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Negotiation 101 Practice Test: Integrative Negotiation
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Integrative negotiation, also called integrative bargaining, interest-based bargaining or win-win bargaining - is a negotiation strategy in which the involved parties work together to find a solution that satisfies the needs and concerns of each.
The integrative bargaining approach could also be described as cooperative, collaborative, and win-win.

Related Test: Negotiation 101 Practice Test: Distributive Bargaining

Negotiation 101 Practice Test: Integrative Negotiation
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25 Questions

1. 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.
2. Successful logrolling requires
3. Which of the following is not a characteristic of a successful integrative negotiator?
4. Which of the following factors does not contribute to the development of trust between - negotiators?
5. When identifying options in an integrative negotiation, solutions are usually attained through:
6. Intangibles can lead the negotiator to fight harder to attain a particular solution option if that option satisfies both tangibles and intangibles.
7. 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.
8. Which of the following 5-step processes has been used successfully in a collective bargainingsituation?
9. Negotiators who are firmer about insisting that their own point of view become incorporatedinto the group solution achieve less integrative agreements than those who are less firm.
10. When people do not trust each other they are more than likely to engage in which of thefollowing behaviors?
11. '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.
12. In nonspecific compensation
13. 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.
14. Which of the following statements about interests is true?
15. Integrative negotiation fails because
16. What are the other's real underlying interests and needs?" is a question that can facilitate the _____________ process."
17. In brainstorming
18. When confronted with complex problems, or a large number of alternative options, which of the following steps is necessary?
19. 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.
20. 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.
21. 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?
22. In assessing the quality of integrative agreements, objective outcomes should be assessed against the extent to which both parties' interests and needs were met by the agreement.
23. Multiple communication channels should not be used as they inevitably pass along inaccurateand confusing information.
24. Which of the following is a major step in the integrative negotiation process?
25. In integrative negotiation, the goals of the parties are mutually exclusive.

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