3
1.
Although the conflict may appear initially to be win-lose to the parties, discussion and mutual exploration will usually suggest win-win alternatives. True False 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. True False 3.
Effective information exchange stunts the development of good integrative solutions. True False 4.
Successful integrative negotiation requires that the negotiators search for solutions that meet the needs and objectives of all sides. True False 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. True False 6.
In integrative negotiation, outcomes are measured by the degree to which they meet both negotiators' goals. True False 7.
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. True False 8.
Value that is created should not be claimed. True False 9.
Interests are the underlying concerns, needs, or fears that motivate a negotiator to take a particular position. True False 10.
Process interests are related to the way a dispute is started. True False 11.
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. True False 12.
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. True False 13.
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. True False 14.
The strategy of logrolling is effective not only in inventing options but also as a mechanism to separate options into different negotiated packages. True False 15.
A shared goal is one in which the parties work toward a common end but benefit differently. True False 16.
For integrative negotiation to succeed, the parties must be motivated to compete rather than to collaborate. True False 17.
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. True False 18.
People who are interdependent but do not trust each other will act tentatively or defensively. True False 19.
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. True False 20.
When there are strong positive feelings or when one or more parties are inclined to cooperate, negotiators may create formal, structured procedures for communication. True False 21.
In integrative negotiation, the goals of the parties are mutually exclusive. True False 22.
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. True False 23.
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. True False 24.
Negotiators should be firm and inflexible. True False 25.
The Pareto efficient frontier is simply creating maximum value then