1-1
Copyright ss© ss2015 ssMcGraw-Hill ssEducation. ssAll ssrights ssreserved. ssNo ssreproduction ssor ssdistribution sswithout ssthe ssprior
sswritten ssconsent s s ofMcGraw-Hill ssEducation.
,Fill ssin ssthe ssBlank ssQuestions
1. People all ssthe sstime.
2. The ssterm is ssused ssto ssdescribe ssthe sscompetitive, sswin-lose sssituations
such ssas sshagglingover ssprice ssthat sshappens ssat ssyard sssale, ssflea ssmarket, ssor ssused
ss
ss car sslot.
3. Negotiating ssparties ssalways ssnegotiate ssby _.
4. There ssare sstimes sswhen ssyou ssshould negotiate.
5. Successful ssnegotiation ssinvolves ssthe ssmanagement ssof ss_ (e.g., ssthe ssprice ssor ssthe
terms ssofagreement) ssand ssalso ssthe ssresolution ssof
ss .
1-2
Copyright ss© ss2015 ssMcGraw-Hill ssEducation. ssAll ssrights ssreserved. ssNo ssreproduction ssor ssdistribution sswithout ssthe ssprior
sswritten ssconsent s s ofMcGraw-Hill ssEducation.
,6. Independent ssparties ssare ssable ssto ssmeet sstheir ssown without ssthe sshelp ssand
assistance ssofothers.
ss
7. The ssmix ssof ssconvergent ssand ssconflicting ssgoals sscharacterizes ssmany relationships.
8. The of sspeople's ssgoals, ssand ssthe of ssthe sssituation ssin sswhich
they ssare going ssto ssnegotiate, ssstrongly ssshapes ssnegotiation ssprocesses ssand
ss ll
ss outcomes.
9. Whether ssyou ssshould ssor ssshould ssnot ssagree sson sssomething ssin ssa ssnegotiation ssdepends
entirely ssupon sstheattractiveness ssto ssyou ssof ssthe ssbest ssavailable
ss .
10. When ssparties ssare ssinterdependent, ssthey sshave ssto ssfind ssa ssway ssto theirssdifferences.
11. Negotiation ssis ssa that sstransforms ssover sstime.
12. Negotiations ssoften ssbegin sswithssstatements ssof ssopening .
1-3
Copyright ss© ss2015 ssMcGraw-Hill ssEducation. ssAll ssrights ssreserved. ssNo ssreproduction ssor ssdistribution sswithout ssthe ssprior
sswritten ssconsent s s ofMcGraw-Hill ssEducation.
, 13. When ssone ssparty ssaccepts ssa sschange ssin sshis ssor ssher ssposition, ssa has ssbeen ssmade.
14. Two ssof ssthe ssdilemmas ssin ssmutual ssadjustment ssthat ssall ssnegotiators ssface ssare ssthe ssdilemma ssof
and ssthe ssdilemma ssof .
15. Most ssactual ssnegotiations ssare ssa sscombination ssof ssclaiming ssand value ssprocesses.
16. ss is ssanalyzed ssas ssit ssaffects ssthe ssability ssof ssthe ssgroup ssto ssmake
ss decisions, sswork productively, ssresolve ssits ssdifferences, ssand sscontinue s s to ssachieve ssits
ll
ss goals sseffectively.
17. Most sspeople ssinitially ssbelieve ssthat is ssalways ssbadssor ssdysfunctional.
18. The ssobjective ssis ssnot ssto sseliminate ssconflict ssbut ssto sslearn sshow ssto ssmanage ssit ssto sscontrol ssthe
s s
ss elements sswhile ssenjoying ssthe ssproductive ssaspects.
19. The sstwo-dimensional ssframework sscalled ssthe postulates ssthat
ss people ssinconflict sshave sstwo ssindependent sstypes ssof ssconcern.
1-4
Copyright ss© ss2015 ssMcGraw-Hill ssEducation. ssAll ssrights ssreserved. ssNo ssreproduction ssor ssdistribution sswithout ssthe ssprior
sswritten ssconsent s s ofMcGraw-Hill ssEducation.
Copyright ss© ss2015 ssMcGraw-Hill ssEducation. ssAll ssrights ssreserved. ssNo ssreproduction ssor ssdistribution sswithout ssthe ssprior
sswritten ssconsent s s ofMcGraw-Hill ssEducation.
,Fill ssin ssthe ssBlank ssQuestions
1. People all ssthe sstime.
2. The ssterm is ssused ssto ssdescribe ssthe sscompetitive, sswin-lose sssituations
such ssas sshagglingover ssprice ssthat sshappens ssat ssyard sssale, ssflea ssmarket, ssor ssused
ss
ss car sslot.
3. Negotiating ssparties ssalways ssnegotiate ssby _.
4. There ssare sstimes sswhen ssyou ssshould negotiate.
5. Successful ssnegotiation ssinvolves ssthe ssmanagement ssof ss_ (e.g., ssthe ssprice ssor ssthe
terms ssofagreement) ssand ssalso ssthe ssresolution ssof
ss .
1-2
Copyright ss© ss2015 ssMcGraw-Hill ssEducation. ssAll ssrights ssreserved. ssNo ssreproduction ssor ssdistribution sswithout ssthe ssprior
sswritten ssconsent s s ofMcGraw-Hill ssEducation.
,6. Independent ssparties ssare ssable ssto ssmeet sstheir ssown without ssthe sshelp ssand
assistance ssofothers.
ss
7. The ssmix ssof ssconvergent ssand ssconflicting ssgoals sscharacterizes ssmany relationships.
8. The of sspeople's ssgoals, ssand ssthe of ssthe sssituation ssin sswhich
they ssare going ssto ssnegotiate, ssstrongly ssshapes ssnegotiation ssprocesses ssand
ss ll
ss outcomes.
9. Whether ssyou ssshould ssor ssshould ssnot ssagree sson sssomething ssin ssa ssnegotiation ssdepends
entirely ssupon sstheattractiveness ssto ssyou ssof ssthe ssbest ssavailable
ss .
10. When ssparties ssare ssinterdependent, ssthey sshave ssto ssfind ssa ssway ssto theirssdifferences.
11. Negotiation ssis ssa that sstransforms ssover sstime.
12. Negotiations ssoften ssbegin sswithssstatements ssof ssopening .
1-3
Copyright ss© ss2015 ssMcGraw-Hill ssEducation. ssAll ssrights ssreserved. ssNo ssreproduction ssor ssdistribution sswithout ssthe ssprior
sswritten ssconsent s s ofMcGraw-Hill ssEducation.
, 13. When ssone ssparty ssaccepts ssa sschange ssin sshis ssor ssher ssposition, ssa has ssbeen ssmade.
14. Two ssof ssthe ssdilemmas ssin ssmutual ssadjustment ssthat ssall ssnegotiators ssface ssare ssthe ssdilemma ssof
and ssthe ssdilemma ssof .
15. Most ssactual ssnegotiations ssare ssa sscombination ssof ssclaiming ssand value ssprocesses.
16. ss is ssanalyzed ssas ssit ssaffects ssthe ssability ssof ssthe ssgroup ssto ssmake
ss decisions, sswork productively, ssresolve ssits ssdifferences, ssand sscontinue s s to ssachieve ssits
ll
ss goals sseffectively.
17. Most sspeople ssinitially ssbelieve ssthat is ssalways ssbadssor ssdysfunctional.
18. The ssobjective ssis ssnot ssto sseliminate ssconflict ssbut ssto sslearn sshow ssto ssmanage ssit ssto sscontrol ssthe
s s
ss elements sswhile ssenjoying ssthe ssproductive ssaspects.
19. The sstwo-dimensional ssframework sscalled ssthe postulates ssthat
ss people ssinconflict sshave sstwo ssindependent sstypes ssof ssconcern.
1-4
Copyright ss© ss2015 ssMcGraw-Hill ssEducation. ssAll ssrights ssreserved. ssNo ssreproduction ssor ssdistribution sswithout ssthe ssprior
sswritten ssconsent s s ofMcGraw-Hill ssEducation.
