Chapter 11: Integrative Negotiation: Negotiating as Partners
ANSWERS TO TRUE/FALSE QUESTIONS FROM THE TEXT
1. F
ANSWERS TO MULTIPLE CHOICE QUESTIONS FROM THE TEXT
1. b (Employer’s resistance point ($65,950) – Ezra’s resistance point ($63,725) = $2,225.)
SUGGESTED ANSWERS TO DISCUSSION QUESTIONS FROM THE TEXT
1. Students should openly express their concerns about the challenges they have faced or
believe they may face when negotiating. Encourage students to be creative and expansive in
identifying methods, techniques, and strategies for overcoming these challenges. Students
2. Students should realize that even negotiations that appear to have only distributive or fixed
pie resolutions could offer opportunities for exploring underlying interests. With respect to
negotiations for a car, for example, the salesperson and the buyer could negotiate price based
SUGGESTIONS FOR THE CASE FROM THE TEXT
Case: Negotiations for life
Starting tips: Ideally, assign the roles during the class preceding the class in which you conduct
the role-play. As noted, be sure to give the students assigned the roles time to discuss negotiation
Desired outcomes: In debriefing either role-play scenario, students should focus less on
whether the outcomes achieved were precisely what they wanted and more on how effective they
were in analyzing the case and applying the seven elements of negotiation to the factual
Suggested summary: Students should understand the value of engaging in integrative
TEST QUESTIONS
True or False questions (each worth 1 or 2 points)
Multiple Choice (worth 2 or 3 points each)
should agree to a modified work schedule for an employee?
a. The employee’s attendance record relative to others who have been granted a
modified work schedule
During negotiations for a new union contract, labor believes that the company will
once again realize profits within six months to a year. Therefore, it requests that the
current hiring freeze be lifted within six months. Management believes profits will
not be realized for at least another two years. It believes the hiring freeze should
continue for at least 18 months. This disagreement illustrates differing viewpoints
regarding:
b. Interests
certain proposals suggested by either party. Previously, they had listed a wide range
of possible solutions. The process in which they are currently engaged can best be
described as:
a. Brainstorming
Short Answer essay questions (each worth up to 10 points)
1. Describe the process parties can undertake to explore options during negotiations.
Answer:
1. Identify and define the problem
2. What does legitimacy mean within the framework of the seven elements for a successful
negotiation? What are some considerations for ensuring negotiations are “legitimate”?
Answer:
As the parties evaluate options for resolution, they must agree on what criteria they will
use to assess whether an option adequately meets their needs. Such discussions are essential
A successful negotiation must be based on fair standards, which means that the parties
have some basis for knowing when the terms and conditions proposed are fair and
A successful negotiation must also be based on fair procedures, which means that the
parties have a process for determining when proposals are fair and reasonable, including a
3. Describe and explain four actions you can take to overcome problems with perceptions that
the other party in a negotiation may have with you.
Answer:
1. Seek to view the situation from the other party’s point of view. While you need not
agree with the other party’s view, practicing empathy will provide you a better picture of
2. Don’t blame the other party for the problem, label his or her behavior, or act in other
ways that create defensiveness. Parties in conflict tend to make statements that reflect a
3. Encourage open discussion of perceptions. The parties should be honest about their true
intentions in pursuing the negotiation and frank about how they perceive the other’s
4. Ensure that the other party has a stake in the outcome by encouraging his or her
participation in the process for achieving resolution. In the employment context,
employees become frustrated when they feel they have no control over decisions