Integrative Bargaining Quiz

What is integrative bargaining often referred to as?

• Win-lose approach

• Fixed-pie negotiation

• Competitive negotiation

• Mutual-gains approach

Which of the following is a goal of integrative negotiators?

• To hide their interests

• To create as much value as possible for both sides

• To maximize their share of a fixed pie

• To minimize communication

What is a key factor that facilitates success in integrative negotiation?

• Lack of trust

• Clear and accurate communication

• Keeping interests hidden

• Avoiding common goals

In integrative bargaining, what should parties focus on?

• Positions rather than interests

• Maximizing individual gains

• Differences between parties

• Commonalties and mutual interests

What is the first step in the integrative negotiation process?

• Understand the problem fully

• Generate alternative solutions

• Create a free flow of information

• Evaluate and select among alternatives

Which of the following is NOT a step in the integrative negotiation process?

• Generate alternative solutions

• Identify and define the problem

• Evaluate and select among alternatives

• Maximize individual interests

What does the term 'logroll' refer to in integrative bargaining?

• Creating new options

• Trading issues of approximately equal value

• Hiding interests

• Maximizing fixed resources

What is a characteristic of distributive bargaining?

• Focus on mutual gains

• Sharing information openly

• Maximizing share of a fixed pie

• Long-term relationships

What is one advantage of interest-based bargaining (IBB)?

• Focus on underlying interests

• Avoiding communication

• Emphasis on competitive tactics

• Limited options for solutions

Which of the following is a disadvantage of IBB?

• May waste time seeking more options

• Promotes clear communication

• Encourages collaboration

• Focuses on mutual goals