Integrative negotiations correct answers Win-win negotiation really means that all creative opportunities are leveraged and no resources are left on the table
Even split correct answers - between whatever two offers are currently on the negotiation table and has an appealing, almost altruistic f...
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Integrative negotiations correct answers Win-win negotiation really means that all creative
opportunities are leveraged and no resources are left on the table
Even split correct answers - between whatever two offers are currently on the negotiation table
and has an appealing, almost altruistic flavor
- Like compromises, refer to how the bargaining zone is divided among the negotiators
Graduated reduction in tension (GRIT) model correct answers Is a method in which parties avoid
escalating conflicts to reach mutual settlement within the bargaining zone
Framework of an integrative negotiation has 5 major components correct answers - resource
assessment
- assessment of differences
- offers and trade offs
- acceptance/rejection decision
- prolonging negotiation and renegotiation
Compromise correct answers Reaching a middle ground between negotiators' positions. Win-win
negotiation does not pertain to how the pie is divided but rather, to how the pie is enlarged by
negotiators
Satisfaction correct answers Is no guarantee that money and resources have not been wasted; in
fact, many "happy" negotiators do not expand the pie
False conflict (also known as illusory conflict) correct answers Occurs when people believe that
their interests are incompatible with the other party's interests when in fact, they are not
The lose-lose effect correct answers - a particularly insidious and widespread effect in
negotiations
- both parties wanted the same outcome but a huge number of negotiators not only failed to
realize that the other party had interests that were completely compatible with their own, but they
reached settlements that were less optimal for both parties than other readily available outcomes
Fixed-pie perception correct answers - Is the belief that the other party's interests are directly and
completely opposed to ones own interests
- thinking that conflicts are purely win or lose situations
, Equal-concession negotiation correct answers Often mistaken for win-win negotiations,
"splitting the difference" does not really ensure that a win-win negotiation has been reached
Relational accommodation correct answers A dynamic resulting in suboptimal outcomes
Position (stated demand) correct answers A negotiator's opening offer; the behavioral
manifestation of his/her target point
Underlying interests correct answers Needs and reasons a negotiator has for a particular issue
Priorities correct answers A judgement about the relative importance of the issues to a negotiator
Key facts correct answers Pertains to information that bears on the quality and the value of the to
be negotiated issues
Substantiation correct answers Argument either made to support one's own position or to attack
the other party's position
Epistemic motivation correct answers A personal need for structure - are more likely to reach
higher joint outcomes because they ask more questions that benefit the dyad as a whole
compared to negotiators who are low in
Illusion of transparency correct answers Occurs when negotiators believe they are revealing
more than they actually are
Multiple offers of equivalent value simultaneously correct answers Can be effective even with
the most uncooperative of negotiators - this strategy involves presenting the other party with at
least two proposals of equal value to oneself
Devise multiple - issue offers correct answers As opposed to single issue offers (to get away
from sequential bargaining, which can lock people into lose-lose outcomes)
Inductive reasoning correct answers A negotiator can deduce what the other party's true interests
are and where the joint gains are
Logrolling correct answers The strategy of trading off so as to capitalize on different strengths of
preference
Loss frame correct answers Are more likely to accept a contingent contract
Contingency contracts correct answers Wherein negotiators make bets based upon different
world occurrences
1. Conflict of interest
2. Enforceable
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