Chapter 01 – The Nature of Negotiation
Chapter 01
The Nature of Negotiation
1. (p. 2) People ____________ all the time.
2. (p. 3) 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. (p. 6) Negotiating parties always negotiate by __________.
4. (p. 6, 7) There are times when you should _________ negotiate.
not
5. (p. 8) Successful negotiation involves the management of ____________ (e.g., the price or
the terms of agreement) and also the resolution of __________.
6. (p. 9) Independent parties are able to meet their own ____________ without the help and
assistance of others.
1-10
54. (p. 18) In intragroup conflict,
55. (p. 19) Which of the following contribute to conflict’s destructive image?
56. (p. 22) In the Dual Concerns Model, the level of concern for the individual’s own outcomes
and the level of concern for the other’s outcomes are referred to as the
