Essentials of Negotiation 6th Edition by Roy
J Lewicki Irving -Test Bank
Chapter 03
Strategy and Tactics of Integrative Negotiation
Fill in the Blank Questions
Although the conflict may appear initially to be win-lose to the parties, ____________ and
1. _____________________ will usually suggest win-win alternatives.
________________________________________
Those wishing to achieve integrative results find that they must manage the ____________ and
____________ of the negotiation in order to gain the willing cooperation and commitment of the
2. other party.
________________________________________
Effective ____________ exchange promotes the development of good integrative solutions.
3.
________________________________________
Successful integrative negotiation requires that the negotiators search for solutions that meet
4. the ____________ and ____________ of both (all) sides.
________________________________________
, In an integrative negotiation, negotiators must be ____________ about their primary interests
and needs, but ___________ about the manner in which these interests and needs are met
5. through solutions.
________________________________________
In integrative negotiation, ____________ are measured by the degree to which they meet both
6. negotiators’ goals.
________________________________________
The ________________________ step is often the most difficult step in the integrative
7. negotiation process.
________________________________________
As a problem is defined jointly, it should accurately reflect both parties’ ____________ and
8. ___________.
________________________________________
For positive problem solving to occur, both parties must be committed to stating the problem in
9. ____________ terms.
________________________________________
Problem definition should specify what ____________ must be overcome for the goal to be
10. attained.
, ________________________________________
Instead of ____________ solutions, negotiators should develop standards by which potential
11. solutions will be judged for how well they fit.
________________________________________
_________ interests are related to how the negotiations unfold.
12.
________________________________________
________________________ is not directly related to the substantive issues being discussed.
13.
________________________________________
Research has shown that when brainstormers work at the process for a long period of time,
14. the best ideas are most likely to surface during the ____________ part of the activity.
________________________________________
Integrative negotiation solutions should be judged on two major criteria: how ____________
15.
they are, and how ____________ they will be to those who have to implement them.
________________________________________
J Lewicki Irving -Test Bank
Chapter 03
Strategy and Tactics of Integrative Negotiation
Fill in the Blank Questions
Although the conflict may appear initially to be win-lose to the parties, ____________ and
1. _____________________ will usually suggest win-win alternatives.
________________________________________
Those wishing to achieve integrative results find that they must manage the ____________ and
____________ of the negotiation in order to gain the willing cooperation and commitment of the
2. other party.
________________________________________
Effective ____________ exchange promotes the development of good integrative solutions.
3.
________________________________________
Successful integrative negotiation requires that the negotiators search for solutions that meet
4. the ____________ and ____________ of both (all) sides.
________________________________________
, In an integrative negotiation, negotiators must be ____________ about their primary interests
and needs, but ___________ about the manner in which these interests and needs are met
5. through solutions.
________________________________________
In integrative negotiation, ____________ are measured by the degree to which they meet both
6. negotiators’ goals.
________________________________________
The ________________________ step is often the most difficult step in the integrative
7. negotiation process.
________________________________________
As a problem is defined jointly, it should accurately reflect both parties’ ____________ and
8. ___________.
________________________________________
For positive problem solving to occur, both parties must be committed to stating the problem in
9. ____________ terms.
________________________________________
Problem definition should specify what ____________ must be overcome for the goal to be
10. attained.
, ________________________________________
Instead of ____________ solutions, negotiators should develop standards by which potential
11. solutions will be judged for how well they fit.
________________________________________
_________ interests are related to how the negotiations unfold.
12.
________________________________________
________________________ is not directly related to the substantive issues being discussed.
13.
________________________________________
Research has shown that when brainstormers work at the process for a long period of time,
14. the best ideas are most likely to surface during the ____________ part of the activity.
________________________________________
Integrative negotiation solutions should be judged on two major criteria: how ____________
15.
they are, and how ____________ they will be to those who have to implement them.
________________________________________
