, Chapter 1
Student: ___________________________________________________________________________
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 _________.
________________________________________
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 you of the best available ______.
________________________________________
10. When parties are interdependent, they have to find a way to ____________ their differences.
________________________________________
11. Negotiation is a ____________ that transforms over time.
________________________________________
12. Negotiations often begin with statements of opening _________.
________________________________________
13. When one party accepts a change in his or her position, a ____________ has been made.
________________________________________
, 14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
____________ and the dilemma of _________.
________________________________________
15. Most actual negotiations are a combination of claiming and ____________ value processes.
________________________________________
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.
________________________________________
17. Most people initially believe that ____________ is always bad or dysfunctional.
________________________________________
18. The objective is not to eliminate conflict but to learn how to manage it to control the ____________
elements while enjoying the productive aspects.
________________________________________
19. The two-dimensional framework called the ____________________________________ postulates
that people in conflict have two independent types of concern.
________________________________________
20. Parties who employ the ____________ strategy maintain their own aspirations and try to persuade
the other party to yield.
________________________________________
Student: ___________________________________________________________________________
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 _________.
________________________________________
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 you of the best available ______.
________________________________________
10. When parties are interdependent, they have to find a way to ____________ their differences.
________________________________________
11. Negotiation is a ____________ that transforms over time.
________________________________________
12. Negotiations often begin with statements of opening _________.
________________________________________
13. When one party accepts a change in his or her position, a ____________ has been made.
________________________________________
, 14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
____________ and the dilemma of _________.
________________________________________
15. Most actual negotiations are a combination of claiming and ____________ value processes.
________________________________________
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.
________________________________________
17. Most people initially believe that ____________ is always bad or dysfunctional.
________________________________________
18. The objective is not to eliminate conflict but to learn how to manage it to control the ____________
elements while enjoying the productive aspects.
________________________________________
19. The two-dimensional framework called the ____________________________________ postulates
that people in conflict have two independent types of concern.
________________________________________
20. Parties who employ the ____________ strategy maintain their own aspirations and try to persuade
the other party to yield.
________________________________________
