, Chapter 01 T g g
he Nature of Negotiation
g g g
FillgingthegBlankgQuestions
1. Peopleg allgthegtime.
g
2. Thegtermg isg usedg tog describeg theg competitive, g win-
loseg situationsg suchg asghagglingg overg priceg thatg happensg atg yardg sale,g fleag market,g org u
sedg carg lot.
3. Negotiatingg parties g alwaysg negotiateg byg .
4. Thereg areg timesgwhengyoug shouldg gnegotiate.
5. Successfulgnegotiationginvolves gthegmanagement gofg
(e.g.,gthegpricegorgthegt
g
ermsgofgagreement)gandgalsogthegresolutiongofg .
6. Independentgparties garegablegtogmeetgtheirgowng
withoutgtheghelpgandg
g
assistancegofgothers.
7. Theg mixg ofgconvergent g andg conflictingg goalsg characterizes g manyg
relationships.
8. Theg ofgpeople'sggoals,gandgtheg
ofgthegsituationgingwhichgtheygareggoinggtognegotiate,gstrongly gshapesg
negotiationgprocesses gandgoutcomes.
,9. Whethergyougshouldgorgshouldgnotgagreegongsomethinggingagnegotiationgdepends gen
tirelygupongthegattractiveness gtogyougofgthegbestgavailableg .
10. Whengpartiesgareginterdependent, gtheyghavegtogfindgagwaygtog
their
g
differences.
g
11. Negotiationgisgag thatg transforms g overgtime.
g
12. Negotiationsg oftengbegingwithgstatementsg ofgopeningg .
13. Whengonegpartygacceptsgagchangeginghisgorghergposition,gag
hasgbeen
g
g made.
14. Twogofgthegdilemmasgingmutualgadjustmentgthatgallgnegotiatorsgfacegaregthegdilemmago
fg gand gthe gdilemma gofg .
15. Mostgactualgnegotiations garegagcombinationgofgclaiminggandg
value
g
g processes.
16.
isganalyzedgasgitgaffectsgthegabilitygofgtheggroupgtogmakegdecisi
ons,gworkgproductively, gresolvegitsgdifferences,gandgcontinuegtogachievegitsggoalsgeffecti
vely.
17. Mostgpeopleginitially gbelievegthatg isg alwaysg badg org dysfunctional.
g
18. Theg objectiveg isg notg tog eliminateg conflictg butg tog learng howg tog manageg itg tog controlg the
elementsgwhilegenjoyinggthegproductivegaspects.
, 19. Thegtwo-dimensional gframework gcalledgtheg
postulatesgthatgpeoplegingconflictghavegtwogindependent gtypesgofgconcern.
20. Partiesgwhogemploygtheg
strategy gmaintaingtheirgowngaspirations gandgtrygt
g
ogpersuadegthegothergpartygtogyield.
Trueg /gFalseg Questions
21. Negotiationgisgagprocessgreservedgonlygforgthegskilledgdiplomat,gtopgsalesperson,gorga
rdentgadvocategforgangorganizedglobby.
True False
22. Manygofgthegmostgimportant gfactorsgthatgshapegagnegotiationgresultgdognotgoccurgd
uringgthegnegotiation,gbutgoccurgaftergthegparties ghavegnegotiated.
True False
23. Negotiationg situations g haveg fundamentally g theg sameg characteristics.
True False
24. Agcreativegnegotiationgthatgmeetsgthegobjectives gofgallgsidesgmaygnotgrequiregc
ompromise.
True False
25. Thegpartiesgprefergtognegotiategandgsearchgforgagreementgrathergthangtogfightgopenly,gh
avegonegsidegdominategandgthegothergcapitulate,gpermanently gbreakgoffgcontact,gorgtak
egtheirgdisputegtogaghighergauthority gtogresolvegit.
True False
26. Itgisgpossiblegtogignoregintangibles,gbecausegtheygaffectgourgjudgmentgaboutgwhatgisgf
air,gorgright,gorgappropriategingthegresolutiongofgthegtangibles.
True False
he Nature of Negotiation
g g g
FillgingthegBlankgQuestions
1. Peopleg allgthegtime.
g
2. Thegtermg isg usedg tog describeg theg competitive, g win-
loseg situationsg suchg asghagglingg overg priceg thatg happensg atg yardg sale,g fleag market,g org u
sedg carg lot.
3. Negotiatingg parties g alwaysg negotiateg byg .
4. Thereg areg timesgwhengyoug shouldg gnegotiate.
5. Successfulgnegotiationginvolves gthegmanagement gofg
(e.g.,gthegpricegorgthegt
g
ermsgofgagreement)gandgalsogthegresolutiongofg .
6. Independentgparties garegablegtogmeetgtheirgowng
withoutgtheghelpgandg
g
assistancegofgothers.
7. Theg mixg ofgconvergent g andg conflictingg goalsg characterizes g manyg
relationships.
8. Theg ofgpeople'sggoals,gandgtheg
ofgthegsituationgingwhichgtheygareggoinggtognegotiate,gstrongly gshapesg
negotiationgprocesses gandgoutcomes.
,9. Whethergyougshouldgorgshouldgnotgagreegongsomethinggingagnegotiationgdepends gen
tirelygupongthegattractiveness gtogyougofgthegbestgavailableg .
10. Whengpartiesgareginterdependent, gtheyghavegtogfindgagwaygtog
their
g
differences.
g
11. Negotiationgisgag thatg transforms g overgtime.
g
12. Negotiationsg oftengbegingwithgstatementsg ofgopeningg .
13. Whengonegpartygacceptsgagchangeginghisgorghergposition,gag
hasgbeen
g
g made.
14. Twogofgthegdilemmasgingmutualgadjustmentgthatgallgnegotiatorsgfacegaregthegdilemmago
fg gand gthe gdilemma gofg .
15. Mostgactualgnegotiations garegagcombinationgofgclaiminggandg
value
g
g processes.
16.
isganalyzedgasgitgaffectsgthegabilitygofgtheggroupgtogmakegdecisi
ons,gworkgproductively, gresolvegitsgdifferences,gandgcontinuegtogachievegitsggoalsgeffecti
vely.
17. Mostgpeopleginitially gbelievegthatg isg alwaysg badg org dysfunctional.
g
18. Theg objectiveg isg notg tog eliminateg conflictg butg tog learng howg tog manageg itg tog controlg the
elementsgwhilegenjoyinggthegproductivegaspects.
, 19. Thegtwo-dimensional gframework gcalledgtheg
postulatesgthatgpeoplegingconflictghavegtwogindependent gtypesgofgconcern.
20. Partiesgwhogemploygtheg
strategy gmaintaingtheirgowngaspirations gandgtrygt
g
ogpersuadegthegothergpartygtogyield.
Trueg /gFalseg Questions
21. Negotiationgisgagprocessgreservedgonlygforgthegskilledgdiplomat,gtopgsalesperson,gorga
rdentgadvocategforgangorganizedglobby.
True False
22. Manygofgthegmostgimportant gfactorsgthatgshapegagnegotiationgresultgdognotgoccurgd
uringgthegnegotiation,gbutgoccurgaftergthegparties ghavegnegotiated.
True False
23. Negotiationg situations g haveg fundamentally g theg sameg characteristics.
True False
24. Agcreativegnegotiationgthatgmeetsgthegobjectives gofgallgsidesgmaygnotgrequiregc
ompromise.
True False
25. Thegpartiesgprefergtognegotiategandgsearchgforgagreementgrathergthangtogfightgopenly,gh
avegonegsidegdominategandgthegothergcapitulate,gpermanently gbreakgoffgcontact,gorgtak
egtheirgdisputegtogaghighergauthority gtogresolvegit.
True False
26. Itgisgpossiblegtogignoregintangibles,gbecausegtheygaffectgourgjudgmentgaboutgwhatgisgf
air,gorgright,gorgappropriategingthegresolutiongofgthegtangibles.
True False
