Negotiation Strategy and Planning
Fill in the Blank Questions
Without effective planning and target setting, results occur more by ____________ than by
Effective goals must be ____________, ____________, and ____________.
Answer: concrete, specific, measurable
Tactics are subordinate to strategy; they are structured, directed and driven by ____________
A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions:
how much concern does the actor have for achieving the ____________ outcomes at stake in this
negotiation, and how much concern does the negotiator have for the current and future quality of
the ____________ with the other party?
Answer: substantive, relationship
A strong interest in achieving only substantive outcomes tends to support a ____________
Answer: competitive (or distributive)
The decision to negotiate is closely related to the desirability of ____________ ____________.
Answer: available alternatives
____________ strategies tend to create "we-they" or "superiority-inferiority" patterns, which
often lead to distortions in judgment regarding the other side's contributions and efforts, and to
distortions in perceptions of the other side's values, needs and positions.
____________ strategies may generate a pattern of constantly giving in to keep the other happy
or to avoid a fight.
Lewicki/Barry/Saunders, Negotiation, 6/e
Negotiation, like communication in problem-solving groups, proceeds through distinct
____________ or ____________.
Answer: phases, stages
An initiation (or beginning) phase, problem-solving (or middle) phase and an ending (or
resolution) phase are descriptive of ____________ negotiations.
According to Greenhalgh's stage model of negotiation, ____________ is extremely critical to
satisfactorily moving the other stages forward.
Answer: relationship building
____________ is the process by which each party states their “opening offer.”
The dominant force for success in negotiation is in the ____________ that takes place prior to the
Multiple-issue negotiations lend themselves more to ____________ negotiations.
____________ issues are often difficult to discuss and rank-order.
____________ are the points where you decide that you should stop the negotiation rather than
continue, because any settlement beyond this point is not minimally acceptable.
Answer: Limits (resistance point, reservations prices, walkaway points are also acceptable)
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