Chapter 1 h
Student:h
1. Peopleh allhthehtime.
2. Thehtermh ishusedhtohdescribehthehcompetitive,hwin-
losehsituationshsuchhashhagglinghoverhpricehthathhappenshathyardhsale,hfleahmarket,horhusedhcarhlot.
3. Negotiatinghpartieshalwayshnegotiatehbyh .
4. Thereharehtimeshwhenhyouhshouldh negotiate.
5. Successfulhnegotiationhinvolveshthehmanagementhofh
(e.g.,hthehpricehorhthehtermshofhagreement)handhal
sohthehresolutionhofh .
6. Independenthpartiesharehablehtohmeeththeirhownh
withouththehhelphandhassistancehofh
others.
,7. Thehmixhofhconvergenthandhconflictinghgoalshcharacterizeshmanyh relationships.
8. Theh ofhpeople'shgoals,handhtheh
ofhthehsituationhinhwhichhtheyharehgoinghtohnegotiate,hstronglyhshapeshnegot
iationhprocesseshandhoutcomes.
9. Whetherhyouhshouldhorhshouldhnothagreehonhsomethinghinhahnegotiationhdependshentirelyhuponhtheha
ttractivenesshtohyouhofhthehbesthavailableh .
10. Whenhpartiesharehinterdependent,htheyhhavehtohfindhahwayhtoh theirhdifferences.
11. Negotiationhishah thathtransformshoverhtime.
12. Negotiationshoftenhbeginhwithhstatementshofhopeningh .
13. Whenhonehpartyhacceptshahchangehinhhishorhherhposition,hah hashbeenhmade.
,14. Twohofhthehdilemmashinhmutualhadjustmenththathallhnegotiatorshfaceharehthehdilemmahof
andhthehdilemmahofh .
15. Mosthactualhnegotiationsharehahcombinationhofhclaiminghandh valuehprocesses.
16.
ishanalyzedhashithaffectshthehabilityhofhthehgrouphtohmakehdecisions,h
workhproductively,hresolvehitshdifferences,handhcontinuehtohachievehitshgoalsheffectively.
17. Mosthpeoplehinitiallyhbelievehthath ishalwayshbadhorhdysfunctional.
18. Thehobjectivehishnothtoheliminatehconflicthbuthtohlearnhhowhtohmanagehithtohcontrolhtheh
elementshwhilehenjoyinghthehproductivehaspects.
19. Thehtwo-dimensionalhframeworkhcalledhtheh
postulates
thathpeoplehinhconflicthhavehtwohindependenthtypeshofhconcern.
h
20. Partieshwhohemployhtheh
strategyhmaintainhtheirhownhaspirationshandhtryhtohpersuadeht
hehotherhpartyhtohyield.
,
Student:h
1. Peopleh allhthehtime.
2. Thehtermh ishusedhtohdescribehthehcompetitive,hwin-
losehsituationshsuchhashhagglinghoverhpricehthathhappenshathyardhsale,hfleahmarket,horhusedhcarhlot.
3. Negotiatinghpartieshalwayshnegotiatehbyh .
4. Thereharehtimeshwhenhyouhshouldh negotiate.
5. Successfulhnegotiationhinvolveshthehmanagementhofh
(e.g.,hthehpricehorhthehtermshofhagreement)handhal
sohthehresolutionhofh .
6. Independenthpartiesharehablehtohmeeththeirhownh
withouththehhelphandhassistancehofh
others.
,7. Thehmixhofhconvergenthandhconflictinghgoalshcharacterizeshmanyh relationships.
8. Theh ofhpeople'shgoals,handhtheh
ofhthehsituationhinhwhichhtheyharehgoinghtohnegotiate,hstronglyhshapeshnegot
iationhprocesseshandhoutcomes.
9. Whetherhyouhshouldhorhshouldhnothagreehonhsomethinghinhahnegotiationhdependshentirelyhuponhtheha
ttractivenesshtohyouhofhthehbesthavailableh .
10. Whenhpartiesharehinterdependent,htheyhhavehtohfindhahwayhtoh theirhdifferences.
11. Negotiationhishah thathtransformshoverhtime.
12. Negotiationshoftenhbeginhwithhstatementshofhopeningh .
13. Whenhonehpartyhacceptshahchangehinhhishorhherhposition,hah hashbeenhmade.
,14. Twohofhthehdilemmashinhmutualhadjustmenththathallhnegotiatorshfaceharehthehdilemmahof
andhthehdilemmahofh .
15. Mosthactualhnegotiationsharehahcombinationhofhclaiminghandh valuehprocesses.
16.
ishanalyzedhashithaffectshthehabilityhofhthehgrouphtohmakehdecisions,h
workhproductively,hresolvehitshdifferences,handhcontinuehtohachievehitshgoalsheffectively.
17. Mosthpeoplehinitiallyhbelievehthath ishalwayshbadhorhdysfunctional.
18. Thehobjectivehishnothtoheliminatehconflicthbuthtohlearnhhowhtohmanagehithtohcontrolhtheh
elementshwhilehenjoyinghthehproductivehaspects.
19. Thehtwo-dimensionalhframeworkhcalledhtheh
postulates
thathpeoplehinhconflicthhavehtwohindependenthtypeshofhconcern.
h
20. Partieshwhohemployhtheh
strategyhmaintainhtheirhownhaspirationshandhtryhtohpersuadeht
hehotherhpartyhtohyield.
,
