Deck 3: Strategy and Tactics of Integrative Negotiation

Question 1

Integrative negotiation solutions should be judged on two major criteria: how good they are and how acceptable they will be to those who have to implement them.

Answer 1

True

Question 2

Value that is created should not be claimed.

Answer 2

False

Question 3

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

Answer 3

True

Question 4

The strategy of logrolling is effective not only in inventing options but also as a mechanism to separate options into different negotiated packages.

Question 5

In an integrative negotiation, negotiators must be flexible about their interests and needs, but firm about the manner in which these interests and needs are met through solutions.

Question 6

Successful integrative negotiation requires that the negotiators search for solutions that meet the needs and objectives of all sides.

Question 7

Process interests are related to the way a dispute is started.

Question 8

A shared goal is one in which the parties work toward a common end but benefit differently.

Question 9

Nonspecific compensation 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.

Question 10

Although the conflict may appear initially to be win-lose to the parties, discussion and mutual exploration will usually suggest win-win alternatives.

Question 11

The Pareto Efficient Frontier contains a point where there is no agreement that would make any party better off without making the second party worse off.

Question 12

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

Question 13

Those wishing to achieve integrative results find that they must manage the context and process of the negotiation in order to gain the willing co-operation and commitment of the other party.

Question 14

When there are strong positive feelings or when one or more parties are inclined to cooperate, negotiators may create formal, structured procedures for communication.

Question 15

Even co-operatively motivated negotiators had less trust, exchanged less information about preferences and priorities, and achieved agreements of lower joint profit when they could punish the other party than when they did not have this capability.

Question 16

In integrative negotiation, outcomes are measured by the degree to which they meet both negotiators' goals.

Question 17

Effective information exchange stunts the development of good integrative solutions.

Question 18

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

Question 19

Interests are the underlying concerns, needs, or fears that motivate a negotiator to take a particular position.

Question 20

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.

Question 21

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.

Question 22

The Pareto efficient frontier is simply creating maximum value then claiming maximum value.

Question 23

Interests are the underlying concerns and needs that frustrate a negotiator into a particular position.

Question 24

Solutions that are not strongly advocated by at least one negotiator should never be eliminated.

Question 25

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.

Question 26

For successful integrative negotiation to occur, each party should be as interested in the objectives and problems of the other side as each is in his own.

Question 27

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

Question 28

Negotiators should be firm and inflexible.

Question 29

It's not important for negotiators to signal to the other side on which positions they are firm or flexible.

Question 30

Focusing on interests can be harmful to a group of negotiators whose consensus on a particular issue is built around a unified position rather than a more generalized set of interests.

Question 31

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.

Question 32

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

Question 33

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

Question 34

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.

Question 35

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.

Question 36

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.

Question 37

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

Question 38

"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.

Question 39

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

Question 40

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.

Question 41

An interest is instrumental and intrinsic 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 answers are correct

Question 42

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 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 answers are correct

Question 43

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 answers are correct

Question 44

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 co-operative, trusting behaviour.
D) We are more likely to trust negotiators who make concessions.
E) All of the above contribute to the development of trust between negotiators.

Question 45

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) All of the answers are correct

Question 46

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 answers are correct

Question 47

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 these answers are correct

Question 48

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 answers are correct

Question 49

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) evaluating and selecting a specific solution
E) All of the answers are correct

Question 50

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 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 answers are correct

Question 51

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) All of the answers are correct

Question 52

Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.

Question 53

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 answers are correct

Question 54

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 answers are correct

Question 55

Which of the following is not an element of integrative negotiations?

A) a focus on commonalities
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 answers are correct

Question 56

Although there is no guarantee that trust will lead to collaboration, there is plenty of evidence to suggest that mistrust inhibits collaboration.

Question 57

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

Question 58

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 answers are correct

Question 59

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 side's 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 answers are correct

Question 60

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 these answers are correct

Question 61

What are the preconditions necessary for the integrative negotiation process?

Question 62

What are the four major steps in the integrative negotiation process?

Question 63

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

Question 64

When formal channels of communication break down, negotiators are permitted to finding alternatives and can use which of the following?

A) conversations over coffee breaks
B) separate meetings between chief negotiators outside of the formal sessions
C) off-the-record contacts between key subordinates
D) all of the answers are correct
E) none of the answers are correct

Question 65

Name the four factors or clues that indicate that an integrative approach is called for.

Question 66

What are the potential pitfalls of voting on final agreements or packages?

Question 67

Define interests.

Question 68

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

A) promoting collaboration
B) communicating accurately
C) positional bargaining
D) committing to a joint solution
E) none of the answers are correct

Question 69

What two approaches can be used to generate alternative solutions?

Question 70

Define logrolling.

Question 71

What is the benefit of bringing different interests to the surface?

Question 72

Define "bridging" or bridge solutions.

Question 73

What elements must a negotiation contain to be characterized as "integrative?"

Question 74

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

Question 75

How can personal preferences get in the way of integrative negotiations?

Question 76

Why should criteria be decided in advance of evaluating options?

Question 77

Identify and define the four types of interests.

Question 78

What approaches to logrolling can be particularly helpful in the "evaluation and selection of alternatives" phase of integrative negotiation?

Question 79

How can motivation and commitment to problem solving be enhanced?

Question 80

Define "nonspecific compensation."