Stuvia.com /f- /fThe /fMarketplace /fto /fBuy /fand /fSell /fyour /fStudy
Material
, Stuvia.com /f- /fThe /fMarketplace /fto /fBuy /fand /fSell /fyour /fStudy
Material
Chapter 01 /f
/f The Nature of
/f /f
Negotiation
/f
Fill / f in / f the / f Blank / f Questions
1. People /f all / f the / f time.
2. The / f term / f is / f used / f to / f describe / f the / f competitive, / f win-
lose / f situations / f such / f as / f haggling / f over / f price / f that / f happens / f at
/ f yard / f sale, / f flea / f market, /for / f used / f car / f lot.
3. Negotiating / f parties / f always / f negotiate / f by / f .
4. There / f are / f times / f when / f you / f should / f negotiate.
5. Successful / f negotiation / f involves the
of / f
/ f / f management / f
(e.g., /fthe /fprice /for
/f th /fe /fterms / f of /f agreement) / f and /f also /f the /f resolution / f of /f .
6. Independent / f parties / f are / f able / f to / f meet / f their / f own
without /fthe /fhelp
/f an / f d /fassistance /fof /fothers.
7. The / f mix / f of /fconvergent / f and / f conflicting / f goals / f characterizes / f many / f
/frelationships.
8. The /f of / f people's / f goals, / f and / f the
of / f the / f situation / f in / f which / f they / f are / f going / f to / f negotiate,
/ f strongly / f sha /fpes / f negotiation / f processes / f and / f outcomes.
, Stuvia.com /f- /fThe /fMarketplace /fto /fBuy /fand /fSell /fyour /fStudy
Material
9. Whether / f you / f should / f or / f should / f not / f agree / f on / f something / f in / f a
/ f negotiation / f depen /fds / f entirely / f upon / f the / f attractiveness / f to / f you / f of
/ f the / f best / f available / f / f .
10. When / f parties / f are / f interdependent, / f they / f have / f to / f find / f a / f way to
/ f
thei
r /fdifferences.
/f
11. Negotiation / f is / f a /f that / f transforms / f over / f time.
12. Negotiations / f often / f begin / f with / f statements / f of / f opening / f .
13. When / f one / f party / f accepts / f a / f change / f in / f his / f or / f her / f position, / f a
has
/f bee /fn /fmade.
14. Two / f of / f the / f dilemmas / f in / f mutual / f adjustment / f that / f all / f negotiators / f face
/ f are / f the / f dilem /f ma /f of /f and /fthe /fdilemma /fof /f .
15. Most / f actual / f negotiations / f are / f a / f combination / f of / f claiming / f and
valu
e /fprocesses.
/f
16.
is /fanalyzed /fas /fit /faffects /fthe /fability /fof /fthe /fgroup /fto /fmake
/f d /fecisions, / f work / f productively, / f resolve / f its / f differences, / f and / f continue / f to
/ f achieve / f its / f goa / f ls /f effectively.
17. Most / f people / f initially / f believe / f that / f is / f always / f bad / f or / f dysfunctional.
18. The / f objective / f is / f not / f to / f eliminate / f conflict / f but / f to / f learn / f how / f to / f manage
/ f it / f to / f control / f the
elements / f while / f enjoying / f the / f productive / f aspects.
, Stuvia.com /f- /fThe /fMarketplace /fto /fBuy /fand /fSell /fyour /fStudy
Material
19. The /ftwo-dimensional / f framework / f called /fthe /f
/fpostulates / f that / f people / f in / f conflict / f have / f two / f independent / f types / f of
/ f concern.
20. Parties / f who / f employ / f the
strategy / f maintain / f their / f own / f aspirations
/ f and / f t /f ry / f to / f persuade / f the / f other / f party / f to / f yield.
True /f / / f False /f Questions
21. Negotiation / f is / f a / f process / f reserved / f only / f for / f the / f skilled / f diplomat, / f top
/ f salesperson, / f or / f ardent / f advocate / f for / f an / f organized / f lobby.
True False
22. Many / f of / f the / f most / f important / f factors / f that / f shape / f a / f negotiation
/ f result / f do / f not / f oc /fcur / f during / f the / f negotiation, / f but / f occur / f after
/ f the / f parties / f have / f negotiated.
True False
23. Negotiation / f situations / f have / f fundamentally / f the / f same / f characteristics.
True False
24. A / f creative / f negotiation / f that / f meets / f the / f objectives / f of / f all / f sides
/ f may / f not / f requ /fire /fcompromise.
True False
25. The / f parties / f prefer / f to / f negotiate / f and / f search / f for / f agreement / f rather / f than
/ f to / f fight / f ope /f nly, / f have / f one / f side / f dominate / f and / f the / f other / f capitulate,
/ f permanently / f break / f off / f cont /f act, / f or / f take / f their / f dispute / f to / f a / f higher
/ f authority / f to / f resolve / f it.
True False
26. It is / f possible / f to / f ignore / f intangibles,
/ f / f because / f they / f affect / f our
/ f judgment / f about / f wha /f t / f is / f fair, / f or / f right, / f or / f appropriate / f in / f the
/ f resolution / f of / f the / f tangibles.
True False
Material
, Stuvia.com /f- /fThe /fMarketplace /fto /fBuy /fand /fSell /fyour /fStudy
Material
Chapter 01 /f
/f The Nature of
/f /f
Negotiation
/f
Fill / f in / f the / f Blank / f Questions
1. People /f all / f the / f time.
2. The / f term / f is / f used / f to / f describe / f the / f competitive, / f win-
lose / f situations / f such / f as / f haggling / f over / f price / f that / f happens / f at
/ f yard / f sale, / f flea / f market, /for / f used / f car / f lot.
3. Negotiating / f parties / f always / f negotiate / f by / f .
4. There / f are / f times / f when / f you / f should / f negotiate.
5. Successful / f negotiation / f involves the
of / f
/ f / f management / f
(e.g., /fthe /fprice /for
/f th /fe /fterms / f of /f agreement) / f and /f also /f the /f resolution / f of /f .
6. Independent / f parties / f are / f able / f to / f meet / f their / f own
without /fthe /fhelp
/f an / f d /fassistance /fof /fothers.
7. The / f mix / f of /fconvergent / f and / f conflicting / f goals / f characterizes / f many / f
/frelationships.
8. The /f of / f people's / f goals, / f and / f the
of / f the / f situation / f in / f which / f they / f are / f going / f to / f negotiate,
/ f strongly / f sha /fpes / f negotiation / f processes / f and / f outcomes.
, Stuvia.com /f- /fThe /fMarketplace /fto /fBuy /fand /fSell /fyour /fStudy
Material
9. Whether / f you / f should / f or / f should / f not / f agree / f on / f something / f in / f a
/ f negotiation / f depen /fds / f entirely / f upon / f the / f attractiveness / f to / f you / f of
/ f the / f best / f available / f / f .
10. When / f parties / f are / f interdependent, / f they / f have / f to / f find / f a / f way to
/ f
thei
r /fdifferences.
/f
11. Negotiation / f is / f a /f that / f transforms / f over / f time.
12. Negotiations / f often / f begin / f with / f statements / f of / f opening / f .
13. When / f one / f party / f accepts / f a / f change / f in / f his / f or / f her / f position, / f a
has
/f bee /fn /fmade.
14. Two / f of / f the / f dilemmas / f in / f mutual / f adjustment / f that / f all / f negotiators / f face
/ f are / f the / f dilem /f ma /f of /f and /fthe /fdilemma /fof /f .
15. Most / f actual / f negotiations / f are / f a / f combination / f of / f claiming / f and
valu
e /fprocesses.
/f
16.
is /fanalyzed /fas /fit /faffects /fthe /fability /fof /fthe /fgroup /fto /fmake
/f d /fecisions, / f work / f productively, / f resolve / f its / f differences, / f and / f continue / f to
/ f achieve / f its / f goa / f ls /f effectively.
17. Most / f people / f initially / f believe / f that / f is / f always / f bad / f or / f dysfunctional.
18. The / f objective / f is / f not / f to / f eliminate / f conflict / f but / f to / f learn / f how / f to / f manage
/ f it / f to / f control / f the
elements / f while / f enjoying / f the / f productive / f aspects.
, Stuvia.com /f- /fThe /fMarketplace /fto /fBuy /fand /fSell /fyour /fStudy
Material
19. The /ftwo-dimensional / f framework / f called /fthe /f
/fpostulates / f that / f people / f in / f conflict / f have / f two / f independent / f types / f of
/ f concern.
20. Parties / f who / f employ / f the
strategy / f maintain / f their / f own / f aspirations
/ f and / f t /f ry / f to / f persuade / f the / f other / f party / f to / f yield.
True /f / / f False /f Questions
21. Negotiation / f is / f a / f process / f reserved / f only / f for / f the / f skilled / f diplomat, / f top
/ f salesperson, / f or / f ardent / f advocate / f for / f an / f organized / f lobby.
True False
22. Many / f of / f the / f most / f important / f factors / f that / f shape / f a / f negotiation
/ f result / f do / f not / f oc /fcur / f during / f the / f negotiation, / f but / f occur / f after
/ f the / f parties / f have / f negotiated.
True False
23. Negotiation / f situations / f have / f fundamentally / f the / f same / f characteristics.
True False
24. A / f creative / f negotiation / f that / f meets / f the / f objectives / f of / f all / f sides
/ f may / f not / f requ /fire /fcompromise.
True False
25. The / f parties / f prefer / f to / f negotiate / f and / f search / f for / f agreement / f rather / f than
/ f to / f fight / f ope /f nly, / f have / f one / f side / f dominate / f and / f the / f other / f capitulate,
/ f permanently / f break / f off / f cont /f act, / f or / f take / f their / f dispute / f to / f a / f higher
/ f authority / f to / f resolve / f it.
True False
26. It is / f possible / f to / f ignore / f intangibles,
/ f / f because / f they / f affect / f our
/ f judgment / f about / f wha /f t / f is / f fair, / f or / f right, / f or / f appropriate / f in / f the
/ f resolution / f of / f the / f tangibles.
True False
