 |
| 1 | |
In integrative negotiation, the goals of the parties are mutually exclusive. |
| | A) | True |
| | B) | False |
|
|
|
| 2 | |
An integrative negotiation problem should be defined as a solution process rather than as a specific goal to be attained. |
| | A) | True |
| | B) | False |
|
|
|
| 3 | |
When it is not possible for both sides to satisfy their interests or obtain their objectives under the current conditions, a simple solution is to add resources by "expanding the pie" so that both sides can achieve their objectives. |
| | A) | True |
| | B) | False |
|
|
|
| 4 | |
Umbrella agreements can be used when all the issues and contingencies have been identified and the parties know they wish to still work together. |
| | A) | True |
| | B) | False |
|
|
|
| 5 | |
Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information. |
| | A) | True |
| | B) | False |
|
|
|
| 6 | |
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 a statement of the problem? |
| | A) | define the problem in a way that is mutually acceptable to both sides. |
| | B) | state the problem with an eye toward practicality and comprehensiveness. |
| | C) | state the problem as a goal and identify the obstacles to attaining this goal. |
| | D) | depersonalizing the problem. |
| | E) | separate the problem definition from the search for solutions. |
|
|
|
| 7 | |
Successful logrolling requires |
| | A) | 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 preferred outcome on the second issue. |
| | B) | no additional information about the other party than his/her interests, and assumes that simply enlarging the resources will solve the problem. |
| | C) | that one party is allowed to obtain his/her objectives and he/she then "pays off" the other party for accommodating his/her interests. |
| | D) | a fundamental reformulation of the problem such that the parties are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs. |
| | E) | all of the above. |
|
|
|
| 8 | |
"What are the other's real underlying interests and needs?" is a question that can facilitate which of the following processes. |
| | A) | expanding the pie |
| | B) | logrolling |
| | C) | nonspecific compensation |
| | D) | bridging |
| | E) | cost cutting |
|
|
|
| 9 | |
When considering whether or not you have reached a good agreement, which of the following factors does not contribute to the agreement? |
| | A) | that all the issues of interest to all parties are addressed? |
| | B) | that the agreement is reasonable and equitable? |
| | C) | that only half of all major barriers have been considered to fulfilling the agreement? |
| | D) | that there is a preamble in which the intent of the agreement is spelled out clearly? |
| | E) | that all parties affected by the agreement been consulted? |
|
|
|
| 10 | |
Which of the following 5-step processes has been used successfully in a 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 |
| | E) | commitment, collaboration, verification, explanation, validation |
|
|
.