A major obstacle to reaching integrative negotiation agreements is negotiators' beliefs about the outcome of some future event. A _____ is a type of agreement in which parties leverage differences of opinion to form an integrative agreement. Group of answer choices compromise contract fixed contract speculative agreement contingent contract

A major obstacle to reaching integrative negotiation agreements is negotiators' beliefs about the outcome of some future event. A _____ is a type of agreement in which parties leverage differences of opinion to form an integrative agreement. Group of answer choices compromise contract fixed contract speculative agreement contingent contract

Purchasing and Supply Chain Management

6th Edition

ISBN:9781285869681

Author:Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L. Patterson

Publisher:Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L. Patterson

ChapterC: Cases

Section: Chapter Questions

Problem 1.9A

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Sometimes, negotiations break down because negotiators have different beliefs, views, or forecasts that cannot be resolved. Why type of strategy may be useful for leveraging these differences and crafting deals in these types of situations? Group of answer choices A. A contract in which a third party bears the risk for a future event B. A contract in which the outcomes depend on the realization of some future event C. A contract in which there is lots of room is left for ambiguity D. A contract in which both parties are confident of a positive outcome in any turn of events
The strategy of Multiple Equivalent Simultaneous Offers involves presenting several equally valuable options to the other party during negotiations. This approach benefits negotiators by creating flexibility and increasing the chances of finding a mutually agreeable solution. By offering multiple options, negotiators show that they are open to compromise, which can build trust and make the negotiation process smoother. It also helps avoid getting stuck on one issue, as the other party can choose from several alternatives that meet their needs. In my experience, using MESOs in a work negotiation helped both parties reach an agreement more quickly because each option was carefully thought out to address different needs, and this made it easier for us to settle on one that worked for both sides. This strategy can also reveal what is most important to the other party, helping negotiators understand their priorities better. agree or disagree with the post
While I am not a fan of AI as of yet, I do understand the endless possibilities. Based on the research, it is clear that AI has great potential for negotiation (Yang, 2025). Herold et al. (2025) suggested that AI can flag potential risks and liabilities, allowing negotiators to address them and mitigate potential problems proactively. AI can draft new contract templates by examining industry standards and past contracts, and AI technology can help lawyers spot errors and inconsistencies in contract drafts. In relation to risk management, AI can flag possible risks and liabilities, allowing negotiators to proactively address them and lessen potential problems, which can speed up the negotiation process, making the negotiation efficient because AI can industrialize tasks like document review, redlining, and finding potential issues, significantly reducing negotiation time. Lastly, AI can analyze vast amounts of data and identify errors, inconsistencies, and irregularities in…
Negotiators can gain several benefits from using the strategy of multiple equivalent simultaneous offers. By offering multiple options it reduces the chance of rejection. It also improves the chances of reaching reaching an agreement. By presenting multiple offers, it shows you are flexible. disagree with this post or add on to the post