Test Bank For Negotiation 7th Edition By Lewicki
Chapter 03
Strategy and Tactics of Integrative Negotiation
Fill in the Blank Questions
1.
Although the conflict may appear initially to be win-lose to the parties, ____________ and _____________ will usually suggest win-win alternatives.
________________________________________
2.
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 other party.
________________________________________
3.
Effective ____________ exchange promotes the development of good integrative solutions.
________________________________________
4.
Successful integrative negotiation requires that the negotiators search for solutions that meet the ____________ and ____________ of both (all) sides.
________________________________________
5.
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 through solutions.
________________________________________
6.
In integrative negotiation, ____________ are measured by the degree to which they meet both negotiators’ goals.
________________________________________
7.
The __________________ step is often the most difficult step in the integrative negotiation process.
________________________________________
8.
As a problem is defined jointly, it should accurately reflect both parties’ ____________ and ____________.
________________________________________
9.
For positive problem solving to occur, both parties must be committed to stating the problem in ____________ terms.
________________________________________
10.
Problem definition should specify what ____________ must be overcome for the goal to be attained.
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