Chapter 01 l l
The Nature of Negotiation
l l l
Filll inl thel Blankl Questions
1. People allltheltime.
2. Thelterm islusedltoldescribelthelcompetitive,lwin-
loselsituationslsuchlaslhagglingloverlpricelthatlhappenslatlyardlsale,lflealmarket,l orlusedlcarllot.
3. Negotiatinglpartieslalwayslnegotiatelby _.
4. Therelareltimeslwhenlyoulshould negotiate.
5. Successfullnegotiationlinvolveslthelmanagementlofl_
(e.g.,lthelpricelorltheltermsloflagreement)landlalsolthelresolutionlof .
1-1
Copyrightl©l2015lMcGraw-
HilllEducation.lAlllrightslreserved.lNolreproductionlorldistributionlwithoutlthelpriorlwrittenlconsentloflMcGraw-HilllEducation.
,6. Independentlpartieslarelableltolmeetltheirlown
withoutlthelhelplandlassistanceloflothers.
7. Thelmixloflconvergentlandlconflictinglgoalslcharacterizeslmany relationships.
8. The oflpeople'slgoals,landlthe
oflthelsituationlinlwhichltheylarelgoingltolnegotiate,lstronglylshapeslnegotiationlprocesseslandlo
utcomes.
9. Whetherlyoulshouldlorlshouldlnotlagreelonlsomethingl inlalnegotiationldependslentirelyluponlthelattrac
tivenessltolyouloflthelbestlavailable .
10. Whenlpartieslarelinterdependent,ltheylhaveltolfindl alwaylto theirldifferences.
11. Negotiationlisla thatltransformsloverltime.
12. Negotiationsloftenlbeginlwithlstatementsloflopening .
1-2
Copyrightl©l2015lMcGraw-
HilllEducation.lAlllrightslreserved.lNolreproductionlorldistributionlwithoutlthelpriorlwrittenlconsentloflMcGraw-HilllEducation.
,13. Whenlonelpartylacceptslalchangelinlhislorlherlposition,la haslbeenlmade.
14. Twolofltheldilemmaslinlmutualladjustmentlthatlalllnegotiatorslfacelareltheldilemmalof
l andltheldilemmalof .
15. Mostlactuallnegotiationslarelalcombinationloflclaimingland valuelprocesses.
16. l
islanalyzedlaslitlaffectslthelabilityloflthelgroupltolmakeldecisions,lworklprod
uctively,lresolvelitsldifferences,landlcontinuel tolachievelitslgoalsleffectively.
17. Mostlpeoplelinitiallylbelievelthat islalwayslbadlorldysfunctional.
18. Thelobjectivelislnotltoleliminatelconflictlbutltollearnlhowltolmanagelitltolcontrollthell
elementslwhilelenjoyinglthelproductivelaspects.
19. Theltwo-dimensionallframeworklcalledlthe
postulateslthatlpeoplelinlc
onflictlhaveltwolindependentltypesloflconcern.
1-3
Copyrightl©l2015lMcGraw-
HilllEducation.lAlllrightslreserved.lNolreproductionlorldistributionlwithoutlthelpriorlwrittenlconsentloflMcGraw-HilllEducation.
, 20. Partiesl whol employl the
strategylmaintainltheirlownlaspirationslandltryltolpersuadelth
elotherlpartyltolyield.
Truel/lFalselQuestions
21. Negotiationlislalprocesslreservedlonlylforlthelskilledldiplomat,ltoplsalesperson,lorlardentladv
ocatelforlanlorganizedllobby.
True False
22. Manyloflthelmostlimportantlfactorslthatlshapelalnegotiationlresultldolnotloccurlduringlthelnego
tiation,lbutloccurlafterlthelpartieslhavelnegotiated.
True False
23. Negotiationlsituationslhavel fundamentallylthelsamel characteristics.
True False
24. Alcreativelnegotiationlthatlmeetslthelobjectiveslofl alllsideslmaylnotlrequirelcompromise.
True False
1-4
Copyrightl©l2015lMcGraw-
HilllEducation.lAlllrightslreserved.lNolreproductionlorldistributionlwithoutlthelpriorlwrittenlconsentloflMcGraw-HilllEducation.
The Nature of Negotiation
l l l
Filll inl thel Blankl Questions
1. People allltheltime.
2. Thelterm islusedltoldescribelthelcompetitive,lwin-
loselsituationslsuchlaslhagglingloverlpricelthatlhappenslatlyardlsale,lflealmarket,l orlusedlcarllot.
3. Negotiatinglpartieslalwayslnegotiatelby _.
4. Therelareltimeslwhenlyoulshould negotiate.
5. Successfullnegotiationlinvolveslthelmanagementlofl_
(e.g.,lthelpricelorltheltermsloflagreement)landlalsolthelresolutionlof .
1-1
Copyrightl©l2015lMcGraw-
HilllEducation.lAlllrightslreserved.lNolreproductionlorldistributionlwithoutlthelpriorlwrittenlconsentloflMcGraw-HilllEducation.
,6. Independentlpartieslarelableltolmeetltheirlown
withoutlthelhelplandlassistanceloflothers.
7. Thelmixloflconvergentlandlconflictinglgoalslcharacterizeslmany relationships.
8. The oflpeople'slgoals,landlthe
oflthelsituationlinlwhichltheylarelgoingltolnegotiate,lstronglylshapeslnegotiationlprocesseslandlo
utcomes.
9. Whetherlyoulshouldlorlshouldlnotlagreelonlsomethingl inlalnegotiationldependslentirelyluponlthelattrac
tivenessltolyouloflthelbestlavailable .
10. Whenlpartieslarelinterdependent,ltheylhaveltolfindl alwaylto theirldifferences.
11. Negotiationlisla thatltransformsloverltime.
12. Negotiationsloftenlbeginlwithlstatementsloflopening .
1-2
Copyrightl©l2015lMcGraw-
HilllEducation.lAlllrightslreserved.lNolreproductionlorldistributionlwithoutlthelpriorlwrittenlconsentloflMcGraw-HilllEducation.
,13. Whenlonelpartylacceptslalchangelinlhislorlherlposition,la haslbeenlmade.
14. Twolofltheldilemmaslinlmutualladjustmentlthatlalllnegotiatorslfacelareltheldilemmalof
l andltheldilemmalof .
15. Mostlactuallnegotiationslarelalcombinationloflclaimingland valuelprocesses.
16. l
islanalyzedlaslitlaffectslthelabilityloflthelgroupltolmakeldecisions,lworklprod
uctively,lresolvelitsldifferences,landlcontinuel tolachievelitslgoalsleffectively.
17. Mostlpeoplelinitiallylbelievelthat islalwayslbadlorldysfunctional.
18. Thelobjectivelislnotltoleliminatelconflictlbutltollearnlhowltolmanagelitltolcontrollthell
elementslwhilelenjoyinglthelproductivelaspects.
19. Theltwo-dimensionallframeworklcalledlthe
postulateslthatlpeoplelinlc
onflictlhaveltwolindependentltypesloflconcern.
1-3
Copyrightl©l2015lMcGraw-
HilllEducation.lAlllrightslreserved.lNolreproductionlorldistributionlwithoutlthelpriorlwrittenlconsentloflMcGraw-HilllEducation.
, 20. Partiesl whol employl the
strategylmaintainltheirlownlaspirationslandltryltolpersuadelth
elotherlpartyltolyield.
Truel/lFalselQuestions
21. Negotiationlislalprocesslreservedlonlylforlthelskilledldiplomat,ltoplsalesperson,lorlardentladv
ocatelforlanlorganizedllobby.
True False
22. Manyloflthelmostlimportantlfactorslthatlshapelalnegotiationlresultldolnotloccurlduringlthelnego
tiation,lbutloccurlafterlthelpartieslhavelnegotiated.
True False
23. Negotiationlsituationslhavel fundamentallylthelsamel characteristics.
True False
24. Alcreativelnegotiationlthatlmeetslthelobjectiveslofl alllsideslmaylnotlrequirelcompromise.
True False
1-4
Copyrightl©l2015lMcGraw-
HilllEducation.lAlllrightslreserved.lNolreproductionlorldistributionlwithoutlthelpriorlwrittenlconsentloflMcGraw-HilllEducation.
