, 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 partiesValways negotiate by .
4. There are times when you should negotiate.
5. Successful negotiation involves the managementVof _
(e.g., the price or the terms of agreement) and al
so 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 neg
otiation 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,
workVproductively, 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 notVto 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.
21. Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent
advocate for an organized lobby.
True False
22. Many of the most important factors that shape a negotiation result do not occur during the
negotiation, butVoccur after the parties have negotiated.
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 partiesValways negotiate by .
4. There are times when you should negotiate.
5. Successful negotiation involves the managementVof _
(e.g., the price or the terms of agreement) and al
so 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 neg
otiation 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,
workVproductively, 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 notVto 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.
21. Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent
advocate for an organized lobby.
True False
22. Many of the most important factors that shape a negotiation result do not occur during the
negotiation, butVoccur after the parties have negotiated.
