Question 1

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.

Accepted Answer

Integrative agreements are more likely to be facilitated when parties not only exchange information about their positions but also share their underlying interests and priorities. This helps in identifying mutual gains and creating value in negotiations.

Question 2

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.

Accepted Answer

Yes, it is true that in generating alternative solutions to the problem, groups should adopt procedures for defining the problem, defining the interests, and generating options to prevent the group process from degenerating into a win-lose competition or a debating event.

Question 3

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

Accepted Answer

The answer of Intrinsic relationship interests exist when the parties...

Question 4

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.

Accepted Answer

In integrative negotiations, negotiators are encouraged to focus on underlying interests and to create mutually beneficial solutions rather than starting with their preferred solution and making concessions from there. This approach is called "expanding the pie" instead of "dividing the pie".

Question 5

"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.

Accepted Answer

"Expanding the pie" focuses on creating additional value or identifying more resources that can be shared, rather than requiring detailed information about the other party. It emphasizes collaboration and finding mutually beneficial solutions.

Question 6

Parties should enter the integrative negotiation process with few preconceptions about the solution.

Accepted Answer

Parties in integrative negotiation should aim to find a mutually beneficial solution rather than holding on to preconceptions or rigid demands. This allows for creativity and flexibility in the negotiation process.

Question 7

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.

Accepted Answer

Successful bridging involves moving away from positional bargaining and towards interest-based negotiation, where parties collaborate to identify and address each other's underlying needs and concerns. This requires a shift in mindset and approach, as well as a willingness to listen, communicate openly, and generate creative solutions that benefit both sides.

Question 8

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

Accepted Answer

In integrative negotiation, the goals of the parties are not necessarily mutually exclusive. Rather, the parties work together to find mutually beneficial solutions that meet each party's interests and needs.

Question 9

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

Accepted Answer

The answer of An integrative negotiation problem should be defined...

Question 10

In brainstorming,participants are urged to be spontaneous,even impractical,and to censor anyone's ideas (including their own).

Accepted Answer

In brainstorming, participants are encouraged to be spontaneous and even impractical, but they are specifically advised not to censor anyone's ideas, including their own, to foster a creative and open environment.

Question 11

When there are strong negative feelings or when one or more parties are inclined to dominate,negotiators may create __________,____________ procedures for communication.

Accepted Answer

The answer of When there are strong negative feelings or...

Question 12

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

Accepted Answer

The answer of For integrative negotiation to succeed,the parties must...

Question 13

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

Accepted Answer

The answer of When people trust each other,they are more...

Question 14

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.

Accepted Answer

This statement is true. Without adequate information sharing, it becomes difficult to identify mutually beneficial outcomes and reach integrative agreements.

Question 15

Even cooperatively motivated negotiators have less trust,exchange less information about preferences and priorities,and achieve agreements of lower joint profit when they can ____________ the other party than when they do not have this capability.

Accepted Answer

The answer of Even cooperatively motivated negotiators have less trust,exchange...

Question 16

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.

Accepted Answer

Understanding each other's motivations can help identify compatible interests and lead to mutually acceptable options for settlement.

Question 17

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

Accepted Answer

The answer of People who are interdependent but do not...

Question 18

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.

Accepted Answer

In logrolling, each party trades off their less important issue for their most important issue in order to maximize their overall gains. As a result, each party gets their most preferred outcome on their high-priority issue, which should make them happy with the overall agreement. Therefore, the statement is true.

Question 19

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

Accepted Answer

When both parties agree to state the problem in neutral terms, it creates a more objective and fair perspective. This encourages open communication and a constructive mindset towards finding a solution.

Question 20

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.

Accepted Answer

Electronic brainstorming allows for simultaneous input and collaboration from multiple parties, making it a valuable tool for integrative negotiations that involve multiple stakeholders. It can also be useful for preparing for negotiations by allowing team members with differing views to contribute their ideas and perspectives.

Quiz 3: Strategy and Tactics of Integrative Negotiation