What is the primary goal of integrative negotiation?
Integrative Negotiation Tactics

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7 questions
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1.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
To expand the total value of interest
To win at all costs
To avoid negotiation
To minimize losses
2.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Which tactic involves adding value outside the primary interest at stake?
Contingency contracts
Lock rolling
Super ordination
Non-specific compensation
3.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
How does cutting the cost of compliance benefit the other party?
By increasing their workload
By making their life easier and cheaper
By complicating the negotiation
By reducing their profits
4.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
What is the purpose of brainstorming in integrative negotiation?
To finalize the agreement
To avoid communication
To come up with new ideas to expand the pie
To argue with the other party
5.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
What does bundling and unbundling interests help identify?
The most expensive interests
The order and priority of interests
The least important interests
The interests to ignore
6.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
What is a key feature of lock rolling in negotiation?
One party wins everything
Both parties decrease their demands
One party goes up while the other goes down
Both parties increase their demands
7.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
How do contingency contracts help in negotiations?
By increasing the risk for one party
By sharing or allocating risk between parties
By avoiding any agreement
By eliminating all risks
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