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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
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McGraw-Hill Education.
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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
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McGraw-Hill Education.
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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 .
1-3
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
,https://www.stuvia.com/user/lectkeshi
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.
,https://www.stuvia.com/user/lectkeshi
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.
,https://www.stuvia.com/user/lectkeshi
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 .
1-3
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
