978-0073530369 Test Bank Chapter 4

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Chapter 04 – Negotiation: Strategy and Planning

Chapter 04

Negotiation: Strategy and Planning

1. (p. 89) Without effective planning and target setting, results occur more by ____________

than by negotiator effort.

2. (p. 90) Effective goals must be __________, __________, and __________.

3. (p. 91) Tactics are subordinate to strategy; they are structured, directed and driven by

____________ considerations.

4. (p. 92) A negotiator’s unilateral choice of strategy is reflected in the answers to two simple

questions: how much concern does the actor have for achieving the ____________ outcomes

at stake in this negotiation, and how much concern does the negotiator have for the current

and future quality of the ____________ with the other party?

5. (p. 92, 93) A strong interest in achieving only substantive outcomes tends to support a

____________ strategy.

6. (p. 93) The decision to negotiate is closely related to the desirability of ____________

__________.