Negotiation 8th Edition By Roy Lewicki – Test Bank
Negotiation, 8e (Lewicki)
Chapter 3 Strategy and Tactics of Integrative Negotiation
1) One author lists the characteristics of integrative negotiation as great listening skills, personal character and integrity, personal maturity, and something called “________ mentality,” referred to as a “win-win” or creating value mentality.
Answer: Abundance
Topic: Box 3.1: Characteristics of Integrative Negotiators
Learning Objective: 03-01 Understand the basic elements of integrative negotiation.
Accessibility: Keyboard Navigation
2) Those wishing to achieve integrative results find that they must manage the ________ and the ________ of the negotiation in order to gain the willing cooperation and commitment of the other party.
Answer: context; process
Topic: An Overview of the Integrative Negotiation Process
Learning Objective: 03-01 Understand the basic elements of integrative negotiation.
Accessibility: Keyboard Navigation
3) Effective ________ exchange promotes the development of good integrative solutions.
Answer: information
Topic: Creating a Free Flow of Information
Learning Objective: 03-01 Understand the basic elements of integrative negotiation.
Accessibility: Keyboard Navigation
4) Research shows that the failure to reach integrative agreements is often linked to the failure to exchange enough ________ to allow the parties to identify integrative options.
Answer: information
Topic: Creating a Free Flow of Information
Learning Objective: 03-01 Understand the basic elements of integrative negotiation.
Accessibility: Keyboard Navigation
5) Integrative negotiation requires a process fundamentally different than ________ bargaining, which approaches a problem in win-lose terms.
Answer: distributive
Topic: Searching for Solutions That Meet the Needs and Objectives of Both Sides
Learning Objective: 03-01 Understand the basic elements of integrative negotiation.
