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1、Chapter 1The Nature of NegotiationFill in the Blank Questions1.People _ all the time.Answer: negotiate Page: 2 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 lotAnswer: bargaining Page: 3 3.Negotia
2、ting parties always negotiate by _.Answer: choice Page: 6 4.There are times when you should _ negotiate.Answer: not Page: 6 5.Successful negotiation involves the management of _ (e.g., the price or the terms of agreement) and also the resolution of _.Answer: tangibles, intangibles Page: 8 6.Independ
3、ent parties are able to meet their own _ without the help and assistance of others.Answer: needs Page: 9 7.The mix of convergent and conflicting goals characterizes many _ relationships. Answer: interdependent Page: 10 8.The _ of peoples goals, and the _ of the situation in which they are going to n
4、egotiate, strongly shapes negotiation processes and outcomes.Answer: interdependence, structure Page: 10 9.Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _.Answer: alternative Page: 10 12 10.When parties are
5、interdependent, they have to find a way to _ their differences.Answer: resolve Page: 12 11.Negotiation is a _ that transforms over time. Answer: process Page: 12 12.Negotiations often begin with statements of opening _. Answer: positions Page: 13 13.When one party accepts a change in his or her posi
6、tion, a _ has been made. Answer: concession Page: 13 14.Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of _ and the dilemma of _. Answer: honesty, trust Page: 14 15.Most actual negotiations are a combination of claiming and _ value processes. Answer: creating Page
7、: 16 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. Answer: Intragroup conflict Page: 18 17.Most people initially believe that _ is always bad.Answer: conflict Page: 19 18.The obj
8、ective is not to eliminate conflict but to learn how to manage it to control the _ elements while enjoying the productive aspects.Answer: destructive Page: 20 19.The two-dimensional framework called the _ _ _ postulates that people in conflict have two independent types of concern.Answer: dual conce
9、rns model Page: 22 20.Parties who employ the _ strategy maintain their own aspirations and try to persuade the other party to yield. Answer: contending Page: 23 True/False QuestionsTF21.Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organi
10、zed lobby Answer: False Page: 2 TF22.Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated. Answer: False Page: 3 TF23. Negotiation situations have fundamentally the same characteristics,Answer: True Page:
11、6 TF24.A creative negotiation that meets the objectives of all sides may not require compromise. Answer: True Page: 8 TF25. 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 th
12、eir dispute to a higher authority to resolve itAnswer: True Page: 8 TF26.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.Answer: False Page: 8TF27.In any industry in which repeat business is done w
13、ith the same parties, there is always a balance between pushing the limit on any particular negotiation and making sure the other partyand your relationship with himsurvives intact.Answer: True Page: 11TF28.When the goals of two or more people are interconnected so that only one can achieve the goal
14、such as running a race in which there will be only one winnerthis is a competitive situation, also known as a non-zero-sum or distributive situationAnswer: False Page: 10 TF29.Remember that every possible interdependency has an alternative; negotiators can always say “no” and walk away.Answer: True Page: 12 TF30.A zero-sum situati
