CHAPTER 3

QN=181 Which of the following is not an element of integrative negotiations?

a. a focus on commonalties
b. an attempt to address positions
c. a required exchange of information and ideas
d. the use of objective criteria for standards of performance
ANSWER: B
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

Which of the following processes is central to achieving almost all

QN=182 integrative agreements?
moderating the free flow of information to ensure that each party's
a. position is accurately stated
b. exchanging information about each party's position on key issues
c. emphasizing the commonalties between the parties
searching for solutions that maximize the substantive outcome for both
d. parties
ANSWER: C
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

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
QN=183 a statement of the problem?
a. define the problem in a way that is mutually acceptable to both sides.
state the problem with an eye toward practicality and
b. comprehensiveness.
state the problem as a goal and identify the obstacles to attaining this
c. goal.
d. depersonalizing the problem.
ANSWER: B
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

QN=184 An interest is instrumental if ___________.

a. the parties value it because it helps them derive other outcomes in the
 future.
b. the parties value the interest in and of itself.
c. it relates to "tangible issues" or the focal issues under negotiation.
the relationship is valued for both its existence and for the pleasure that
d. sustaining the relationship creates.
ANSWER: B
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

QN=185 Substantive interests

a. are the interests that relate to the focal issues under negotiation.
b. are related to the way we settle the dispute.
mean that one or both parties value their relationship with each other
c. and do not want to take actions that will damage the relationship.
regard what is fair, what is right, what is acceptable, what is ethical, or
d. what has been done in the past and should be done in the future.
ANSWER: A
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

QN=186 Which of the following statements about interests is true?

a. There is only one type of interest in a dispute.
b. Parties are always in agreement about the type of interests at stake.
c. Interests are often based in more deeply rooted human needs or values.
d. Interests do not change during the course of an integrative negotiation.
ANSWER: C
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

QN=187 Successful logrolling requires

that the parties establish more than one issue in conflict and then agree
to trade off among these issues so one party achieves a highly preferred
outcome on the first issue and the other person achieves a highly
a. preferred outcome on the second issue.
no additional information about the other party than his/her interests,
b. and assumes that simply enlarging the resources will solve the problem.
that one party is allowed to obtain his/her objectives and he/she then
c. "pays off" the other party for accommodating his/her interests.
 a fundamental reformulation of the problem such that the parties are
disclosing sufficient information to discover their interests and needs
d. and then inventing options that will satisfy both parties' needs.
ANSWER: A
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

What approach can parties use to generate alternative solutions by

QN=188 redefining the problem or problem set?
a. brainstorming
b. logrolling
c. surveys
d. nonspecific compensation
ANSWER: D
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

"What are the other's real underlying interests and needs?" is a question
QN=189 that can facilitate the _____________ process.
a. expanding the pie
b. logrolling
c. nonspecific compensation
d. bridging
ANSWER: D
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

QN=190 In brainstorming ___________.

a. individuals work in a large group to select a single optimal solution.
all solutions are judged and critiqued as they are recorded, and a
b. weighted-average percentage is assigned to each solution.
c. parties are urged to be spontaneous and even impractical.
the success of the approach depends on the item-by-item evaluation
d. and critique of the solutions as presented.
ANSWER: C
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

When confronted with complex problems, or a large number of

QN=191 alternative options, which of the following steps is necessary?
a. broaden the range of solution options
b. evaluate solutions on the basis of quality, standards, and acceptability
c. decide on criteria while evaluating options
d. maintain a focus on the influence of tangibles in selecting options
ANSWER: B
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

Which guideline should be used in evaluating options and reaching a

QN=192 consensus?
a. keep the range of solution options as wide as possible
b. evaluate the solutions on the basis of speed and expediency
c. keep detailed records throughout the discussion and evaluation process
d. be alert to the influence of intangibles in selecting options
ANSWER: D
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

QN=193 A common goal is one in which ___________.

a. all parties share the result equally
b. the parties work toward a common end but benefit differently
c. all parties work together to achieve some output that will be shared
individuals with different personal goals agree to combine them in a
d. collective effort.
ANSWER: B
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

QN=194 A joint goal is one in which ___________.

a. all parties share the result equally.
b. the parties work toward a common end but benefit differently.
individuals with different personal goals agree to combine them in a
c. collective effort.
d. all parties work together to achieve some output that will be shared.
ANSWER: C
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

Which of the following is not necessary for integrative negotiation to

QN=195 succeed?
Each party should be as interested in the objectives and problems of the
other as each is in his/her own—each must assume responsibility for the
a. other's needs and outcomes as well as for his/her own.
The parties must be committed to a goal that benefits both of them
b. rather than to pursuing only their own ends.
The parties must be willing to adopt interpersonal styles that are more
congenial than combative, more open and trusting than evasive and
c. defensive, more flexible (but firm) than stubborn (but yielding).
Needs have to be made explicit, similarities have to be identified, and
d. differences have to be recognized and accepted.
ANSWER: A
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

Which of the following factors does not contribute to the development

QN=196 of trust between negotiators?
We are more likely to trust someone we perceive as similar to us or as
a. holding a positive attitude toward us.
We often mistrust people who are dependent upon us because we are
b. in a position to help or hurt them.
We are more likely to trust people who initiate cooperative, trusting
c. behavior.
d. We are more likely to trust negotiators who make concessions.
ANSWER: B
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

When people do not trust each other they are more than likely to
QN=197 engage in which of the following behaviors?
a. promoting collaboration
b. communicating accurately
c. positional bargaining
d. committing to a joint solution
ANSWER: C
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

Which of the following 5-step processes has been used successfully in a

QN=198 collective bargaining situation?
a. commitment, explanation, validation, prioritization, negotiation
b. commitment, exploration, verification, prioritization, negotiation
c. collaboration, explanation, validation, prioritization, negotiation
d. collaboration, exploration, verification, prioritization, negotiation
ANSWER: A
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

QN=199 What questions can be asked to facilitate nonspecific compensation?

a. What are the other party's goals and values?
b. How can both parties get what they are demanding?
c. What issues are of higher and lower priority to me?
d. What risks and costs does my proposal create for the other?
ANSWER: A
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

QN=200 In nonspecific compensation ___________.

resources are added in such a way that both sides can achieve their
a. objectives.
one party achieves his/her objectives and the other's costs are
b. minimized if he/she agrees to go along.
c. the parties are able to invent new options that meet each sides' needs.
one person is allowed to obtain his/her objectives and "pay off" the
d. other person for accommodating his interests.
ANSWER: D
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes

QN=234 Constructive bargaining relationships are typically marked by conditions

 of ___________.
a. high trust
b. high distrust
c. high vigilance
d. high monitoring behaviors
ANSWER: A
MARK: 1
UNIT: 3
LO: 7
MIX CHOICES: Yes