All nego

Download Document
Showing pages : 1 - 4 of 272
This preview has blurred sections. Sign up to view the full version! View Full Document
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: 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 peoples 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 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 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....
View Full Document