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) (Test Bank, 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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