, 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.
1-1
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
,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 .
1-2
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
, 6. Independent parties are able to meet their own
without the help and
assistance of others.
7. The mix of convergent and conflicting goals characterizes many
relationships.
8. The of people's goals, and the of the situation in
which they are going to negotiate, strongly shapes
negotiation processes and outcomes.
9. Whether you should or should not agree on something in
a negotiation depends entirely upon the attractiveness to
1-3
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
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.
1-1
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
,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 .
1-2
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
, 6. Independent parties are able to meet their own
without the help and
assistance of others.
7. The mix of convergent and conflicting goals characterizes many
relationships.
8. The of people's goals, and the of the situation in
which they are going to negotiate, strongly shapes
negotiation processes and outcomes.
9. Whether you should or should not agree on something in
a negotiation depends entirely upon the attractiveness to
1-3
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
