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Exam 3: Strategy and Tactics of Integrative Negotiation

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Question 1

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

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Question 2

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

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Question 3

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

Effective ____________ exchange promotes the development of good integrative solutions.

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

If both parties understand the motivating factors for the other,they may recognize possible compatibilities in interests that permit them to invent positions which both will endorse as an acceptable settlement.

"What are the other's real underlying interests and needs?" is a question that can facilitate the _____________ process.

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

What is a disadvantage to brainstorming over surveys?

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.

"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.

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.

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.

In their search for solutions that meet the objectives and needs of both sides,negotiators must be firm but flexible about what?

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

What questions can be asked to facilitate nonspecific compensation?

In which major step of the integrative negotiation process of identifying and defining the problem would you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?

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

Substantive interests

Define pre-settlement settlements.