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 ____________.
________________________________________
1-1
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
,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 ____________.
________________________________________
1-2
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
,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.
________________________________________
1-3
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
, 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
1-4
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
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 ____________.
________________________________________
1-1
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
,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 ____________.
________________________________________
1-2
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
,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.
________________________________________
1-3
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
, 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
1-4
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
