Deck 3: Strategy and Tactics of Integrative Negotiation

Question 1

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

Answer 1

False

Question 2

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.

Answer 2

True

Question 3

If negotiators approach the problem and their "opponent" in win-lose terms-integrative negotiation cannot occur.

Answer 3

True

Question 4

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

Question 5

If the negotiation is likely to recur over time this is a sign that the situation calls for an integrative approach.

Question 6

Every time you find yourself in an integrative situation, one of your goals should be to create a deal that falls on the Pareto efficient frontier.

Question 7

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 8

Negotiators should be firm and inflexible.

Question 9

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

A) Exchanging information about each party's position on key issues
B) Moderating the free flow of information to ensure that each party's position is accurately stated
C) Emphasizing the commonalties between the parties
D) Searching for solutions that maximize the substantive outcome for both parties

Question 10

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 11

Which of the following factors, or clues, usually indicate that an integrative approach is called for?

A) It is not possible to add more issues to the mix.
B) The negotiation includes a single issue.
C) The negotiation is unlikely to ever occur again.
D) The parties have varying preferences across the issues.

Question 12

Research shows that the failure to reach integrative agreements is often linked to the excessive exchange of information.

Question 13

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

Question 14

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

Question 15

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 16

Effective information exchange stunts the development of good integrative solutions.

Question 17

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

A) An attempt to address positions
B) A focus on commonalities
C) A required exchange of information and ideas
D) The use of objective criteria for standards of performance

Question 18

Value that is created should not be claimed.

Question 19

For a situation to be integrative, the negotiation must include more than one issue.

Question 20

The tension between value creating and value claiming is sometimes called the negotiator's dilemma.

Question 21

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

Question 22

An interest is considered instrumental and intrinsic if:

A) the relationship is valued for both its existence and for the pleasure that sustaining the relationship creates.
B) the parties value it because it helps them derive other outcomes in the future.
C) it relates to "tangible issues" or the focal issues under negotiation.
D) the parties value the interest in and of itself.

Question 23

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 24

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 25

The tension between value creating and value claiming is sometimes called:

A) the negotiator's dilemma
B) the conspirator's dilemma
C) Parteo's dilemma
D) the prisoner's dilemma

Question 26

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

Question 27

"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 28

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

Question 29

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 30

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

Question 31

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 32

relationship interests exist when the parties value the relationship both for its existence and for the pleasure or fulfillment that sustaining it creates.

A) Instrumental
B) Process
C) Substantive
D) Intrinsic

Question 33

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 34

All of the following are considered important steps in the integrative negotiation process, except:

A) refusing to negotiate as a group
B) Identifying and defining the problem
C) Understanding the problem and bringing interests and needs to the surface
D) Generating alternative solutions to the problem

Question 35

Logrolling is the process of exchanging low-priority issues for issues of higher priority.

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

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 38

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

Question 39

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 40

Solutions that are not strongly advocated by at least one negotiator should remain in contention, as they may be feasible later on.

Question 41

Which guideline should be used in evaluating options and reaching a consensus?

A) keep the range of solution options as wide as possible
B) be alert to the influence of intangibles in selecting options
C) evaluate the solutions on the basis of speed and expediency
D) keep detailed records throughout the discussion and evaluation process

Question 42

"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) Nonspecific compensation
C) Bridging
D) Logrolling

Question 43

A common goal is one that both parties work toward but that benefits each party differently.

Question 44

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.

Question 45

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.

Question 46

Sam and Sally are negotiating the terms of an employment contract. Sam asks Sally why medical benefits are so important to her. Sally gets defensive when asked this question. At this point, Sam should explain to Sally that his intent is to search for possible underlying interests that might facilitate a collaborative settlement rather than to challenge a perspective.

Question 47

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

Question 48

Which of the following questions can be asked to facilitate nonspecific compensation?

A) What are the other party's goals and values?
B) What risks and costs does my proposal create for the other?
C) What issues are of higher and lower priority to me?
D) How can both parties get what they are demanding?

Question 49

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

A) Logrolling
B) Nonspecific compensation
C) Brainstorming
D) A bridge solution

Question 50

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

A) Decide on criteria while evaluating options
B) Broaden the range of solution options
C) Maintain a focus on the influence of tangibles in selecting options
D) Evaluate solutions on the basis of quality and acceptability

Question 51

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

Question 52

Groups of twenty to thirty people, composed of representatives from each faction, side, or subgroup, will be able to work more effectively than a group of six to eight people.

Question 53

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

Question 54

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) 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.
D) mean that one or both parties value their relationship with each other and do not want to take actions that will damage the relationship.

Question 55

Successful logrolling requires:

A) no additional information about the other party than his/her interests, and assumes that simply enlarging the resources will solve the problem.
B) 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.
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) 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.

Question 56

relationship interests exist when the parties derive substantive benefits from the relationship and do not want to endanger future benefits by souring it.

A) Intrinsic
B) Substantive
C) Instrumental
D) Process

Question 57

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

Question 58

In nonspecific compensation:

A) one party achieves his/her objectives and the other's costs are minimized if he/she agrees to go along.
B) resources are added in such a way that both sides can achieve their objectives.
C) one person is allowed to obtain his/her objectives and "pay off" the other person for accommodating his interests.
D) the parties are able to invent new options that meet each side's needs.

Question 59

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 60

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 61

Identify and define the four types of interests.

Question 62

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

A) positional bargaining
B) committing to a joint solution
C) communicating accurately
D) promoting collaboration

Question 63

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

Question 64

A joint goal is one in which:

A) individuals with different personal goals agree to combine them in a collective effort.
B) all parties work together to achieve some output that will be shared.
C) all parties share the result equally.
D) the parties work toward a common end but benefit differently.

Question 65

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 66

All of the following factors contribute to the development of trust between negotiators, except:

A) We often mistrust people who are dependent upon us because we are in a position to help or hurt them.
B) We are more likely to trust negotiators who make concessions.
C) We are more likely to trust someone we perceive as similar to us or as holding a positive attitude toward us.
D) We are more likely to trust people who initiate co-operative, trusting behaviour.

Question 67

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 68

Define "bridging" or bridge solutions.

Question 69

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

Question 70

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

Question 71

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 72

A common goal is one in which:

A) individuals with different personal goals agree to combine them in a collective effort.
B) all parties work together to achieve some output that will be shared
C) the parties work toward a common end but benefit differently
D) all parties share the result equally

Question 73

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 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).
C) The parties must be committed to a goal that benefits both of them rather than to pursuing only their own ends.
D) Needs have to be made explicit, similarities have to be identified, and differences have to be recognized and accepted.

Question 74

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

Question 75

What two approaches can be used to generate alternative solutions?

Question 76

Summarize the four factors, or clues, that usually indicate that an integrative approach is called for.

Question 77

Define "nonspecific compensation."

Question 78

Define interests.

Question 79

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

Question 80

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