7. ____________ in frames between parties are sources of conflict. ________________________________________ 8. Parties who focus on ____________ in a dispute are often able to find ways to resolve that dispute. ________________________________________ 9. Disputes settled by ____________ usually create clear winners and losers. ________________________________________ 10. Frames are shaped by conversations that the parties have with each other about the issues in the ____________ __________. ________________________________________ 11. ____________ can also occur as one party uses metaphors, analogies, or specific cases to illustrate a point. ________________________________________ 12. Frames shape what the parties define as the ____________ ____________ and how they talk about them. ________________________________________ 13. Negotiations in which the outcomes are ____________ framed tend to produce fewer concessions, reach fewer agreements, and perceive outcomes as less fair.... Show This is a preview. Log in through your library. Abstract A laboratory experiment examined the effects of time pressure on the process and outcome of integrative bargaining. Time pressure was operationalized in terms of the amount of time available to negotiate. As hypothesized, high time pressure produced nonagreements and poor negotiation outcomes only when negotiators adopted an individualistic orientation; when negotiators adopted a cooperative orientation, they achieved high outcomes regardless of time pressure. In combination with an individualistic orientation, time pressure produced greater competitiveness, firm negotiator aspirations, and reduced information exchange. In combination with a cooperative orientation, time pressure produced greater cooperativeness and lower negotiator aspirations. The main findings were seen as consistent with Pruitt's strategic-choice model of negotiation. Journal Information The Journal of Conflict Resolution is an interdisciplinary journal of social scientific research and theory on human conflict. The journal focuses largely on international conflict, but also explores a variety of national, intergroup and interpersonal conflicts. Publisher Information Sara Miller McCune founded SAGE Publishing in 1965 to support the dissemination of usable knowledge and educate a global community. SAGE is a leading international provider of innovative, high-quality content publishing more than 900 journals and over 800 new books each year, spanning a wide range of subject areas. A growing selection of library products includes archives, data, case studies and video. SAGE remains majority owned by our founder and after her lifetime will become owned by a charitable trust that secures the company’s continued independence. Principal offices are located in Los Angeles, London, New Delhi, Singapore, Washington DC and Melbourne. www.sagepublishing.com Rights & Usage This item is part of a JSTOR Collection. 52.Which of the following processes is central to achieving almost all integrative agreements?A)moderating the free flow of information to ensure that each party's position is accuratelystatedB)exchanging information about each party's position on key issuesC)emphasizing the commonalties between the partiesD)searching for solutions that maximize the substantive outcome for both partiesE)All of the above processes are central to achieving integrative agreements.Answer: CPage: 73 53.Which of the following is a major step in the integrative negotiation process?Page: 75 54.In which major step of the integrative negotiation process of identifying and defining the problem able to agree on a statement of the problem?Page: 76 - 78 55.An interest is instrumental ifA)the parties value it because it helps them derive other outcomes in the future.B)the parties value the interest in and of itself.C)it relates to "tangible issues" or the focal issues under negotiation.D)the relationship is valued for both its existence and for the pleasure that sustaining therelationship creates.E)All of the above relate to instrumental interests.Answer: BPage: 80 56.Substantive interestsPage: 80 What is important for achieving an integrative negotiation?Integrative negotiation is possible when the parties have some shared interests or opportunities to realize mutual gains through trades across multiple issues. In integrative negotiation, more than one issue is available to be negotiated.
What are the four major steps in the integrative negotiation process?Steps in an Integrative Negotiation. Step 1: Identify and define the interests in conflict. ... . Step 2: Assess your BATNA with regard to the alternative interests. ... . Step 3: Determine your reservation point, but do not reveal it. ... . Step 4: Determine your target point (be realistic, but optimistic).. What are integrative agreements?Integrative agreements in bargaining are those that reconcile (integrate) the parties' interests and hence yield high joint benefit.
Is a major step in the integrative negotiation process?The first and most crucial step in integrative negotiations is to identify the problem. All parties involved in this step collaborate to define the issue in a way that is mutually acceptable to everyone.
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Which of the following processes is central to achieving almost all integrative agreements?
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