Chapter 03 – Strategy and Tactics of Integrative Negotiation
Chapter 03
Strategy and Tactics of Integrative Negotiation
1. (p. 62) Although the conflict may appear initially to be win-lose to the parties, ____________
and ____________ ____________ will usually suggest win-win alternatives.
2. (p. 63) Those wishing to achieve integrative results find that they must manage the
____________ and ____________ of the negotiation in order to gain the willing cooperation
3. (p. 64) Effective ____________ exchange promotes the development of good integrative
solutions.
4. (p. 65) Successful integrative negotiation requires that the negotiators search for solutions that
meet the ____________ and ____________ of both (all) sides.
5. (p. 65) In an integrative negotiation, negotiators must be ____________ about their primary
interests and needs, but ___________ about the manner in which these interests and needs are
