Chapter 19 / Lesson 18 – Negotiations and ADR

Question 1

distributive perspective

Answer 1

mindset that negotiations are zero-sum conflict, where one party’s gain is equal to other party’s loss

Question 2

integrative perspective

Answer 2

negotiations are collaborative problem solving process and parties focus on the underlying interest and needs of each other

Question 3

negotiation process

Answer 3

preparation, communication, exchange

Question 4

preparation principles

Answer 4

what are the issues?
what are the interests?
what are the priorities?

Question 5

positions

Answer 5

stated desires of parties on an issue

Question 6

interests

Answer 6

motivation behind parties’ position

Question 7

post-settlement agreement

Answer 7

an optimal solution reached after parties have an initial negotiated agreement, which may be achieved when the parties use their initial agreement as a back-up option

Question 8

anchoring effect

Answer 8

first number proposed anchors negotiation around that initial number