Integration Terms
This key problem arises when people believe their interests are incompatible when they are not?
What is false conflict?
The strategy of trading off so as to capitalize on different strengths of preferences is known as this lumberjack sport.
What is logrolling?
DAILY DOUBLE!
You should ask the other party questions about these two things.
What are interests and priorities?
Claiming. This negotiator realizes that there are both pie-expanding and pie-dividing aspects to a negotiation.
What is enlightened?
Not discovering compatible interests and reaching suboptimal solutions yield this
What is lose-lose effect?
If parties value the same event differently, depending on When is occurs, they demonstrate differences in this.
What is time preference?
You should provide the other party information about these two things.
What are interests and priorities?
These two terms are used to distinguish between dividing the pie and expanding the pie.
What is distributive and integrative?
If the parties differ in their endowments, talents, and skills, they exhibit differences in this.
What are capabilities?
Instead of negotiating issue by issue, you should do this.
What is make package deals?
DAILY DOUBLE!
Because mutually beneficial tradeoffs require at least two issues, a single issue may have to be split up, which is known as this…
What is unpacking or unbundling?
If the parties have different forecasts or beliefs about what will happen, these differences are known as this.
What are expectations?
When the other side refuses to provide meaningful information, you should do this.
What is make multiple offers of equivalent value?
The highest or third level in the Pyramid Model of Integrative Agreements is known as this.
What is Pareto optimal?
One good way of handling differences in expectations or risk attitudes is through the use of this type of contract.
What are contingency contracts?
Resuming negotiations after initial settlement, to improve the solution if possible is known as this.
What is post-settlement settlement?