Negotiation Strategies and Approaches

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What happens when both sides in a negotiation adopt a competitive strategy?

Both sides end up worse off. (correct)
Both sides end up better off.
Both sides achieve their goals.
The negotiation ends in a stalemate.

What is the primary focus of integrative bargaining?

Giving in to the demands of the other party.
Finding a compromise between two fixed positions.
Pursuing a competitive strategy to get what one wants.
Developing mutually beneficial agreements based on interests. (correct)

What is a key difference between positional bargaining and integrative bargaining?

Positional bargaining focuses on positions, while integrative bargaining focuses on interests. (correct)
Positional bargaining is more effective, while integrative bargaining is less effective.
Positional bargaining is more efficient, while integrative bargaining is less efficient.
Positional bargaining focuses on interests, while integrative bargaining focuses on positions.

What is a potential outcome of integrative bargaining?

Both sides get all of what they want. (C) Signup and view all the answers

Why is integrative bargaining important?

It usually produces more satisfactory outcomes for the parties involved. (B) Signup and view all the answers

What is a key element of cooperative behavior in negotiation?

Committing to a cooperative approach and considering the future relationship. (A) Signup and view all the answers

What is the primary goal of identifying interests in integrative bargaining?

To figure out why people feel the way they do and why they are demanding what they are demanding (D) Signup and view all the answers

What is the purpose of asking 'Why?' in integrative bargaining?

To understand the underlying interests and needs of the other party (B) Signup and view all the answers

What is the outcome of creating options in integrative bargaining?

A list of creative new ideas for meeting interests and needs (C) Signup and view all the answers

Why is effective planning essential in integrative bargaining?

To reach a stable agreement (B) Signup and view all the answers

What is the primary goal of integrative bargaining?

To give each side as much of their interests as possible (D) Signup and view all the answers

What is the role of an intermediary in identifying interests?

To ask questions to clarify the interests of the parties (A) Signup and view all the answers

What is a common scenario where ADR processes are used?

When the conflict reaches a hurting stalemate (D) Signup and view all the answers

What is the role of a mediator in a dispute resolution?

To help the parties reach a mutually acceptable resolution (B) Signup and view all the answers

What is a characteristic of arbitration compared to a trial?

It is less formal (C) Signup and view all the answers

Who typically serves as an arbitrator?

A retired judge or panel of retired judges (A) Signup and view all the answers

What is the role of a Special Master?

To oversee discovery issues, conferencing cases, or overseeing post-judgment activity (A) Signup and view all the answers

When is mediation particularly useful?

When family members, neighbors, or business partners have a dispute (A) Signup and view all the answers