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
_____________________ will usually suggest win-win alternatives.
1.
________________________________________
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
the ____________ and ____________ of both (all) sides.
4.
________________________________________
, 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
negotiators’ goals.
6.
________________________________________
The ________________________ step is often the most difficult step in the integrative
negotiation process.
7.
________________________________________
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
____________ terms.
9.
________________________________________
, Problem definition should specify what ____________ must be overcome for the goal to be
attained.
10.
________________________________________
Instead of ____________ solutions, negotiators should develop standards by which potential
solutions will be judged for how well they fit.
11.
________________________________________
_________ 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,
the best ideas are most likely to surface during the ____________ part of the activity.
14.
________________________________________
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
_____________________ will usually suggest win-win alternatives.
1.
________________________________________
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
the ____________ and ____________ of both (all) sides.
4.
________________________________________
, 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
negotiators’ goals.
6.
________________________________________
The ________________________ step is often the most difficult step in the integrative
negotiation process.
7.
________________________________________
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
____________ terms.
9.
________________________________________
, Problem definition should specify what ____________ must be overcome for the goal to be
attained.
10.
________________________________________
Instead of ____________ solutions, negotiators should develop standards by which potential
solutions will be judged for how well they fit.
11.
________________________________________
_________ 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,
the best ideas are most likely to surface during the ____________ part of the activity.
14.
________________________________________
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.
