Case Study
The Nature of Negotiation
Fill in the Blank Questions
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.
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
Fill in the Blank Questions
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.
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