国际商务谈判自测题Chapter3

.\Chapter3StrategyandTacticsofIntegrativeNegotiationFillintheBlankQuestionsAlthoughtheconflictmayappearinitiallytobewin-losetotheparties,andwillusuallysuggestwin-winalternatives.Answer:discussion,mutualexplorationPage:72Thosewishingtoachieveintegrativeresultsfindthattheymustmanagetheandofthenegotiationinordertogainthewillingcooperationandcommitmentoftheotherparty.Answer:context,processPage:73Effectiveexchangepromotesthedevelopmentofgoodintegrativesolutions.Answer:informationPage:73Successfulintegrativenegotiationrequiresthatthenegotiatorssearchforsolutionsthatmeettheandofboth(all)sides.Answer:needs,objectivesPage:74Inanintegrativenegotiation,negotiatorsmustbeabouttheirprimaryinterestsandneeds,butaboutthemannerinwhichtheseinterestsandneedsaremetthroughsolutions.Answer:firm,flexiblePage:74,75Inintegrativenegotiation,aremeasuredbythedegreetowhichtheymeetbothnegotiators'goals.Answer:outcomesPage:75Thestepisoftenthemostdifficultstepintheintegrativenegotiationprocess.Answer:problemidentificationPage:76Asaproblemisdefinedjointly,itshouldaccuratelyreflectbothparties'andAnswer:needs,prioritiesPage:77Forpositiveproblemsolvingtooccur,bothpartiesmustbecommittedtostatingtheprobleminterms.Answer:neutralPage:77Problemdefinitionshouldspecifywhatmustbeovercomeforthegoaltobeattained.Answer:obstaclesPage:78Theintegrativenegotiationprocesscannotworkunlessnegotiatorsavoiduntiltheyhavefullydefinedtheproblemandexaminedallthepossiblealternativesolutions.Answer:prematuresolutionsPage:78interestsarerelatedtohowthenegotiationsunfold.Answer:ProcessPage:81Successfulrequiresafundamentalreformulationoftheproblemsuchthatthepartiesarenolongersquabblingovertheirpositions;instead,theyaredisclosingsufficientinformationtodiscovertheirinterestsandneedsandtheninventingoptionsthatwillsatisfybothparties'needs.Answer:bridgingPage:87occursinintegrativenegotiationwhenonepartyisallowedtoobtainhis/herobjectivesandthen"paysoff"theotherpersonforaccommodatinghis/herinterests.Answer:NonspecificcompensationPage:87Researchhasshownthatwhenbrainstormersworkattheprocessforalongperiodoftime,thebestideasaremostlikelytosurfaceduringthepartoftheactivity.Answer:latterPage:89Integrativenegotiationsolutionsshouldbejudgedontwomajorcriteria:howtheyare,andhowtheywillbetothosewhohavetoimplementthem.Answer:good,acceptablePage:92Thestrategyofiseffectivenotonlyininventingoptions,butalsoasamechanismtocombineoptionsintonegotiatedpackages.Answer:logrollingPage:93Agoalisoneinwhichbothpartiesworktowardacommonendbutonethatbenefitseachpartydifferently.Answer:sharedPage:95Thosewhodonotshareabeliefthattheycanworktogetherinanintegrativenegotiationarelesswillingtoinvestthetimeandenergyinthepotentialpayoffsofacollaborativerelationshipandaremorelikelytoassumeaorapproachtoconflict.Answer:contending,accommodatingPage:96Integrativenegotiationrequiresnegotiatorstoacceptboththeirownandtheother'sattitudes,interestsanddesiresas.Answer:validPage:96Forintegrativenegotiationtosucceed,thepartiesmustbemotivatedtoratherthantocompete.Answer:collaboratePage:96Evencooperativelymotivatednegotiatorshavelesstrust,exchangelessinformationaboutpreferencesandpriorities,andachieveagreementsoflowerjointprofitwhentheycantheotherpartythanwhentheydonothavethiscapability.Answer:punishPage:97PeoplewhoareinterdependentbutdonottrusteachotherwillactorAnswer:tentatively,defensivelyPage:98Whenpeopletrusteachother,theyaremorelikelytoshareandtoaccuratelytheirneeds,positions,andthefactsofthesituation.Answer:information,communicatePage:98Whentherearestrongnegativefeelingsorwhenoneormorepartiesareinclinedtodominate,negotiatorsmaycreate,proceduresforcommunication.Answer:formal,structuredPage:100True/FalseQuestionsTF26.Inintegrativenegotiation,thegoalsofthepartiesaremutuallyexclusive.Answer:FalsePage:71TF27.Thefailuretoreachintegrativeagreementsisoftenlinkedtothefailuretoexchangesufficientinformationthatwillallowthepartiestoidentifyintegrativeoptions.Answer:TruePage:73TF28.Integrativeagreementshavebeenshowntobefacilitatedwhenpartiesexchangedinformationabouttheirpositionsonparticularissues,butnotnecessarilyabouttheirprioritiesonthoseissues.Answer:FalsePage:73,74TF29.Partiesshouldentertheintegrativenegotiationprocesswithfewpreconceptionsaboutthesolution.Answer:TruePage:77TF30.Forpositiveproblemsolvingtooccur,bothpartiesmustbecommittedtostatingtheprobleminneutralterms.Answer:TruePage:77TF31.Anintegrativenegotiationproblemshouldbedefinedasasolutionprocessratherthanasaspecificgoaltobeattained.Answer:FalsePage:78TF32.Inintegrativenegotiations,negotiatorsareencouragedtostatetheproblemintermsoftheirpreferredsolutionandtomakeconcessionsfromthesemostdesiredalternatives.Answer:FalsePage:78TF33.Ifbothpartiesunderstandthemotivatingfactorsfortheother,theymayrecognizepossiblecompatibilitiesinintereststhatpermitthemtoinventpositionswhichbothwillendorseasanacceptablesettlement.Answer:TruePage:79,80TF34.Intrinsicrelationshipinterestsexistwhenthepartiesderivepositivebenefitsfromtherelationshipanddonotwishtoendangerfuturebenefitsbysouringit.Answer:FalsePage:80TF35.Focusingoninterestsallowspartiestomovebeyondopeningpositionsanddemandstodeterminewhatthepartiesreallywant—whatneedstrulymustbesatisfied.Answer:TruePage:82TF36.Inlogrolling,ifthepartiesdoinfacthavedifferentpreferencesondifferentissues,eachpartygetstheirmostpreferredoutcomeontheirhighpriorityissueandshouldbehappywiththeoverallagreement.Answer:TruePage:85TF37."Expandingthepie"asamethodofgeneratingalternativesolutionsisacomplexprocess,asitrequiresmuchmoredetailedinformationabouttheotherpartythandoothermethods.Answer:FalsePage:86TF38.Successfulbridgingrequiresafundamentalreformulationoftheproblemsuchthatthepartiesarenolongersquabblingovertheirpositions;instead,theyaredisclosingsufficientinformationtodiscovertheirinterestsandneedsandtheninventingoptionsthatwillsatisfybothparties'needs.Answer:TruePage:87TF39.Ingeneratingalternativesolutionstotheproblem,groupsshouldalsoadoptproceduresfordefiningtheproblem,definingtheinterests,andgeneratingoptions,however,topreventthegroupprocessfromdegeneratingintoawin-losecompetitionoradebatingevent.Answer:TruePage:89TF40.Inbrainstorming,participantsareurgedtobespontaneous,evenimpractical,andtocensoranyone'sideas(includingtheirown).Answer:FalsePage:89TF41.Whethertheintegrativenegotiationissimpleorcomplex,theevaluationandselectionstepsmustalwaysbekeptseparate,oracontaminationofthenegotiationeffortmayoccurafteraninformaldecisionhasalreadybeenmade.Answer:FalsePage:91TF42.Whenaspecificsolutionmustmeetthecriteriaofbothqualityandacceptability,thoseevaluatingthesolutionoptionsmayhavetobepreparedtomaketrade-offsbetweenthetwotoinsurethatbothcriteriaaremet.Answer:TruePage:92TF43.Intangiblescanleadthenegotiatortofighthardertoattainaparticularsolutionoptionifthatoptionsatisfiesbothtangiblesandintangibles.Answer:TruePage:93TF44.Inintegrativenegotiation,decisionsmustbefinalizedineachstepofthenegotiationprocess.Answer:FalsePage:94TF45.Acommongoalisoneinwhichallpartiessharetheresultequally.Answer:TruePage:95TF46.Negotiatorswhoarefirmeraboutinsistingthattheirownpointofviewbecomeincorporatedintothegroupsolutionachievelessintegrativeagreementsthanthosewhoarelessfirm.Answer:FalsePage:96TF47.Forsuccessfulintegrativenegotiationtooccur,eachpartyshouldbeasinterestedintheobjectivesandproblemsoftheothersideaseachisinhisown.Answer:FalsePage:97TF48.Althoughthereisnoguaranteethattrustwillleadtocollaboration,thereisplentyofevidencetosuggestthatmistrustinhibitscollaboration.Answer:TruePage:98TF49.Multiplecommunicationchannelsshouldnotbeusedastheyinevitablypassalonginaccurateandconfusinginformation.Answer:FalsePage:100TF50.Mostsituationsaremixed-motivenegotiations,containingsomeelementsthatrequiredistributivebargainingprocesses,andothersthatrequireintegrativenegotiation.Answer:TruePage:103MultipleChoiceQuestionsWhichofthefollowingisnotanelementofintegrativenegotiations?afocusoncommonaltiesanattempttoaddresspositionsarequiredexchangeofinformationandideastheuseofobjectivecriteriaforstandardsofperformanceAlloftheaboveareelementsofintegrativenegotiations.Answer:BPage:72Whichofthefollowingprocessesiscentraltoachievingalmostallintegrativeagreements?moderatingthefreeflowofinformationtoensurethateachparty'spositionisaccuratelystatedexchanginginformationabouteachparty'spositiononkeyissuesemphasizingthecommonaltiesbetweenthepartiessearchingforsolutionsthatmaximizethesubstantiveoutcomeforbothpartiesAlloftheaboveprocessesarecentraltoachievingintegrativeagreements.Answer:CPage:73Whichofthefollowingisamajorstepintheintegrativenegotiationprocess?identifyinganddefiningtheproblemunderstandingtheproblemandbringinginterestsandneedstothesurfacegeneratingalternativesolutionstotheproblemchoosingaspecificsolutionAlloftheabovearemajorstepsintheintegrativenegotiationprocess.Answer:EPage:75Inwhichmajorstepoftheintegrativenegotiationprocessofidentifyinganddefiningtheproblemwouldyoulikelyfindthatiftheproblemiscomplexandmultifacetedthepartiesmaynotevenbeabletoagreeonastatementoftheproblem?definetheprobleminawaythatismutuallyacceptabletobothsides.statetheproblemwithaneyetowardpracticalityandcomprehensiveness.statetheproblemasagoalandidentifytheobstaclestoattainingthisgoal.depersonalizingtheproblem.separatetheproblemdefinitionfromthesearchforsolutions.Answer:BPage:76-78Aninterestisinstrumentalifthepartiesvalueitbecauseithelpsthemderiveotheroutcomesinthefuture.thepartiesvaluetheinterestinandofitself.itrelatesto"tangibleissues"orthefocalissuesundernegotiation.therelationshipisvaluedforbothitsexistenceandforthepleasurethatsustainingtherelationshipcreates.Alloftheaboverelatetoinstrumentalinterests.Answer:BPage:80Substantiveinterestsaretheintereststhatrelatetothefocalissuesundernegotiation.arerelatedtothewaywesettlethedispute.meanthatoneorbothpartiesvaluetheirrelationshipwitheachotheranddonotwanttotakeactionsthatwilldamagetherelationship.regardwhatisfair,whatisright,whatisacceptable,whatisethical,orwhathasbeendoneinthepastandshouldbedoneinthefuture.Alloftheaboverelatetosubstantiveinterests.Answer:APage:80Whichofthefollowingstatementsaboutinterestsistrue?Thereisonlyonetypeofinterestinadispute.Partiesarealwaysinagreementaboutthetypeofinterestsatstake.Interestsareoftenbasedinmoredeeplyrootedhumanneedsorvalues.Interestsdonotchangeduringthecourseofanintegrativenegotiation.Alloftheabovestatementsaboutinterestsaretrue.Answer:CPage:82Successfullogrollingrequiresthatthepartiesestablishmorethanoneissueinconflictandthenagreetotradeoffamongtheseissuessoonepartyachievesahighlypreferredoutcomeonthefirstissueandtheotherpersonachievesahighlypreferredoutcomeonthesecondissue.noadditionalinformationabouttheotherpartythanhis/herinterests,andassumesthatsimplyenlargingtheresourceswillsolvetheproblem.thatonepartyisallowedtoobtainhis/herobjectivesandhe/shethen"paysoff"theotherpartyforaccommodatinghis/herinterests.afundamentalreformulationoftheproblemsuchthatthepartiesaredisclosingsufficientinformationtodiscovertheirinterestsandneedsandtheninventingoptionsthatwillsatisfybothparties'needs.Successfullogrollingrequiresalloftheabove.Answer:APage:85Whatapproachcanpartiesusetogeneratealternativesolutionsbyredefiningtheproblemorproblemset?brainstorminglogrollingsurveysnonspecificcompensationNoneoftheaboveapproachescanbeusedtoredefinetheproblem.Answer:DPage:87Innonspecificcompensationresourcesareaddedinsuchawaythatbothsidescanachievetheirobjectives.onepartyachieveshis/herobjectivesandtheother'scostsareminimizedifhe/sheagreestogoalong.thepartiesareabletoinventnewoptionsthatmeeteachsides'needs.onepersonisallowedtoobtainhis/herobjectivesand"payoff"theotherpersonforaccommodatinghisinterests.Alloftheabovearerelatedtononspecificcompensation.Answer:DPage:87Whatquestionscanbeaskedtofacilitatenonspecificcompensation?Whataretheotherparty'sgoalsandvalues?Howcanbothpartiesgetwhattheyaredemanding?Whatissuesareofhigherandlowerprioritytome?Whatrisksandcostsdoesmyproposalcreatefortheother?Noneoftheabovecanbeusedtofacilitatenonspecificcompensation.Answer:APage:88"Whataretheother'srealunderlyinginterestsandneeds?"isaquestionthatcanfacilitatetheprocess.expandingthepielogrollingnonspecificcompensationbridgingThequestionshouldnotbeusedwithanyoftheaboveprocesses.Answer:DPage:88Inbrainstormingindividualsworkinalargegrouptoselectasingleoptimalsolution.allsolutionsarejudgedandcritiquedastheyarerecorded,andaweighted-averagepercentageisassignedtoeachsolution.partiesareurgedtobespontaneousandevenimpractical.thesuccessoftheapproachdependsontheitem-by-itemevaluationandcritiqueofthesolutionsaspresented.Noneoftheaboveisapartofthebrainstormingprocess.Answer:CPage:89Whenidentifyingoptionsinanintegrativenegotiation,solutionsareusuallyattainedthrough:hardworkinformationexchangefocusingoninterestsratherthanpositionsfirmflexibilitySolutionsareattainedbyusingalloftheabove.Answer:EPage:90Whenconfrontedwithcomplexproblems,oralargenumberofalternativeoptions,whichofthefollowingstepsisnecessary?broadentherangeofsolutionoptionsevaluatesolutionsonthebasisofquality,standards,andacceptabilitydecideoncriteriawhileevaluatingoptionsmaintainafocusontheinfluenceoftangiblesinselectingoptionsAlloftheabovestepsshouldbeusedwhenconfrontedwithcomplexproblems.Answer:BPage:91-94Whichguidelineshouldbeusedinevaluatingoptionsandreachingaconsensus?keeptherangeofsolutionoptionsaswideaspossibleevaluatethesolutionsonthebasisofspeedandexpediencykeepdetailedrecordsthroughoutthediscussionandevaluationprocessbealerttotheinfluenceofintangiblesinselectingoptionsNoneoftheaboveshouldbeusedintheevaluationprocess.Answer:DPage:93Acommongoalisoneinwhichallpartiessharetheresultequallythepartiesworktowardacommonendbutbenefitdifferentlyallpartiesworktogethertoachievesomeoutputthatwillbesharedindividualswithdifferentpersonalgoalsagreetocombinetheminacollectiveeffort.Alloftheabovearecharacteristicsofacommongoal.Answer:BPage:95Ajointgoalisoneinwhichallpartiessharetheresultequally.thepartiesworktowardacommonendbutbenefitdifferently.individualswithdifferentpersonalgoalsagreetocombinetheminacollectiveeffort.allpartiesworktogethertoachievesomeoutputthatwillbeshared.Alloftheabovearecharacteristicsofacommongoal.Answer:CPage:95Whichofthefollowingisnotnecessaryforintegrativenegotiationtosucceed?Eachpartyshouldbeasinterestedintheobjectivesandproblemsoftheotheraseachisinhis/herown—eachmustassumeresponsibilityfortheother'sneedsandoutcomesaswellasforhis/herown.Thepartiesmustbecommittedtoagoalthatbenefitsbothofthemratherthantopursuingonlytheirownends.Thepartiesmustbewillingtoadoptinterpersonalstylesthataremorecongenialthancombative,moreopenandtrustingthanevasiveanddefensive,moreflexible(butfirm)thanstubborn(butyielding).Needshavetobemadeexplicit,similaritieshavetobeidentified,anddifferenceshavetoberecognizedandaccepted.Alloftheaboveareessentialforintegrativenegotiationtosucceed.Answer:APage:96Whichofthefollowingisamajorcharacteristicofapre-settlementsettlement?Thesettlementresultsinafirm,legallybindingwrittenagreementbetweentheparties.Itoccursinadvanceofthepartiesundertakingafull-scalenegotiation.Thepartiesintendthattheagreementwillbereplacedbyamoreclearlydelineatedlong-termagreementwhichistobenegotiated.Itresolvesonlyasubsetoftheissuesonwhichthepartiesdisagree,andmaysimplyestablishaframeworkwithinwhichthemorecomprehensiveagreementcanbedefinedanddelineated.Alloftheabovearecharacteristicsofapre-settlementsettlement.Answer:EPage:95,96Whichofthefollowingfactorsdoesnotcontributetothedevelopmentoftrustbetweennegotiators?Wearemorelikelytotrustsomeoneweperceiveassimilartousorasholdingapositiveattitudetowardus.Weoftenmistrustpeoplewhoaredependentuponusbecauseweareinapositiontohelporhurtthem.Wearemorelikelytotrustpeoplewhoinitiatecooperative,trustingbehavior.Wearemorelikelytotrustnegotiatorswhomakeconcessions.Alloftheabovecontributetothedevelopmentoftrustbetweennegotiators.Answer:BPage:98,99Whenpeopledonottrusteachothertheyaremorethanlikelytoengageinwhichofthefollowingbehaviors?promotingcollaborationcommunicatingaccuratelypositionalbargainingcommittingtoajointsolutionnoneoftheaboveAnswer:CPage:98Whenformalchannelsofcommunicationbreakdown,negotiatorsarepermittedtofindingalternativesandcanusewhichofthefollowing?conversationsovercoffeebreaksseparatemeetingsbetweenchiefnegotiatorsoutsideoftheformalsessionsoff-the-recordcontactsbetweenkeysubordinatesalloftheabovenoneoftheaboveAnswer:DPage:100Integrativenegotiationfailsbecausenegotiatorsfailtoperceivetheintegrativepotentialofthenegotiatingproblem.ofdistributiveassumptionsaboutthenegotiationproblem.ofthemixed-motivenatureoftheissues.ofthenegotiator'spreviousrelationshipwithoneanother.Alloftheabovearereasonswhyintegrativenegotiationsfail.Answer:EPage:102Whichofthefollowing5-stepprocesseshasbeenusedsuccessfullyinacollectivebargainingsituation?commitment,explanation,validation,prioritization,negotiationcommitment,exploration,verification,prioritization,negotiationcollaboration,explanation,validation,prioritization,negotiationcollaboration,exploration,verification,prioritization,negotiationNoneoftheaboveprocesseshavebeenusedincollectivebargaining.Answer:APage:103ShortAnswerEssaysWhatelementsmustanegotiationcontaintobecharacterizedas"integrative?"Answer:Afocusoncommonaltiesratherthandifferences,anattempttoaddressneedsandinterests,acommitmenttoachievingneedsofallinvolvedparties,therequiredexchangeofinformationandideas,theinventionofoptionsformutualgain,theuseofobjectivecriteriaforstandardsofperformance.Page:72WhymightitbebeneficialforpartiesinanintegrativenegotiationtoknowandshareBATNAs?Answer:Partieswhoareawareoftheirownalternativestoanegotiatedagreementincreasedtheirwalkawaypoints,madebetternegotiatingtrade-offsandincreasedthesizeoftheresourcepie,butonlywhenbothpartieswereawareofthealternatives.NegotiatorswhokeeptheavailabilityofagoodBATNAtothemselvesreceivedsomebenefitstothemselvesbutfailedtoobtaintheadditionalbenefitsobtainedwhenthisinformationwasshared.Page:73Intheirsearchforsolutionsthatmeettheobjectivesandneedsofbothsides,negotiatorsmustbefirmbutflexibleaboutwhat?Answer:Firmabouttheirprimaryinterestsandneeds,butflexibleaboutthemannerinwhichtheseinterestsandneedsaremetthroughsolutions.Page:74,75Whatarethefourmajorstepsintheintegrativenegotiationprocess?Answer:Identifyinganddefiningtheproblem,understandingtheproblemandbringinginterestsandneedstothesurface,generatingalternativesolutionstotheproblem,andchoosingaspecificsolutionfromamongthosealternatives.Page:75Howshouldtheproblemstatementbeconstructed?Answer:ItshouldstatetheproblemassuccinctlyaspossiblewhileassuringthatthemostimportantdimensionsandelementsareincludedPage:77Howcanpersonalpreferencesgetinthewayofintegrativenegotiations?Answer:Whenpartiesareengagedinconflict,theytendtobecomeevaluativeandjudgmental.Theyviewtheirownactions,strategies,andpreferencesinapositivelightandtheotherparty'sactions,strategies,andpreferencesinanegativelight.SuchevaluativejudgmentscangetinthewayofclearanddispassionatethinkingPage:78Defineinterests.Answer:Interestsaretheunderlyingconcerns,needs,desires,orfearsbehindanegotiator'sposition,whichmotivatethenegotiatortotakethatposition.Page:79Identifyanddefinethefourtypesofinterests.Answer:Substantiveinterestsarethetypesofintereststhatrelatecloselyto"tangibleissues,"andrelatetothefocalissuesundernegotiation.Processinterestsarerelatedtothewaywesettlethedispute.Relationshipinterestsmeanthatoneorbothpartiesvaluetheirrelationshipwitheachotheranddonotwanttotakeactionsthatwillharmordamagetherelationship.Interestsinprinciplesinvolvewhatisfair,whatisright,whatisacceptable,whatisethical,orwhathasbeendoneinthepastandshouldbedoneinthefuture.Page:81Whatisthebenefitofbringingdifferentintereststothesurface?Answer:Bringingdifferentintereststothesurfacemayenablethepartiestoseethatinfacttheycareaboutverydifferentthings,andthustheycaninventasolutionthataddressestheinterestsofbothsides.Page:82Whattwoapproachescanbeusedtogeneratealternativesolutions?Answer:Redefine,recast,orreframetheproblemsoastocreatewin-winalternativesoutofwhatearlierappearedtobeawin-loseproblem;andtakingtheproblemasgivenandcreatingalonglistofalternativeoptionsfromwhichtheycanchooseaparticularoption.Page: