Deck 4: Integrative Bargaining: A Strategy for Creating Value

Question 1

Integrative negotiation __________ form of negotiation.

A)Win-lose.
B)Win-win.
C)Lose-win.
D)Lose-lose.

Answer 1

B

Question 2

Instrumental interests refer to:

A)When you value or need something in and of itself.
B)When you value or need something because it will help you in the future.
C)Means to an end.
D)Something that you do not value but that will help you win.

Answer 2

B

Question 3

Separating the person from the problem is an example of an integrative negotia________.

A)Strategy.
B)Principle.
C)Tactic.
D)Option.

Answer 3

C

Question 4

Using objective criteria is most effective when each party searches for its own criteria as opposed to searching for objective criteria together.

Question 5

When brainstorming,negotiators should not:

A)Separate the inventing and evaluation functions.
B)Use triggers to move the brainstorming forward.
C)Engage in divergent thinking.
D)Search for the single best answer.

Question 6

Defining the situation,identifying interests,and building rapport:

A)Take on more importance in integrative negotiation than in distributive negotiation.
B)Take on less importance in integrative negotiation than in distributive negotiation.
C)Have equal importance in both integrative and distributive negotiation.
D)Are factors to consider when choosing which strategy to use.

Question 7

To separate the person from the problem:

A)Consider relationships,principles and values.
B)Avoid negotiating one issue at a time.
C)Consider the roles of emotions,perceptions and communication.
D)Use bridging solutions.

Question 8

It is inappropriate to be aggressive when negotiating integratively.

Question 9

When negotiating integratively,the focus is on:

A)Interests.
B)Positions
C)Winning.
D)Building rapport.

Question 10

Integrative negotiation begins with:

A)Slicing a fixed pie equally.
B)Investigating how to expand the pie.
C)Planning how to take the entire pie.
D)Planning how to maximize your slice of the pie.

Question 11

Which one of the following is not appropriate when negotiating integratively?

A)Aggressiveness.
B)Nonspecific accommodation.
C)Being soft on people.
D)Compromise

Question 12

You are meeting your manager to discuss getting a raise.To support the amount of the new salary that you will ask for,you show your manager the salary range for someone in your job,based on a salary survey conducted by a reputable human resources consulting firm.You explain that your job responsibilities match those of others whose salary falls in the top quarter of the range.This is an example of:

A)Focusing on extrinsic interests.
B)Focusing on intrinsic interests.
C)Brainstorming.
D)Using objective criteria to evaluate options.

Question 13

Focusing on interests during the negotiation:

A)Expands the number and type of solutions that will help both sides.
B)Narrows the number and type of solutions that will help both sides.
C)Promotes egocentrism.
D)Inhibits creativity in finding solutions.

Question 14

The solution process in which parties maximize joint gain by finding trades that capitalize on their differences is called:

A)A bridging solution.
B)Nonspecific compensation.
C)Logrolling.
D)Cutting the costs for compliance.

Question 15

Which of the following pertains to the tangible issues that are being negotiated?

A)Relationship interests.
B)Process interests.
C)Principle interests.
D)Substantive interests.

Question 16

Fears,concerns and unmet needs refer to a negotiator's:

A)Issues.
B)Interests.
C)Principles.
D)Positions.

Question 17

Asking open-ended,probing questions,asking for clarification regarding what the other party said,and not blaming the other party when a problem arises are all examples of:

A)Tools to help gain a shared understanding between the negotiating parties.
B)Ways to change the other party's perceptions.
C)Managing negative emotions.
D)Distributive negotiation tactics.

Question 18

To negotiate optimally,each party's interests should be kept secret from the other party.

Question 19

Once trust is broken it cannot be restored into a negotiation relationship.

Question 20

The best approach when discussing issues is to focus on one issue at a time.

Question 21

Trust is important to successful integrative negotiation.

Question 22

Negotiators who make multiple equivalent offers have more difficulty finding integrative solutions.

Question 23

Explain why showing negative emotions during integrative negotiation can derail the negotiation and how to manage negative emotions if they arise.

Question 24

Distributive negotiation offers more opportunities to find solutions that are acceptable to both parties than integrative negotiation.

Question 25

Explain why trust is important in integrative negotiations and describe how to increase or repair trust in a negotiation relationship.

Question 26

Legal requirements,relevant precedents,customs,market prices or wages,professional standards and policies are examples of objective criteria.

Question 27

Interests can be intrinsic or instrumental.

Question 28

Describes the steps integrative negotiators can take to help their communication be a free exchange of information in which each party gains a clearer and deeper understanding of the situation.