Question 1

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.

Accepted Answer

contending;accommodating

Question 2

_________ interests are related to how the negotiations unfold.

Accepted Answer

Process

Question 3

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

Accepted Answer

good;acceptable

Question 4

Successful integrative negotiation requires that the negotiators search for solutions that meet the ____________ and ____________ of both (all)sides.

Accepted Answer

The answer of Successful integrative negotiation requires that the negotiators...

Question 5

The __________________ step is often the most difficult step in the integrative negotiation process.

Accepted Answer

The answer of The __________________ step is often the most...

Question 6

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

Accepted Answer

The answer of Those wishing to achieve integrative results find...

Question 7

Instead of ____________ solutions,negotiators should develop standards by which potential solutions will be judged for how well they fit.

Accepted Answer

The answer of Instead of ____________ solutions,negotiators should develop standards...

Question 8

Research has shown that when brainstormers work at the process for a long period of time,the best ideas are most likely to surface during the ____________ part of the activity.

Accepted Answer

The answer of Research has shown that when brainstormers work...

Question 9

Integrative negotiation requires negotiators to accept both their own and the other's attitudes,interests and desires as ____________.

Accepted Answer

The answer of Integrative negotiation requires negotiators to accept both...

Question 10

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.

Accepted Answer

The answer of Successful ____________ requires a fundamental reformulation of...

Question 11

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

Accepted Answer

The answer of In integrative negotiation,____________ are measured by the...

Question 12

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

Accepted Answer

The answer of The strategy of ____________ is effective not...

Question 13

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

Accepted Answer

The answer of In an integrative negotiation,negotiators must be ____________...

Question 14

Effective ____________ exchange promotes the development of good integrative solutions.

Accepted Answer

The answer of Effective ____________ exchange promotes the development of...

Question 15

Although the conflict may appear initially to be win-lose to the parties,____________ and _____________ will usually suggest win-win alternatives.

Accepted Answer

The answer of Although the conflict may appear initially to...

Question 16

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

Accepted Answer

The answer of For positive problem solving to occur,both parties...

Question 17

____________________ is not directly related to the substantive issues being discussed.

Accepted Answer

The answer of ____________________ is not directly related to the...

Question 18

Problem definition should specify what ____________ must be overcome for the goal to be attained.

Accepted Answer

The answer of Problem definition should specify what ____________ must...

Question 19

A ____________ goal is one in which both parties work toward a common end but one that benefits each party differently.

Accepted Answer

The answer of A ____________ goal is one in which...

Question 20

As a problem is defined jointly,it should accurately reflect both parties' ____________ and ____________.

Accepted Answer

The answer of As a problem is defined jointly,it should...

Quiz 3: Strategy and Tactics of Integrative Negotiation

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.

_________ interests are related to how the negotiations unfold.

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

Successful integrative negotiation requires that the negotiators search for solutions that meet the and of both (all)sides.