essentials of negotiation 6th edition test bank lewickipdf

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 throu

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Essentials of Negotiation 6th Edition Test Bank Lewicki

Instant download all chapters TEST BANK for Essentials of Negotiation 6th Edition by Roy Lewicki, Bruce Barry, David Saunders

Chapter 03 Strategy and Tactics of Integrative Negotiation Test Bank

discussion; mutual exploration

2 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

context; process

3 Effective exchange promotes the development of good integrative solutions

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

needs; objectives

5 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

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

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

shared

18 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

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23 When people trust each other, they are more likely to share _ and to

_ accurately their needs, positions, and the facts of the situation

Accessibility: Keyboard Navigation

26 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

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27 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

FALSE

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

TRUE

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

TRUE

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

FALSE

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31 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

FALSE

32 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

TRUE

33 Intrinsic relationship interests exist when the parties derive positive benefits from the

relationship and do not wish to endanger future benefits by souring it

FALSE

34 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

TRUE

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35 "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

FALSE

36 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

37 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

TRUE

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

FALSE

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39 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

TRUE

40 Focusing on interests allows parties to move beyond opening positions and demands to determine what the parties really want—what needs truly must be satisfied

TRUE

41 When a specific solution must meet the criteria of both quality and acceptability, those

evaluating the solution options may have to be prepared to make trade-offs between the two

to insure that both criteria are met

TRUE

42 Intangibles can lead the negotiator to fight harder to attain a particular solution option if that option satisfies both tangibles and intangibles

TRUE

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43 A common goal is one in which all parties share the result equally

TRUE

44 Negotiators who are firmer about insisting that their own point of view become incorporated into the group solution achieve less integrative agreements than those who are less firm

FALSE

45 For successful integrative negotiation to occur, each party should be as interested in the objectives and problems of the other side as each is in his own

FALSE

46 Although there is no guarantee that trust will lead to collaboration, there is plenty of evidence

to suggest that mistrust inhibits collaboration

TRUE

Multiple Choice Questions

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47 Which of the following is not a characteristic of a successful integrative negotiator?

E superior listening skills

48 Which of the following processes is central to achieving almost all integrative agreements?

A moderating the free flow of information to ensure that each party's position is accurately stated

B exchanging information about each party's position on key issues

C emphasizing the commonalties between the parties

D searching for solutions that maximize the substantive outcome for both parties

E All of the above processes are central to achieving integrative agreements

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49 Which of the following is a major step in the integrative negotiation process?

A identifying and defining the problem

B understanding the problem and bringing interests and needs to the surface

C generating alternative solutions to the problem

D evaluating and choosing a specific solution

E All of the above are major steps in the integrative negotiation process

50 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 define the problem in a way that is mutually acceptable to both sides

B state the problem with an eye toward practicality and comprehensiveness

C state the problem as a goal and identify the obstacles to attaining this goal

D depersonalizing the problem

E separate the problem definition from the search for solutions

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51 Substantive interests

A are the interests that relate to the focal issues under negotiation

B are related to the way we settle the dispute

C mean that one or both parties value their relationship with each other and do not want to take actions that will damage the relationship

D regard what is fair, what is right, what is acceptable, what is ethical, or what has been done

in the past and should be done in the future

E All of the above relate to substantive interests

52 Which of the following statements about interests is true?

A There is only one type of interest in a dispute

B Parties are always in agreement about the type of interests at stake

C Interests are often based in more deeply rooted human needs or values

D Interests do not change during the course of an integrative negotiation

E All of the above statements about interests are true

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53 Successful logrolling requires

A that the parties establish more than one issue in conflict and then agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue

B no additional information about the other party than his/her interests, and assumes that simply enlarging the resources will solve the problem

C that one party is allowed to obtain his/her objectives and he/she then "pays off" the other party for accommodating his/her interests

D a fundamental reformulation of the problem such that the parties are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs

E Successful logrolling requires all of the above

54 In nonspecific compensation

A resources are added in such a way that both sides can achieve their objectives

B one party achieves his/her objectives and the other's costs are minimized if he/she agrees

to go along

C the parties are able to invent new options that meet each sides' needs

D one person is allowed to obtain his/her objectives and "pay off" the other person for

accommodating his interests

E All of the above are related to nonspecific compensation

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55 What questions can be asked to facilitate nonspecific compensation?

A What are the other party's goals and values?

B How can both parties get what they are demanding?

C What issues are of higher and lower priority to me?

D What risks and costs does my proposal create for the other?

E None of the above can be used to facilitate nonspecific compensation

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

A expanding the pie

B logrolling

C nonspecific compensation

D bridging and superordination

E The question should not be used with any of the above processes

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57 In brainstorming

A individuals work in a large group to select a single optimal solution

B all solutions are judged and critiqued as they are recorded, and a weighted-average percentage is assigned to each solution

C parties are urged to be spontaneous and even impractical

D the success of the approach depends on the item-by-item evaluation and critique of the solutions as presented

E None of the above is a part of the brainstorming process

58 When identifying options in an integrative negotiation, solutions are usually attained through:

A hard work

B information exchange

C focusing on interests rather than positions

D firm flexibility

E Solutions are attained by using all of the above

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59 When confronted with complex problems, or a large number of alternative options, which of the following steps is necessary?

A broaden the range of solution options

B evaluate solutions on the basis of quality, standards, and acceptability

C decide on criteria while evaluating options

D maintain a focus on the influence of tangibles in selecting options

E All of the above steps should be used when confronted with complex problems

60 Which guideline should be used in evaluating options and reaching a consensus?

A keep the range of solution options as wide as possible

B evaluate the solutions on the basis of speed and expediency

C keep detailed records throughout the discussion and evaluation process

D be alert to the influence of intangibles in selecting options

E None of the above should be used in the evaluation process

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61 A common goal is one in which

A all parties share the result equally

B the parties work toward a common end but benefit differently

C all parties work together to achieve some output that will be shared

D individuals with different personal goals agree to combine them in a collective effort

E All of the above are characteristics of a common goal

62 A joint goal is one in which

A all parties share the result equally

B the parties work toward a common end but benefit differently

C individuals with different personal goals agree to combine them in a collective effort

D all parties work together to achieve some output that will be shared

E All of the above are characteristics of a common goal

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63 Which of the following is not necessary for integrative negotiation to succeed?

A Each party should be as interested in the objectives and problems of the other as each is

in his/her own—each must assume responsibility for the other's needs and outcomes as well as for his/her own

B The parties must be committed to a goal that benefits both of them rather than to pursuing only their own ends

C The parties must be willing to adopt interpersonal styles that are more congenial than combative, more open and trusting than evasive and defensive, more flexible (but firm) than stubborn (but yielding)

D Needs have to be made explicit, similarities have to be identified, and differences have to

be recognized and accepted

E All of the above are essential for integrative negotiation to succeed

64 Which of the following is a major characteristic of a presettlement settlement?

A The settlement results in a firm, legally binding written agreement between the parties

B It occurs in advance of the parties undertaking a full-scale negotiation

C The parties intend that the agreement will be replaced by a more clearly delineated term agreement which is to be negotiated

long-D It resolves only a subset of the issues on which the parties disagree, and may simply establish a framework within which the more comprehensive agreement can be defined and delineated

E All of the above are characteristics of a presettlement settlement

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