The Nature of Negotiation
Fill in the Blank Questions
People ____________ all the time.
The term ____________ is used to describe the competitive, win-lose situations such as
haggling over price that happens at yard sale, flea market, or used car lot
Negotiating parties always negotiate by ____________.
There are times when you should _________ negotiate.
Successful negotiation involves the management of ____________ (e.g., the price or the
terms of agreement) and also the resolution of ____________.
Answer: tangibles, intangibles
Independent parties are able to meet their own ____________ without the help and
assistance of others.
The mix of convergent and conflicting goals characterizes many ____________
The ____________ of people’s goals, and the ____________ of the situation in which
they are going to negotiate, strongly shapes negotiation processes and outcomes.
Answer: interdependence, structure
Whether you should or should not agree on something in a negotiation depends entirely
upon the attractiveness to you of the best available _________.
Lewicki/Barry/Saunders, Negotiation, 6/e
Page: 10 – 12
When parties are interdependent, they have to find a way to ____________ their
Test Bank, Chapter 1
Negotiation is a ____________ that transforms over time.
Negotiations often begin with statements of opening ____________.
When one party accepts a change in his or her position, a ____________ has been made.
Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
____________ and the dilemma of ____________.
Answer: honesty, trust
Most actual negotiations are a combination of claiming and ____________ value
____________ ____________ is analyzed as it affects the ability of the group to make
decisions, work productively, resolve its differences, and continue to achieve its goals
Answer: Intragroup conflict
Most people initially believe that ____________ is always bad.
The objective is not to eliminate conflict but to learn how to manage it to control the
____________ elements while enjoying the productive aspects.
The two-dimensional framework called the ____________ ____________
____________ postulates that people in conflict have two independent types of concern.
Answer: dual concerns model
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