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Negotiation 101 Practice Test: Integrative Negotiation 2
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Negotiation 101 Practice Test: Integrative Negotiation 2
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25 Questions

1. For integrative negotiation to succeed, the parties must be motivated to ____________ rather than to compete

2. Even cooperatively motivated negotiators have less trust, exchange less information about preferences and priorities, and achieve agreements of lower joint profit when they can ____________ the other party than when they do not have this capability

3. When people trust each other, they are more likely to share _____________ and to, _____________ accurately their needs, positions, and the facts of the situation

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

5. Research has shown that when brainstormers work at the process for a long period of time, the best ideas are most likely to surface during the ____________ part of the activity

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

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

9. The __________________ step is often the most difficult step in the integrative negotiation process

10. ____________________ is not directly related to the substantive issues being discussed

11. In integrative negotiation, ____________ are measured by the degree to which they meet both negotiators' goals

12. 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

13. _________ interests are related to how the negotiations unfold

14. Problem definition should specify what ____________ must be overcome for the goal to be attained

15. 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

16. The strategy of ____________ is effective not only in inventing options, but also as a mechanism to combine options into negotiated packages

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

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

19. Instead of ____________ solutions, negotiators should develop standards by which potential solutions will be judged for how well they fit

20. Integrative negotiation solutions should be judged on two major criteria: how ____________ they are, and how ____________ they will be to those who have to implement them

21. People who are interdependent but do not trust each other will act ____________ or____________

22. Although the conflict may appear initially to be win-lose to the parties, ____________ and _____________ will usually suggest win-win alternatives

23. 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

24. As a problem is defined jointly, it should accurately reflect both parties' ____________ and ____________

25. Effective ____________ exchange promotes the development of good integrative solutions

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