18 Questions
What happens when both sides in a negotiation adopt a competitive strategy?
Both sides end up worse off.
What is the primary focus of integrative bargaining?
Developing mutually beneficial agreements based on interests.
What is a key difference between positional bargaining and integrative bargaining?
Positional bargaining focuses on positions, while integrative bargaining focuses on interests.
What is a potential outcome of integrative bargaining?
Both sides get all of what they want.
Why is integrative bargaining important?
It usually produces more satisfactory outcomes for the parties involved.
What is a key element of cooperative behavior in negotiation?
Committing to a cooperative approach and considering the future relationship.
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
What is the purpose of asking 'Why?' in integrative bargaining?
To understand the underlying interests and needs of the other party
What is the outcome of creating options in integrative bargaining?
A list of creative new ideas for meeting interests and needs
Why is effective planning essential in integrative bargaining?
To reach a stable agreement
What is the primary goal of integrative bargaining?
To give each side as much of their interests as possible
What is the role of an intermediary in identifying interests?
To ask questions to clarify the interests of the parties
What is a common scenario where ADR processes are used?
When the conflict reaches a hurting stalemate
What is the role of a mediator in a dispute resolution?
To help the parties reach a mutually acceptable resolution
What is a characteristic of arbitration compared to a trial?
It is less formal
Who typically serves as an arbitrator?
A retired judge or panel of retired judges
What is the role of a Special Master?
To oversee discovery issues, conferencing cases, or overseeing post-judgment activity
When is mediation particularly useful?
When family members, neighbors, or business partners have a dispute
Learn about negotiation strategies and approaches, including competitive and cooperative methods, and how they impact negotiations and relationships.
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