, 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.
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.
True / False Questions
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
27. When the goals of two or more people are interconnected so that only one can achieve the
goal—such as running a race in which there will be only one winner—this is a competitive
situation, also known as a non-zero-sum or distributive situation.
True False
