Chapter 01
The Nature of Negotiation
1. People ____________ all the time.
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 lot.
3. Negotiating parties always negotiate by _________.
4. There are times when you should _________ negotiate.
not
5. Successful negotiation involves the management of ____________ (e.g., the price or the
terms of agreement) and also the resolution of _________.
6. Independent parties are able to meet their own ____________ without the help and
assistance of others.
7. The mix of convergent and conflicting goals characterizes many ____________ relationships.
8. The ____________ of people’s goals, and the ____________ of the situation in which they are
going to negotiate, strongly shapes negotiation processes and outcomes.
9. Whether you should or should not agree on something in a negotiation depends entirely upon
the attractiveness to you of the best available ______.
10. When parties are interdependent, they have to find a way to ____________ their differences.
11. Negotiation is a ____________ that transforms over time.
12. Negotiations often begin with statements of opening _________.
13. When one party accepts a change in his or her position, a ____________ has been made.
14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
____________ and the dilemma of _________.
15. Most actual negotiations are a combination of claiming and ____________ value processes.
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.
17. Most people initially believe that ____________ is always bad or dysfunctional.
18. The objective is not to eliminate conflict but to learn how to manage it to control the
____________ elements while enjoying the productive aspects.
19. The two-dimensional framework called the ____________________________________
postulates that people in conflict have two independent types of concern.
20. Parties who employ the ____________ strategy maintain their own aspirations and try to
persuade the other party to yield.
contending
21. Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent
advocate for an organized lobby.
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22. Many of the most important factors that shape a negotiation result do not occur during the
negotiation, but occur after the parties have negotiated.
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23. Negotiation situations have fundamentally the same characteristics.
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24. A creative negotiation that meets the objectives of all sides may not require compromise.
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25. 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 their dispute to a
higher authority to resolve it.
26. 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.
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27. When the goals of two or more people are interconnected so that only one can achieve the
goal—such as running a race in which there will be only one winner—this is a competitive situation,
also known as a non-zero-sum or distributive situation.
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28. A zero-sum situation is a situation in which individuals are so linked together that there is a
positive correlation between their goal attainments.
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29. The value of a person’s BATNA is always relative to the possible settlements available in the
current negotiation, and the possibilities within a given negotiation are heavily influenced by the
nature of the interdependence between the parties.
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30. In any industry in which repeat business is done with the same parties, there is always a
balance between pushing the limit on any particular negotiation and making sure the other party—and
your relationship with him—survives intact.
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31. Remember that every possible interdependency has an alternative; negotiators can always
say “no” and walk away.
32. The effective negotiator needs to understand how people will adjust and readjust, and how the
negotiations might twist and turn, based on one’s own moves and the others’ responses.
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33. The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.
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34. In contrast, non-zero-sum or integrative or mutual gains situations are ones where many
people can achieve their goals and objectives.
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35. Negotiators do not have to be versatile in their comfort and use of both major strategic
approaches to be successful.
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36. Differences in time preferences have the potential to create value in a negotiation.
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37. Conflict doesn’t usually occur when the two parties are working toward the same goal and
generally want the same outcome.
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38. Intragroup conflict occurs between groups.
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39. Negotiation is a strategy for productively managing conflict.
40. The dual concerns model has two dimensions: the vertical dimension is often referred to as
the cooperativeness dimension, and the horizontal dimension as the assertiveness dimension.
41. Which perspective can be used to understand different aspects of negotiation?
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42. To most people the words “bargaining” and “negotiation” are
43. A situation in which solutions exist so that both parties are trying to find a mutually acceptable
solution to a complex conflict is known as which of the following?
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44. Which is not a characteristic of a negotiation or bargaining situation?
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45. Tangible factors
46. Which of the following is not an intangible factor in a negotiation?
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47. Interdependent parties’ relationships are characterized by
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48. A zero-sum situation is also known by another name of a situation. Which of the following is
that?
49. BATNA stands for
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50. What are the two dilemmas of negotiation?
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51. How much to believe of what the other party tells you
52. Satisfaction with a negotiation is determined by
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54. In intragroup conflict,
55. Which of the following contribute to conflict’s destructive image?
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56. 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
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57. An individual who pursues his or her own outcomes strongly and shows little concern for
whether the other party obtains his or her desired outcomes is using another of the following
strategies. Which one?
58. Negotiators pursuing the yielding strategy
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59. Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative
negotiation is characterized by which of the following?
60. What are the three reasons negotiations occur?
61. Is the give-and-take process used to reach an agreement the “heart of the negotiation” as
most people assume.
62. Why do parties negotiate by choice?
63. What are the three ways that characterize most relationships between parties?
64. Define “zero-sum” situation.
65. Describe a “mutual gains” situation.
When parties’ goals are linked so that one person’s goal achievement helps others to achieve their
goals, it is a mutual-gains situation, also known as a non-zero-sum or integrative situation, where
there is a positive correlation between the goal attainments of both parties.
66. What does BATNA stand for?
67. What role do concessions play when a proposal isn’t readily accepted?
68. What are concessions?
69. Describe the strategies and tactics a negotiator would employ in a distributive bargaining
situation.
70. Why should negotiators be versatile in their comfort and use of both value claiming and value
creating strategic approaches?
71. Define synergy?
72. Name the four levels of conflict that are commonly identified.
73. Explain how conflict is a potential consequence of interdependent relationships.
Conflict can result from the strongly divergent needs of the two parties, or from misperceptions and
misunderstandings. Conflict can occur when the two parties are working toward the same goal and
generally want the same outcome, or when both parties want very different outcomes. Regardless of
the cause of the conflict, negotiation can play an important role in resolving it effectively. In this
section, we will define conflict, discuss the different levels of conflict that can occur, review the
functions and dysfunctions of conflict, and discuss strategies for managing conflict effectively.
74. How does decreased communication contribute as one of the destructive images of conflict in
a negotiation?
75. Conflict also has productive aspects and one of those is that conflict encourages
psychological development. Elaborate.
76. The Dual Concerns Model is a two-dimensional framework that postulates that people in
conflict have two independent types of concern. What are those two types of concerns?
77. Where would you likely to find the concept of “yielding” on the dual concerns model?
78. What are the five major strategies for conflict management (as identified in the Dual
Concerns framework)?