S5. Negotiation strategies. Integrative and valuae creation.

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

• honesty and integrity

• seeking mutual exclusivity

• an abundance mentality

• systems orientation

To achieve integrative results, negotiators must manage both the context and the process of the negotiation. Which of the following is not part of managing the context of the negotiation? 

• attempting to understand the other negotiator’s real needs and objectives

• creating a free flow of information

• emphasizing the differences between the parties

• searching for solutions that meet the goals and objectives of both parties

Which of the following is NOT one of the four steps in the integrative negotiation process?

• identify and define the problem

• surface interests and needs

• generating alternative solutions

• create a free flow of information

In the integrative negotiation process, when creating and claiming value, the goal is to push the potential negotiation solutions to the Pareto efficient frontier. Which of the following describes the Pareto efficient frontier? 

• the point where the negotiations are entering new areas not previously discussed

• the point where there is no agreement that would make any party better off without decreasing the outcomes to any other party

• the point where one party is clearly winning the negotiations

• the point where the negotiations are entering the closing offer stage

There are several types of interests that may be at stake in a negotiation and substantive interests 

• are the interests that relate to the focal issues under negotiation.

• are related to the way we settle the dispute.

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

• 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.

Which of the following statements about interests is true? 

• There is only one type of interest in a dispute.

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

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

• Interests do not change during the course of an integrative negotiation.

Which of the following techniques is commonly used when generating alternative solutions to the problem as given?

• electronic brainstorming

• expanding the pie

• bridging

• logrolling

In nonspecific compensation

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

• one party achieves his/her objectives and the other's costs are minimized if he/she agrees to go along.

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

• one person is allowed to obtain his/her objectives and "pay off" the other person for accommodating his interests.

To achieve integrative results, negotiators must manage both the context and the process of the negotiation. Which of the following is not part of managing the process of the negotiation?

• search for solutions that meet the goals and objectives of both parties

• identify and define the problem

• uncover interests and needs

• evaluate selected alternatives

Which of the following is not a recommended way to generate alternative solutions when redefining the problem?

• expanding the pie

• logrolling

• nonspecific compensation

• brainstorming