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Chapter 1 The Nature of Negotiation Fill in the Blank Questions 1. People ____________ all the time. Answer: negotiate Page: 2 2. 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 Answer: bargaining Page: 3 3. Negotiating parties always negotiate by ____________. Answer: choice Page: 6 4. There are times when you should _________ negotiate. Answer: not Page: 6 5. Successful negotiation involves the management of ____________ (e.g., the price or the terms of agreement) and also the resolution of ____________. Answer: tangibles, intangibles Page: 8 6. Independent parties are able to meet their own ____________ without the help and assistance of others. Answer: needs Page: 9 7. The mix of convergent and conflicting goals characterizes many ____________ relationships. Answer: interdependent Page: 10 8. 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 Page: 10 9. Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _________. 1 Lewicki/Barry/Saunders, Negotiation, 6/e
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Answer: alternative Page: 10 – 12 10. When parties are interdependent, they have to find a way to ____________ their differences. Answer: resolve Page: 12 2 Test Bank, Chapter 1
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11. Negotiation is a ____________ that transforms over time. Answer: process Page: 12 12. Negotiations often begin with statements of opening ____________. Answer: positions Page: 13 13. When one party accepts a change in his or her position, a ____________ has been made. Answer: concession Page: 13 14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ____________ and the dilemma of ____________. Answer: honesty, trust Page: 14 15. Most actual negotiations are a combination of claiming and ____________ value processes. Answer: creating Page: 16 16. ____________ ____________ is analyzed as it affects the ability of the group to make decisions, work productively, resolve its differences, and continue to achieve its goals effectively. Answer: Intragroup conflict Page: 18 17. Most people initially believe that ____________ is always bad. Answer: conflict Page: 19 18. The objective is not to eliminate conflict but to learn how to manage it to control the ____________ elements while enjoying the productive aspects. Answer: destructive Page: 20 19. 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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