Ch 3

Question 1

Explain the Distributive negotiation approach

Answer 1

• It is called zero-sum or win-lose negotiation, is a bargaining
  approach in which one person succeeds only if another
  person loses.

Question 2

Explain the Integrative negotiation approach

Answer 2

• It is a negotiation approach in which parties work together
  to find a solution that satisfies the needs and concerns of
  each. ( win-win solution)

Question 3

What are the Tips for success in a distributive negotiation?

Answer 3

1- Be persistent: persistence and polite assertiveness can help
you fulfill your interests.
2- Make the first offer: you can make the first offer to begin
the bargaining in your favor.
3- Don’t communicate your minimum favorable outcome:
You can withhold any information on the minimum you’re
willing to accept from bargaining for the best results.

Question 4

What are the Key context factors for the Integrative
negotiation approach?

Answer 4

1- Creating a free flow of information:
They should create conditions for a free and open discussion
of all related issues or concerns

2-Understanding the other negotiator’s real needs and
objectives:
The professional negotiators easily understand the other
side’s needs and objectives

3- Emphasizing common things between parties:
Sometimes the goal is not clear and understandable.
- Be sure that the goal should be clear and understandable

Searching for solutions that meet the goals and objectives of both parties.
- In this process, negotiators must be (firm but flexible)
Firm about their primary interests and needs, but flexible
about how these needs and interests are met.

Question 5

What are the Key steps in the integrative negotiation process?

Answer 5

1- Identify and define the problem
2- Understand the problem
3- Generate alternative solutions to the problem
4- Evaluate those alternatives and select among them.

Question 6

What are the Factors that facilitate successful integrative
negotiation?

Answer 6

1- The Presence of a Common Goal.
2- Faith in One’s Problem-Solving Ability.
3- Validity of the other party’s position.
4- The Motivation & Commitment to work together.
5- Trust each other.
6- Clear and Accurate Communication.
7- An Understanding of the dynamics of integrative
negotiation.

Question 7

What are the Factors that made integrative negotiation
difficult?

Answer 7

1- The history of the relationship between the parties,
2- The tendency toward black-and-white thinking,
3- The mixed-motive nature of most bargaining situations.