation

Learning Objective:  03-04 Gain an understanding of why successful integrative negotiations are often difficult to achieve.

Accessibility:  Keyboard Navigation

 

75) Which of the following is not one of the factors listed in the text for why integrative negotiation is difficult to achieve?

1.   A) the history of the relationship between the parties

2.   B) the mixed-motive nature of most bargaining situations

3.   C) the belief an issue can only be resolved distributively

4.   D) longtime perspectives

 

Answer:  D

Topic:  Why Integrative Negotiation Is Difficult to Achieve

Learning Objective:  03-04 Gain an understanding of why successful integrative negotiations are often difficult to achieve.

Accessibility:  Keyboard Navigation