PSYCH 439 Ch 3 Exam Prep with Questions and Answers
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Course
PSYCH 439
Institution
PSYCH 439
PSYCH 439 Ch 3 Exam Prep with Questions and Answers
What must be managed to achieve integrative results? ANSWER The context and process of the negotiation, to gain the co-operation and commitment of all parties
List the key contextual factors in an integrative negotiation process ANSWER Creat...
PSYCH 439 Ch 3 Exam Prep with
Questions and Answers
What must be managed to achieve integrative results? ANSWER The context and process of
the negotiation, to gain the co-operation and commitment of all parties
List the key contextual factors in an integrative negotiation process ANSWER Creating a free
flow of information, attempting to understand the other negotiator's real needs and objectives,
emphasizing commonalities between parties, searching for solutions that meet goals and
objectives of both parties
How are outcomes measured in an integrative negotiation? ANSWER The degree to which
both negotiators' goals are met
Describe the factors that point to an integrative situation? ANSWER The negotiation includes
more than one issue, it is possible to add more issues to the mix, the negotiation is likely to
recur over time, the parties have varying preferences across the issues
What is the Pareto efficient frontier? ANSWER The point where there is no agreement that
would make any party better off without decreasing the outcomes to any other party
Define negotiator's dilemma ANSWER A tension between behaviours that are competitive
and behaviours that are co-operative
Why is creating value more important than claiming value in an integrative situation?
ANSWER 1) Processes that create value are effective when done collaboratively and without
a focus on "who gets what"
2) Claiming value involves distributive bargaining processes that need to be introduced
carefully into integrative negotiation or they may harm the relationship and derail process
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