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.
________________________________________
, 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, but occur after the parties have negotiated.
True False
23. Negotiation situations have fundamentally the same characteristics.
True False
24. A creative negotiation that meets the objectives of all sides may not require compromise.
True False
25. The parties prefer to negotiate and search for agreement rather than to fight openly, have one
side dominate and the other capitulate, permanently break off contact, or take their dispute to a
higher authority to resolve it.
True False
26. It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or
appropriate in the resolution of the tangibles.
True False
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.
________________________________________
, 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, but occur after the parties have negotiated.
True False
23. Negotiation situations have fundamentally the same characteristics.
True False
24. A creative negotiation that meets the objectives of all sides may not require compromise.
True False
25. The parties prefer to negotiate and search for agreement rather than to fight openly, have one
side dominate and the other capitulate, permanently break off contact, or take their dispute to a
higher authority to resolve it.
True False
26. It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or
appropriate in the resolution of the tangibles.
True False
