, Chapter 01
The Nature of Negotiation
Fill in the Blank Questions
1. People all the time.
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.
3. Negotiating parties always negotiate by .
4. There are times when you should negotiate.
5. Successful negotiation involves the management of (e.g., the price or the terms of
agreement) and also the resolution of .
1-1
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
,6. Independent /iparties /iare /iable /ito /imeet /itheir /iown /i without /ithe /ihelp /iand /iassistance /iof
/i others.
7. The /imix /iof /iconvergent /iand /iconflicting /igoals /icharacterizes /imany /i relationships.
8. The /i of /ipeople's /igoals, /iand /ithe /i of /ithe /isituation /iin /iwhich /ithey
are /igoing /ito /inegotiate, /istrongly /ishapes /inegotiation /iprocesses /iand /ioutcomes.
/i
9. Whether /iyou /ishould /ior /ishould /inot /iagree /ion /isomething /iin /ia /inegotiation /idepends /ientirely /iupon
the /iattractiveness /ito /iyou /iof /ithe /ibest /iavailable /i
/i .
10. When /iparties /iare /iinterdependent, /ithey /ihave /ito /ifind /i a /iway /ito /i their /idifferences.
11. Negotiation /iis /ia /i that /itransforms /iover /itime.
12. Negotiations /ioften /ibegin /iwith /istatements /iof /iopening /i .
1-2
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McGraw-Hill Education.
, 13. When /ione /iparty /iaccepts /ia /ichange /iin /ihis /ior /iher /iposition, /ia /i has /ibeen /imade.
14. Two /iof /ithe /idilemmas /iin /imutual /iadjustment /ithat /iall /inegotiators /iface /iare /ithe /idilemma /iof
and /ithe /idilemma /iof /i .
15. Most /iactual /inegotiations /iare /ia /icombination /iof /iclaiming /iand /i value /iprocesses.
16. is /ianalyzed /ias /iit /iaffects /ithe /iability /iof /ithe /igroup /ito /imake /idecisions,
work /iproductively, /iresolve /iits /idifferences, /iand /icontinue /ito /iachieve /iits /igoals /ieffectively.
/i
17. Most /ipeople /iinitially /ibelieve /ithat /i is /i always /ibad /ior /idysfunctional.
18. The /iobjective /iis /inot /ito /ieliminate /iconflict /ibut /ito /ilearn /ihow /ito /imanage /iit /ito /icontrol /ithe /i
elements /iwhile /ienjoying /ithe /iproductive /iaspects.
19. The /itwo-dimensional /iframework /icalled /ithe /i postulates /ithat /ipeople /iin
/i conflict /ihave /itwo /iindependent /itypes /iof /iconcern.
1-3
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
The Nature of Negotiation
Fill in the Blank Questions
1. People all the time.
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.
3. Negotiating parties always negotiate by .
4. There are times when you should negotiate.
5. Successful negotiation involves the management of (e.g., the price or the terms of
agreement) and also the resolution of .
1-1
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
,6. Independent /iparties /iare /iable /ito /imeet /itheir /iown /i without /ithe /ihelp /iand /iassistance /iof
/i others.
7. The /imix /iof /iconvergent /iand /iconflicting /igoals /icharacterizes /imany /i relationships.
8. The /i of /ipeople's /igoals, /iand /ithe /i of /ithe /isituation /iin /iwhich /ithey
are /igoing /ito /inegotiate, /istrongly /ishapes /inegotiation /iprocesses /iand /ioutcomes.
/i
9. Whether /iyou /ishould /ior /ishould /inot /iagree /ion /isomething /iin /ia /inegotiation /idepends /ientirely /iupon
the /iattractiveness /ito /iyou /iof /ithe /ibest /iavailable /i
/i .
10. When /iparties /iare /iinterdependent, /ithey /ihave /ito /ifind /i a /iway /ito /i their /idifferences.
11. Negotiation /iis /ia /i that /itransforms /iover /itime.
12. Negotiations /ioften /ibegin /iwith /istatements /iof /iopening /i .
1-2
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
, 13. When /ione /iparty /iaccepts /ia /ichange /iin /ihis /ior /iher /iposition, /ia /i has /ibeen /imade.
14. Two /iof /ithe /idilemmas /iin /imutual /iadjustment /ithat /iall /inegotiators /iface /iare /ithe /idilemma /iof
and /ithe /idilemma /iof /i .
15. Most /iactual /inegotiations /iare /ia /icombination /iof /iclaiming /iand /i value /iprocesses.
16. is /ianalyzed /ias /iit /iaffects /ithe /iability /iof /ithe /igroup /ito /imake /idecisions,
work /iproductively, /iresolve /iits /idifferences, /iand /icontinue /ito /iachieve /iits /igoals /ieffectively.
/i
17. Most /ipeople /iinitially /ibelieve /ithat /i is /i always /ibad /ior /idysfunctional.
18. The /iobjective /iis /inot /ito /ieliminate /iconflict /ibut /ito /ilearn /ihow /ito /imanage /iit /ito /icontrol /ithe /i
elements /iwhile /ienjoying /ithe /iproductive /iaspects.
19. The /itwo-dimensional /iframework /icalled /ithe /i postulates /ithat /ipeople /iin
/i conflict /ihave /itwo /iindependent /itypes /iof /iconcern.
1-3
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McGraw-Hill Education.
