Chapter 12: Overcoming Barriers to Integrative Negotiation
ANSWERS TO TRUE/FALSE QUESTIONS FROM THE TEXT
1. F
ANSWERS TO MULTIPLE CHOICE QUESTIONS FROM THE TEXT
1. d
5. a (Requesting a short period of time to consider a proposal can be a reasonable request. The
SUGGESTED ANSWERS TO DISCUSSION QUESTIONS FROM THE TEXT
2. Students should be able to come up with a number of barriers to integrative negotiation in the
work setting. Most of these barriers will center on employees’ inability to move away from
3. The discussion on this question should emphasize the importance of holding to principled
negotiation, regardless of how the other party behaves. Allow students to express their
SUGGESTIONS FOR THE CASE FROM THE TEXT
Case: Overcoming barriers
Starting tips: Remind the teams to play their roles sincerely and earnestly. Getting the most out
of the experience of dealing with hard bargainers will depend on the teams playing their roles
Desired outcomes: After negotiations have concluded, the parties should have enjoyed a
Suggested summary: Stress that dealing with hard bargainers and dirty tricks is a reality the
TEST QUESTIONS
True or False questions (each worth 1 or 2 points)
__F__ 1. Impasse is just another word for obstinacy.
Multiple Choice (worth 2 or 3 points each)
particular task. Neither seems to like the other’s suggestion. To overcome this
impasse, they might do all the following except:
a. Revisit the problem they are trying to solve to be sure they have adequately
defined it
has greatly overstated his position so that he can bargain down to the position he
wants without consideration of what is fair and reasonable to you. To counteract this,
you might consider all the following strategies except:
a. Walk away. If the party is serious about negotiating he will reconsider his
demands.
a. Delay
Short Answer essay questions (each worth up to 10 points)
1. State three “dirty tricks” and, for each, briefly describe its purpose and how to counteract it.
Answer:
The dirty tricks listed in the text are:
Good guy-bad guy routine
(Note: there are many others. Refer to the text for the purpose of each dirty trick and
methods for counteracting it.)
2. Briefly describe some measures you can take when the other party will not negotiate with
you.
Answer:
You can create awareness that the issue is a concern to you and that it should also concern
the other party. Measures you can take include:
1. Clearly express your concerns and how the failure to address them will adversely affect
your relationship, and then request the opportunity to discuss these concerns.
You can also strengthen your negotiation position by:
1. Knowing your and the other party’s BATNA. The more you understand these, the more
2. Strengthening your BATNA. If your bargaining position is not too strong, take measures
3. Defusing or weakening their BATNA. Show that the superior bargaining power that the
3. Discuss what you would do to respond to the following situations:
Answer: Sometimes, the parties argue over solutions before they have clearly defined the
b. You have o ered numerous proposals for resolving a dispute, which
the other party rejects. The other party o ers no proposals of his own.
Answer: A party may not wish to take ownership of a proposed agreement. He may
behave this way due to fear, a lack of motivation, or a feeling that his input is not valued.
If you are formulating ideas, ask how the other party would solve a particular problem,
c. The other party seems excessively worried about the agreement you
have reached and is unsure he can achieve the commitments made.
Answer: While remaining supportive, help the party do a reality check. On one hand,
help him visualize a world without an agreement. Will that world be better or worse than