Chapter 1 Essentials of Nego

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Fill in the Blank Questions
1. (p. 2) People ____________ all the time. negotiate

2. (p. 3) 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. bargaining

3. (p. 6) Negotiating parties always negotiate by __________. choice

4. (p. 6, 7) There are times when you should _________ negotiate. not

5. (p. 8) Successful negotiation involves the management of ____________ (e.g., the price or the terms of agreement) and also the resolution of __________. tangibles, intangibles

6. (p. 9) Independent parties are able to meet their own ____________ without the help and assistance of others. needs

7. (p. 10) The mix of convergent and conflicting goals characterizes many ____________ relationships.  interdependent

8. (p. 10) The ____________ of people's goals, and the ____________ of the situation in which they are going to negotiate, strongly shapes negotiation processes and outcomes. interdependence, structure

 9. (p. 11, 12) Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _______. alternative  
10. (p. 12) When parties are interdependent, they have to find a way to ____________ their differences.  resolve

11. (p. 12) Negotiation is a ____________ that transforms over time. process

 12. (p. 13) Negotiations often begin with statements of opening __________. positions  
13. (p. 13) When one party accepts a change in his or her position, a ____________ has been made.  concession
 
14. (p. 14) Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ____________ and the dilemma of __________. honesty, trust  
15. (p. 16) Most actual negotiations are a combination of claiming and ____________ value processes.  creating
 
16. (p. 18) ____________ ____________ 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. Intragroup conflict  

17. (p. 19) Most people initially believe that ____________ is always bad. conflict  
18. (p. 20) The objective is not to eliminate conflict but to learn how to manage it to control the ____________ elements while enjoying the productive aspects. destructive

19. (p. 22) The two-dimensional framework called the ____________ ____________ ____________ postulates that people in conflict have two independent types of concern. dual concerns model

20. (p. 23) Parties who employ the ____________ strategy maintain their own aspirations and try to persuade the other party to yield. contending

True / False Questions
 21. (p. 2) Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby. FALSE  
22. (p. 3) Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated. FALSE

23. (p. 6) Negotiation situations have fundamentally the same characteristics. TRUE

24. (p. 8) A creative negotiation that meets the objectives of all sides may not require compromise. TRUE

25. (p. 8) The parties prefer to negotiate and search for agreement rather than to fight openly, have one side dominate and the other capitulate, permanently break off contact, or take their dispute to a higher authority to resolve it. TRUE

26. (p. 8) It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles. FALSE

27. (p. 10) A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments. FALSE

28. (p. 10) When the goals of two or more people are interconnected so that only one can achieve the goal—such as running a race in...
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