Module 4

Question 1

Integrative Negotiations

Answer 1

Integrative negotiation is a process in which the negotiators seek to integrate their interests into a negotiated agreement.

Question 2

Pareto Optimal

Answer 2

Max value for both parties

Question 3

Superior Agreement

Answer 3

Create additional value for both parties

Question 4

Agreement

Answer 4

exceeds both parties reservation points or BATNA

Question 5

How to prepare for integrative bargaining

Answer 5

• Rank your issues
• Weight you issues
• Use MESO offers or bundle to fell out yc
• FInd the range of optimal solutions

Question 6

Multi-Attribute Utility Analysis

Answer 6

• Identify
• Weight
• Identify options within each issue and quantify
• Calculate the quantified subjective value
• Plan negotiation strategy
• Consider MESO

Question 7

Preparing for Negotiation

Answer 7

Know yourself, Know the person across the table, prioritize and expand your options.