Chapter 9: Creativity, Problem Solving, and Learning in Negotiation

Question 1

Fashioning win-win agreements that leverage both parties’ interest involves _______ and ______-______

Answer 1

creativity; problem-solving

Question 2

T or F: You have to be creative to be good at integrative negotiations.

Answer 2

True

Question 3

the _______ aspect of negotiation is often ignored by negotiators, who fixate on the ________
aspect of negotiation, driven by the fixed-pie perception.

Answer 3

creative; competitive

(Competitive negotiators tend to fall back on fixed-pie perception)

Question 4

a person’s theory about cause and
effect for a particular situation

Answer 4

mental model

(describing the negotiators theory of how particular situations fold out. How you view the situation as a negotiator.. (ex: 5 different people can look at the same thing and have different perspectives on it))

Question 5

Negotiators’ mental models shape their _______ and affect
the ________ of negotiation.

Answer 5

behavior; course

Question 6

What are the 5 popular Mental Models? Which is the most common?

Answer 6

1. Haggling (most common)
2. Cost-Benefit Analysis
3. Game playing (ppl enjoy negotiating)
4. Partnership
5. Problem-solving

Question 7

mental model where each negotiator tries to obtain the biggest share of the bargaining zone via a RAPID EXCHANGE of offers.

Answer 7

haggling

(ex: a yard-sale)

Question 8

T or F: The haggling model is based upon a fixed-pie perception of negotiation.

Answer 8

True

Question 9

Which mental model sees negotiation as a rational, decision-making model in which they attempt to maximize their returns; negotiators calculate the odds of each decision they might make.

Answer 9

cost-benefit analysis

(ex: your ROI)

Question 10

Which mental model of negotiation elevates the mental model of negotiation to a battle of wits between two or more highly intelligent people?

Answer 10

Game playing

(ppl that enjoy negotiating)

Question 11

T or F: In game playing, each person has their own interests in mind.

Answer 11

True

Question 12

Which mental model of negotiation is where negotiators believe
that it is important to build rapport to nurture a long-term relationship and make sacrifices in the effort to create goodwill?

Answer 12

Partnership

(very similar to cooperative, integrative personality; this model is embraced by companies and negotiators who treat their clients as partners)

Question 13

T or F: People interested in long-term relationships are willing to concede to get something done

Answer 13

True (partnership model)

Question 14

Which mental model of negotiation is where negotiators sit on the same side of the table and attempt to solve a puzzle together?

Answer 14

problem-solving model

Question 15

The problem-solving model focuses on the ________ or ________
aspects of the task and involves a great deal of creativity, reframing, and out-of-the-box thinking.

Answer 15

collaborative; cooperative

(strong integrative negotiators)

Question 16

T or F: A good negotiator can do all of these mental models in the right situation.

Answer 16

True

Question 17

Negotiators who reach win-win outcomes have mental models that are more (similar to/different from) one another than do negotiators who fail to reach win-win outcomes

Answer 17

similar to

Question 18

To the extent that negotiators have a high ability to think _______, from a _______ perspective, are better at
exchanging the information necessary to create ________
agreements.

Answer 18

abstractly; different; integrative

Question 19

What are 7 characteristics of highly creative negotiations?

Answer 19

1. Fractionate single-issue negotiations into multiple issues.
2. Find possibilities in patterns (help you predict the future)
3. Expand the pie
4. Create bridging solutions (ex: CVS/DocBox)
5. Reduce the counterparty’s costs
6. Nonspecific compensation agreement
7. Contingent contracts bridge differences of opinion between
   negotiators regarding future events.

Question 20

one negotiator receives what they want and the other is compensated by some method that was initially outside the bounds of the agreement

Answer 20

Nonspecific compensation agreement

Question 21

In many business negotiations, contingent contracts (CC) are
either ignored or rejected for several reasons. These are the main 2:

Answer 21

1. May be seen as a form of gambling
2. They appear to be a good idea, but how to formalize and act upon them is an enigma.

Question 22

T or F: You should avoid haggling

Answer 22

True

Question 23

What are 3 benefits of using contingent contracts?

Answer 23

1. Save face
2. Build trust
3. Reduce risk through risk sharing

Question 24

T or F: Contingency contracts allow negotiators to build on their differences, rather than arguing about them. Do not argue
over the future. Bet on it.

Answer 24

True

Question 25

While ________ and _________ can be barriers to effective agreements, contingency contracts use these biases to create a bet.

Answer 25

overconfidence; egocentrism (Contingency contracts allow negotiators to manage decision-making biases.)

Question 26

Contingency contracts allow negotiators to diagnose the _______ of the counterparty. When one party makes a claim that the other party does not believe, a bet can be created to protect a negotiator against the lie.

Answer 26

honesty

Question 27

T or F: Contingency contracts allow negotiators to increase the incentive of the parties to perform at or above contractually specified levels. Contingency contracts should be specifically considered when the motivation of one of the parties is in question.

Answer 27

True

Question 28

What are the 3 criteria for assessing the viability of contingent contracts in negotiation?

Answer 28

1. Continued interaction (about the situation) 2. Enforceability 3. Agree upfront on clear, specific measures

Question 29

Personalized, bilateral negotiation skills training with ______ & built in ______ periods post negotiation help improve negotiators ability to negotiate.

Answer 29

feedback; reflection

Question 30

Negotiators with _______ goals develop greater understanding of their counterparty’s interests and reach more integrative agreements

Answer 30

learning (a way to improve a negotiator's ability to negotiate)

Question 31

What are 2 ways negotiators may improve their ability to negotiate?

Answer 31

1. study deep-level, structural comparisons between various negotiation situations have more success transferring those learnings 2. Reflective thinking (about past negotiation situations)

Question 32

The rational problem-solving model describes 4 deliberate and systematic steps for solving a problem:

Answer 32

1. Understand the problem 2. Devise a plan 3. Carry out the plan 4. Look back and reflect on knowledge takeaways

Question 33

What are the 4 rules of brainstorming that help push for higher quantity and thus a higher likelihood of quality ideas?

Answer 33

1. Express any idea 2. Don't criticize 3. Generate as many ideas as possible 4. Modify and extend the ideas suggested

Question 34

Effective negotiation requires _______ thinking and negotiators’ _______ models influence their negotiation behavior.

Answer 34

creative; mental

Question 35

T or F: Creative negotiations involve fractionating problems into several, simpler parts, pattern-finding, finding differences to exploit, expanding the pie, bridging, cost cutting, nonspecific compensation, and structuring contingent contracts.

Answer 35

True