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PSYCH 439 Ch 3 Exam Prep with Questions and Answers CA$11.59   Add to cart
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PSYCH 439 Ch 3 Exam Prep with Questions and Answers
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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...

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  • November 15, 2024
  • 4
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers

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  • psych 439 ch 3 exam prep with questions and answer

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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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