ESSENTIALS OF NEGOTIATION EXAM
SCRIPT FINAL PAPER 2026 COMPLETE
SOLVED QUESTIONS BARGAINING INSIGHT
TOOLKIT
◉ Overview of Integrative Negotiation Process
Answer: creating a free flow of information, attempting to
understand the other negotiator's real needs and objectives,
emphasizing the commonalities between the parties and minimizing
the differences, and searching for solutions that meet the needs and
objectives of both sides (flexible)
◉ Key steps in the integrative negotiation process
Answer: (1) Identify and define the problem
(2) Surface interests and needs
(3) Generate alternative solutions to the problem
(4) Evaluate those alternatives and select among them
create and claim value through these steps
◉ creating value
, Answer: negotiators need to understand the problem, identify
interests and needs of both parties, and generate alternative
solutions - more effective when done collaboratively without a focus
on who gets what and claiming value could therefore be detrimental
◉ Pareto efficient frontier
Answer: there is no agreement that would make any party better off
without decreasing the outcomes to any other party
◉ Points in identifying and defining the problem
Answer: (1) Define the problem in a way that is mutually acceptable
to both sides
(2) State the problem with an eye toward practicality and
comprehensiveness
(3) State the problem as a goal and identify the obstacles to attaining
this goal
(4) Depersonalize the problem
(5) Separate the problem definition from the search for solution (do
not jump to solutions)
◉ types of interests
Answer: substantive, process, and relationship
◉ interests
SCRIPT FINAL PAPER 2026 COMPLETE
SOLVED QUESTIONS BARGAINING INSIGHT
TOOLKIT
◉ Overview of Integrative Negotiation Process
Answer: creating a free flow of information, attempting to
understand the other negotiator's real needs and objectives,
emphasizing the commonalities between the parties and minimizing
the differences, and searching for solutions that meet the needs and
objectives of both sides (flexible)
◉ Key steps in the integrative negotiation process
Answer: (1) Identify and define the problem
(2) Surface interests and needs
(3) Generate alternative solutions to the problem
(4) Evaluate those alternatives and select among them
create and claim value through these steps
◉ creating value
, Answer: negotiators need to understand the problem, identify
interests and needs of both parties, and generate alternative
solutions - more effective when done collaboratively without a focus
on who gets what and claiming value could therefore be detrimental
◉ Pareto efficient frontier
Answer: there is no agreement that would make any party better off
without decreasing the outcomes to any other party
◉ Points in identifying and defining the problem
Answer: (1) Define the problem in a way that is mutually acceptable
to both sides
(2) State the problem with an eye toward practicality and
comprehensiveness
(3) State the problem as a goal and identify the obstacles to attaining
this goal
(4) Depersonalize the problem
(5) Separate the problem definition from the search for solution (do
not jump to solutions)
◉ types of interests
Answer: substantive, process, and relationship
◉ interests
