primarily by maintaining trust and reducing uncertainty is an example of an ________ factor in

Version 1 1 Chapter 1 1) The term ________ refers to win-win situations such as those that occur when parties are trying to find a mutually acceptable solution to a complex conflict.

2) The term ________ is used to describe the competitive, win-lose situations such as haggling over price that happens at a yard sale, flea market, or used car lot.

3) The relationship between people and groups that most often leads them to need to negotiate is called ________.

4) The need to maintain a good relationship with the other party after the negotiation is over, primarily by maintaining trust and reducing uncertainty is an example of a(n) ________ factor in the negotiation process.

5) Successful negotiation involves the management of ________ (e.g., the price or the terms of agreement) and also the resolution of ________.

6) ________ parties must rely on others for what they need; because they need the help, benevolence, or cooperation of the other, the dependent party must accept and accommodate to that provider’s whims and idiosyncrasies.

7) Interlocking goals characterize ________ parties – the parties need each other in order to accomplish their objectives and each has the potential to influence the other party.(Essentials of Negotiation 7e Roy Lewicki, Bruce Barry, David Saunders) ( , Answer at the end of each Chapter) (For Complete File, Download link at the end of this File) 1 / 4

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8) When the goals of two or more people are interconnected in a competitive situation where there will be only one winner, there is a ________ correlation between their goal attainments.

9) When parties’ goals are linked so that one person’s goal achievement helps others to achieve their goals, there is a ________ correlation between the goal attainments of both parties.

10) Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available alternative. The acronym for this alternative is

________.

11) Negotiation is a process that transforms over time, and ________ adjustment is one of the key causes of the changes that occur during a negotiation.

12) Negotiations often begin with statements of opening ________ where each party states its most preferred settlement proposal.

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 honesty and the dilemma of ________. 2 / 4

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15) When negotiators employ win-lose strategies and tactics in a zero-sum situation, this approach to negation is called ________ bargaining.

16) In non-zero-sum, or mutual gains situations, negotiators should employ win-win strategies and tactics. This approach to negotiation is called ________ negotiation.

17) ________ conflict affects the ability of the group to make decisions, work productively, resolve its differences, and continue to achieve its goals effectively.

18) Most people initially believe that ________ is always bad or dysfunctional.

19) The two-dimensional framework called the ________ model postulates that people in conflict have two independent types of concern.

20) Threats, punishment, intimidation, and unilateral action are consistent with a ________ strategy for conflict management.

21) According to the text, which of the following is not a reason negotiation occurs? 3 / 4

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• to create something new that neither party could do on their own
• to resolve a problem or dispute between parties
• to agree on how to share or divide a limited resource, such as land, or money, or time
• to agree on a price and end the haggling over a used car

22) To most people, the terms “bargaining” and “negotiation” are

• mutually exclusive.
• interchangeable.
• not related.
• interdependent.

23) A situation in which both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?

• mutual gains
• win-lose
• zero-sum
• win-win

24) Which is not a characteristic of all negotiation situations?

• conflict between parties
• two or more parties involved
• an established set of rules
• a voluntary process

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