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
28. A zero-sum situation is a situation in which individuals are so linked together that
there is a positive correlation between their goal attainments.
True False
29. The value of a person's BATNA is always relative to the possible settlements
available in the current negotiation, and the possibilities within a given
negotiation are heavily influenced by the nature of the interdependence between
the parties.
True False
30. In any industry in which repeat business is done with the same parties, there is
always a balance between pushing the limit on any particular negotiation and
making sure the other party—and your relationship with him—survives intact.
True False
31. Remember that every possible interdependency has an alternative; negotiators
can always say "no" and walk away.
True False
32. The effective negotiator needs to understand how people will adjust and readjust,
and how the negotiations might twist and turn, based on one's own moves and
the others' responses.
True False
33. The pattern of give-and-take in negotiation is a characteristic exclusive to formal
negotiations.
True False
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
28. A zero-sum situation is a situation in which individuals are so linked together that
there is a positive correlation between their goal attainments.
True False
29. The value of a person's BATNA is always relative to the possible settlements
available in the current negotiation, and the possibilities within a given
negotiation are heavily influenced by the nature of the interdependence between
the parties.
True False
30. In any industry in which repeat business is done with the same parties, there is
always a balance between pushing the limit on any particular negotiation and
making sure the other party—and your relationship with him—survives intact.
True False
31. Remember that every possible interdependency has an alternative; negotiators
can always say "no" and walk away.
True False
32. The effective negotiator needs to understand how people will adjust and readjust,
and how the negotiations might twist and turn, based on one's own moves and
the others' responses.
True False
33. The pattern of give-and-take in negotiation is a characteristic exclusive to formal
negotiations.
True False
