CPN Distributive vs Integrative Bargaining 3

Question 1

Which of the following best describes the 'negotiator's dilemma'?

Accepted Answer

Choosing between creating value through cooperation and claiming value through competition

Answer

The negotiator's dilemma is the tension between cooperative moves needed to create value and competitive moves needed to claim a larger share of that value.

Question 2

In integrative negotiation, 'post-settlement settlements' are used to:

Accepted Answer

Improve on an already-reached agreement by continuing to explore joint gains

Answer

Post-settlement settlements invite parties to search for Pareto improvements after an initial deal, often revealing overlooked integrative potential.

Question 3

Which factor most commonly causes integrative negotiations to default back to distributive tactics?

Accepted Answer

Lack of trust and fear that sharing interests will be exploited

Answer

When parties distrust each other, they withhold information about interests, preventing the interest discovery needed for integrative outcomes.

Question 4

A buyer and seller negotiate over a piece of equipment. The buyer values delivery speed highly; the seller has excess warehouse capacity. Agreeing on fast delivery at no extra cost is an example of:

Accepted Answer

Integrative value creation by exploiting differing priorities

Answer

Fast delivery costs the seller little but is highly valued by the buyer, illustrating integrative value creation from asymmetric priorities.

Question 5

Which of the following is a sign that a negotiation has reached a 'Pareto-efficient' outcome?

Accepted Answer

No further changes can improve one party's outcome without worsening the other's

Answer

A Pareto-efficient outcome is one where no reallocation can make one party better off without making the other worse off.

(CPN) Certified Professional Negotiator Practice Test

(CPN) Certified Professional Negotiator Practice Test

CPN Distributive vs Integrative Bargaining 3