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Chapter 4 Negotiation Strategy and Planning Fill in the Blank Questions 1. Without effective planning and target setting, results occur more by ____________ than by negotiator effort. Answer: chance Page: 107 2. Effective goals must be ____________, ____________, and ____________. Answer: concrete, specific, measurable Page: 109 3. Tactics are subordinate to strategy; they are structured, directed and driven by ____________ considerations. Answer: strategic Page: 111 4. 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 Page: 112 5. A strong interest in achieving only substantive outcomes tends to support a ____________ strategy. Answer: competitive (or distributive) Page: 112 6. The decision to negotiate is closely related to the desirability of ____________ ____________. Answer: available alternatives Page: 113 7. ____________ 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. Answer: Distributive Page: 114 8. ____________ strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight. Answer: Accommodative Page: 114 Lewicki/Barry/Saunders, Negotiation, 6/e 39
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9. Negotiation, like communication in problem-solving groups, proceeds through distinct ____________ or ____________. Answer: phases, stages Page: 116 10. An initiation (or beginning) phase, problem-solving (or middle) phase and an ending (or resolution) phase are descriptive of ____________ negotiations. Answer: successful Page: 116 11. According to Greenhalgh's stage model of negotiation, ____________ is extremely critical to satisfactorily moving the other stages forward. Answer: relationship building Page: 116 12. ____________ is the process by which each party states their “opening offer.” Answer: Bidding Page: 118 13. The dominant force for success in negotiation is in the ____________ that takes place prior to the dialogue. Answer: planning Page: 118 14. Multiple-issue negotiations lend themselves more to ____________ negotiations. Answer: integrative Page: 121 15. ____________ issues are often difficult to discuss and rank-order. Answer: Intangible Page: 123 16. ____________ 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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