Ch 3 Flashcards
What is an essential process to achieving almost all integrative agreements?
belief that all sides can benefit by working in cooperation
What are the major steps in the integrative negotiation process?
Identify and define the problem
Understand the problem fully (identify interests and needs on both sides)
Generate alternative solutions
Evaluate and select among alternatives
What are substantive interests?
relate to key issues in the negotiation
How are interests based?
stem from deeply rooted human needs or values
What is logrolling?
each party achieves a highly preferred outcome on an issue
How does nonspecific compensation work?
one party allowed to obtain his objective and “pay off” the other party for accommodating
What is a question that negotiators ask themselves to help facilitate the bridging process?
underlying interests & needs
What is brainstorming?
be spontaneous and even impractical
How are solutions attained in an integrative negotiation?
Hard work
Information exchange
Focusing on interests rather than positions
Firm flexibility
How can alternatives to complex problems be evaluated?
Quality
Objective standards
Acceptability
What is a common goal?
common end, but benefit parties differently
What is a joint goal?
agree to combine different goals in a collective effort
Parties that don’t trust each other are more likely to engage in what type of behavior?
parties engage in positional bargaining
Why are the first three steps to integrative negotiation important?
creating value
What is the key benefit of integrative negotiation?
Focus on commonalties rather than differences
