Chapter 3 NEGOTIATION AND TRANSACTION

1) What does it mean if an interest is both intrinsic and instrumental to a negotiation?

2) Even well-intentioned negotiators can make three common mistakes; one is failing to negotiate when they should. What are the other two common mistakes?

3) The text supplies four important characteristics of integrative negotiators, one of which an "abundance mentality" or a "win-win" mentality. What are the other three characteristics of successful integrative negotiators?

4) What are the four major steps in the integrative negotiation process?

5) Those wishing to achieve integrative results must manage both the context and the process of the negotiation in order to gain the cooperation and commitment of all parties. What are the key contextual factors surrounding the negotiation process?

6) When creating value, the goal is to push possible solutions to the Pareto efficient frontier. Describe the ideal point that lies on this "frontier" line.

7) In a successful integrative negotiation process, negotiators must be firm about their primary interests and needs, but flexible about what?

8) Identify the four types of interests.

9) It is important that processes to create value precede those to claim value for two reasons. What are the two reasons?

10) There are several techniques to help negotiators generate alternative solutions to problems in the integrative negotiation process. These techniques fall into two general categories. What are those two categories?

11) One option for generating alternative solutions by redefining the problem is to use nonspecific compensation. Define "nonspecific compensation."

12) One option for generating alternative solutions by redefining the problem is to find a bride solution. Define "bridging."