mar chapter 3

According to Roger Fisher, William Ury, and Bruce Patton, identify a key to achieving an integrative negotiation agreement.

The ability of the negotiators to understand and satisfy each other's interests

In the context of negotiation, what is a disadvantage of conducting surveys to generate alternative solutions to a problem?

The parties cannot benefit from seeing and hearing each other's ideas.

Identify a factor that facilitates successful integrative negotiation.

Belief in the validity of one's perspective

Select all that apply In the context of generating alternative solutions by redefining problems, identify the true statements about bridging solutions. (Select all that apply.)

Bridging solutions do not always remedy all concerns of the negotiating parties. Bridging solutions are likely to be highly satisfactory to both parties if negotiators are committed to a win-win negotiation.

Select all that apply Identify the ways in which negotiators can enhance their motivation and commitment to problem solving. (Select all that apply.)

By engaging in presettlement commitments By opting for umbrella agreements that give a framework for future discussions By recognizing that working together is more beneficial than working separately

Match the negotiation styles (in the left column) with their characteristics (in the right column).

Distributive bargaining matches-In this process, negotiators make no effort to understand the other side's needs and objectives. Integrative negotiation matches-In this process, negotiators make an effort to understand what the other side wants to attain.

True or false: Parties involved in a negotiation should adopt apparent expediency of voting on final agreements.

False: Reason: This is false. It is suggested that negotiators should avoid the apparent expediency of voting on final agreements, and encourage negotiations to continue until a consensus is reached. While voting closes the discussion, it can also create disenfranchisement of the losing party and make it more likely that "losers" will be less committed than "winners" to the implementation of the negotiated outcome.

Select all that apply Identify the guidelines negotiators should follow when evaluating alternative solutions and reaching a consensus. (Select all that apply.)

Focus on alternatives that one or more negotiators strongly support Agree to the criteria for evaluation early in the process Assess solutions on the basis of acceptability, quality, and standards

Select all that apply Identify the key contextual factors of integrative negotiation. (Select all that apply.)

Generating a free flow of information Searching for solutions that allow both parties to meet their goals Attempting to understand the other party's needs and objectives

In the context of generating alternative solutions by redefining problems, which of the following is true of finding a bridge solution?

It is a technique in which negotiating parties meet all their respective needs by inventing new options.

Select all that apply In the context of approaches to generating alternative solutions to a problem as given, which of the following are true of electronic brainstorming? (Select all that apply.)

It may be especially useful for integrative negotiations that involve more than two parties. It is most likely to be useful when there are disparate views within one's team while preparing for an integrative negotiation.

Select all that apply In the context of generating alternative solutions by redefining problems, which of the following are true of offering nonspecific compensation? (Select all that apply.)

The party doing the compensating need not offer a compensation that is related to the substantive negotiation. The party doing the compensating should be aware of how seriously the other party is inconvenienced.

Which of the following is true of expanding the pie as an approach to generating alternative solutions by redefining a problem?

This approach assumes that the problem will be solved by simply enlarging the resources.

Unlike integrative negotiators, negotiators engaging in a distributive bargaining process _____.

adopt a competitive, combative orientation toward the other side

A type of learning that directly compares different negotiation examples to identify and understand the underlying principles and structure of a negotiation is called _____ learning.

analogical

Negotiators can make commitments to each other, known as _____ ______ before they begin the negotiations.

blank 1 presettlement blank 2 settlement

The process of working together in small groups to generate as many solutions to a problem as possible is known as _____.

brainstorming

When engaging in an integrative negotiation process, a party must ensure that _____.

it searches for solutions that can satisfy the goals of both sides

Nebula Inc., a management consulting firm, wants to open two new offices to increase its revenue. But due to low demand for its current service, expansion is not a feasible option. To overcome this problem, Nebula decides to offer new services to increase customer demand, which in turn will support its two new offices. This strategy of generating alternative solutions to a problem is known as _____.

modifying the resource pie

The directors of Agraria Inc., a U.S.-based cookie manufacturer, decide to export its products. Problems arise when half of the directors insist on exporting the products to Brazil and the other half to Europe. Ultimately, the directors decide to set up local retail outlets to sell the cookies and use the revenue generated to support the export of cookies to both countries. This strategy of generating alternative solutions to a problem is known as _____.

modifying the resource pie

A negotiator who has faith in his or her own ability to negotiate integratively is _____.

more likely to approach the problem at hand with an open mind

During integrative negotiation, in order to gain the commitment and cooperation of all parties, people must manage both the context and the ____of the negotiation.

process

Arrange the steps involved in electronic brainstorming in the correct order. (Place the first step at the top.)

1) a facilitator guides input by participants by using a series of questions 2) participators enter their response anonymously into a networked device 3) the device aggregates and displays the entries made by participants to the group as a whole 4) the facilitator ask additional probing questions

Arrange the key steps of the integrative negotiation process in sequential order.

1) identify and define the problem 2)surface interest and needs 3)generate alternative solutions to the problem 4)evaluate alternatives and select among them

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Parties in a negotiation define a problem that _____.

accurately reflects needs and priorities of both parties

The integrative negotiation process begins with _____.

recognizing and defining the problem

Conducting a surveyBlank ____ , Correct Unavailable is an approach in which questionnaires are distributed to people, asking them to list all the possible solutions to a particular problem.

survey

While defining a problem in an integrative negotiation process, a negotiator should _____.

take care to state the problem in impartial terms

Once negotiators have surfaced the interests and needs of a negotiation, they must _____.

create alternative solutions to the problem

In integrative negotiations, negotiators must _____.

exchange their true objectives

True or false: Umbrella agreements should be avoided in integrative negotiations when all issues and contingencies have not been identified but the parties wish to work together.

false Reason: This is false. Umbrella agreements provide a framework for future discussions. These can be used when all the issues and contingencies have yet to be identified but the parties know they wish to work together.

When stating a problem during an integrative negotiation process, negotiators should _____.

focus most of their attention on solving the core problem

Incorporating the other party's viewpoint into the definition of the problem and attending to it as the parties search for mutually acceptable alternatives is the purpose of a(n) _____ negotiation.

integrative

The underlying concerns, needs, desires, or fears that encourage a negotiator to take a particular position are called_____

interests

The strategy to generate alternative solutions to a problem that requires the parties concerned to find more than one issue in conflict and to have different priorities for those issues is called _____.

logrolling

Identify the step in the integrative negotiation process that is important for claiming value.

Evaluate and select alternatives

True or false: Negotiators should always work toward individual goals and not toward collective goals.

False

True or false: When two negotiating parties work toward a shared goal, they always divide the profits equally.

False Reason: This is false. A shared goal is one that both parties work toward but that benefits each party differently. For example, partners can work together in a business but not divide the profits equally. One may receive a larger share of the profit because he or she contributed more experience or capital investment.

Identify the creative phase of integrative negotiation.

Generating alternative solutions

What tactic should a negotiator use to elicit information from the other party if the other party is mistrustful of the negotiator?

He or she should consider multiple issues simultaneously.

James and Chang are engaged in a negotiation with each other. In order for James to be a successful integrative negotiator, identify the trait that he should possess.

He should have a systems orientation.

Select all that apply According the Neale and Bazerman, what are the different ways to logroll? (Select all that apply.)

Identifying differences in expectations about the likelihood of future events Exploring differences in time preferences Recognizing the differences in risk preferences

Identify a true statement about expanding the pie as an approach to generating alternative solutions by redefining a problem.

In this approach, the only information negotiators need about the other party is his or her interests

Match the types of relationship interests (in the left column) with their characteristics (in the right column).

Intrinsic relationship interests-Choice, They exist when the parties value the relationship both for its existence and for the pleasure that sustaining it creates. They exist when the parties value the relationship both for its existence and for the pleasure that sustaining it creates. Instrumental relationship interests matches-They exist when the parties gain substantive benefits from the relationship and do not wish to jeopardize future benefits by souring it.

Identify a true statement about integrative negotiation.

It can be conceptualized as the process of identifying Pareto efficient negotiation solutions.

Which of the following is true of the strategy of logrolling?

It can be used to merge options into negotiated packages.

Identify an accurate statement about the problem definition process of an integrative negotiation.

It sets broad parameters regarding what the negotiation is about.

Select all that apply In the context of generating alternative solutions to a problem as given, identify the rules that should be observed while brainstorming. (Select all that apply.)

People should be separated from the problem. Parties should be persistent in the brainstorming process.

Which of the following statements is true of substantive interests?

Substantive interests can be intrinsic or instrumental or both.

Select all that apply Identify the characteristics of successful integrative negotiators. (Select all that apply.)

Superior listening skills Systems orientation Honesty and integrity Abundance mentality Maturity

Identify a characteristic of presettlement settlements.

They are later changed into a more clearly delineated long-term agreement.

Select all that apply What should negotiators do while working toward a collective goal? (Select all that apply.)

They should emphasize commonalities. They should minimize differences.

Select all that apply Which of the following should negotiators do to facilitate high-quality integrative negotiation? (Select all that apply.)

They should engage in active listening. They should willingly share information about themselves.

In the context of evaluating alternatives and reaching a consensus, identify a best practice negotiators should follow until all aspects of the final proposal are complete.

They should keep decisions conditional.

True or false: Parties tend to be more successful at negotiating integratively if they are trained in the dynamics of integrative negotiation.

True Reason: This is true. Several studies indicate that training in integrative negotiation enhances the ability of the parties to negotiate integratively.

True or false: In the context of the integrative negotiation process, the Pareto efficient frontier contains a point where no change can be made to a solution or an agreement to make a negotiating party better off without decreasing the outcomes to the other party in a negotiation.

True (Reason: This is true. The goal of creating value in a negotiation is to push the potential negotiation solutions toward the Pareto efficient frontier. It contains a point where "there is no agreement that would make any party better off without decreasing the outcomes to any other party.")

Identify an accurate statement about the integrative negotiation process.

Understanding the needs of the other party should be a negotiator's top priority.

Match the types of goals that may facilitate the development of integrative agreements (in the left column) with their descriptions (in the right column).

A common goal-It is shared equally by all parties. A shared goal-It is a goal that both negotiating parties work toward but that benefits each party differently. joint goal-It involves people with different personal goals agreeing to combine them in a collective effort.

Fred and Sarah are engaged in a negotiation with each other. Which tactic should Fred employ to elicit information from Sarah if she mistrusts him?

Encourage reciprocity and share information

Identify an accurate statement about integrative negotiations.

Negotiators must listen to each other carefully.

Match the techniques for generating alternative solutions by redefining problems (in the left column) with their descriptions (in the right column).

Nonspecific compensation-This technique permits one party to obtain his or her goals while compensating the other party for accommodating his or her interests. Cost cutting-In this technique, one party achieves his or her objectives and the other party's costs are minimized if he or she agrees to go along. Superordination-It occurs when the differences in interest that gave rise to conflict between the negotiating parties are replaced by other interests. Compromise-It is preferred when a more comprehensive agreement between the negotiating parties is not possible.

When evaluating alternative solutions and reaching a consensus, negotiators should _____.

be alert to the influence of intangibles in selecting alternatives

During the problem definition process, negotiators should _____.

be practical and comprehensive when stating their problems

Successful integrative negotiation requires negotiators to _____.

be responsible for mutual understanding

If a negotiator challenges the other party's views, he or she is likely to become _____.

defensive

Identify an accurate statement about logrolling.

Logrolling is generally performed by trial and error, that is, by experimenting with various packages of offers.