1、Chapter 1The Nature of NegotiationFill in the Blank Questions1.People _ all the time.Answer: negotiate Page: 22.The term _ is used to describe the competitive, win-lose situationsas haggling over price that happens at yard sale, flea market, or used car lotAnswer: bargaining Page: 33.Negotiating par

2、ties always negotiate by _.Answer: choice Page: 64.There are times when you should _ negotiate.Answer: not Page: 65.Successful negotiation involves the management of _ ., the priceterms of agreement) and also the resolution of _ .Answer: tangibles, intangibles Page: 86.Independent parties are able t

3、o meet their own _ without the help andassistance of others.Answer: needs Page: 97.The mix of convergent and conflicting goals characterizes many _relationships.suchor theAnswer: interdependent Page: 108.The _ of peoples goals, and the _ of the situation in whichthey are going to negotiate, strongly

4、 shapes negotiation processes and outcomes.Answer: interdependence, structure Page: 109.Whether you should or should not agree on something in a negotiation depends entirely upon theattractiveness to you of the best available _.An swer: alternative Page: 10-1210.When parties are interdependent, they

5、 have to find a way to _ theirdifferences.Answer: resolve Page: 1211.Negotiation is a _ that transforms over time.Answer: process Page: 1212.Negotiations often begin with statements of opening _ .Answer: positions Page: 1313.When one party accepts a change in his or her position, a _ has beenmade.An

6、swer: concession Page: 1314.Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma ofand thedilemma of _.Answer: honesty, trust Page: 1415.Most actual negotiations are a combination of claiming and _ valueprocesses.Answer: creating Page: 1616._ _ is analyzed as it affects

7、 the ability of the group tomakedecisions, work productively, resolve its differences, and continue to achieve its goals effectively.Answer: Intragroup conflict Page: 1817.Most people initially believe that _ is always bad.Answer: conflict Page: 1918.The objective is not to eliminate conflict but to

8、 learn how to manageit to controlthe _ elements while enjoying the productive aspects.Answer: destructive Page: 2019.The two-dimensional framework called the _ _ _postulates that people in conflict have two independent types of concern.Answer: dual concerns model Page: 2220.Parties who employ the _

9、strategy maintain their own aspirations andtry to persuade the other party to yield.Answer: contending Page: 23True/False QuestionsT F 21. Negotiation is a process reserved only for the skilled diplomat, topsalesperson, or ardent advocate for an organized lobbyAnswer: False Page: 2T F 22. Many of th

10、e most important factors that shape a negotiation result do notoccur during the negotiation, but occur after the parties have negotiated.Answer: False Page: 3T F 23. Negotiation situations have fundamentally the same characteristics,Answer: True Page: 6T F 24. A creative negotiation that meets the o

11、bjectives of all sides maynot require compromise.Answer: True Page: 8T F 25. The parties prefer to negotiate and search for agreement rather than to fight openly, have one sidedominate and the other capitulate, permanently break off contact, or take their dispute to ahigher authority to resolve itAn

12、swer: True Page: 8T F 26. It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, orappropriate in the resolution of the tangibles.Answer: False Page: 8T F 27. In any industry in which repeat business is done with the same parties, there is always a balan

13、cebetween pushing the limit on any particular negotiation and making sure the other partyand your relationship with himsurvivesintact.Answer: True Page: 11T F 28. Whenthe goals of two or more people are interconnected so that only one can achieve the goalsuch as running a race in which there will be

14、 only one winnerthis is a competitive situation,also known as anon-zero-sumordistributivesituationAnswer: False Page: 10T F 29. Rememberthat every possible interdependency has an alternative; negotiators can always say“no”and walk away.Answer: True Page: 12T F 30. A zero-sum situation is a situation

15、 in which individuals are so linkedtogether that there is a positive correlation between their goal attainments. Answer: FalsePage: 10T F 31. The value of a persons BATNAis always relative to the possible settlements available in the currentnegotiation, and the possibilities within a given negotiati

16、on are heavily influenced by the natureof the interdependence between the parties.Answer: True Page: 12T F 32. The effective negotiator needs to understand how people will adjust and readjust, and how thenegotiations might twist and turn, based on ones own moves and the othersresponses.Answer: True

17、Page: 13T F 33. The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.Answer: False Page: 14, 15T F 34. In contrast, non-zero-sum orintegrative or mutual gains situationsare ones where many peoplecan achieve their goals and objectives.Answer: True Page: 15T

18、 F 35. Negotiators do not have to be versatile in their comfort and use of both major strategic approaches tobe successful.Answer: False Page: 16T F 36. Differences in time preferences have the potential to create value in anegotiation.Answer: True Page: 17T F 37. Confl ict doesnt usually occur when

19、 the two parties are working toward the same goal andgenerally want the same outcome.Answer: False Page: 18T F 38. Intragroup conflict occurs between groups.Answer: False Page: 18T F 39. Negotiation is a strategy for productively managing conflict.Answer: True Page: 20T F 40. The dual concerns model

20、 has two dimensions: the vertical dimension is oftenreferred to as the cooperativeness dimension, and the horizontal dimension as theassertiveness dimension.Answer: True Page: 22Multiple Choice Questions41.Which perspective can be used to understand different aspects of negotiationA)economicsB)psych

21、ologyC)anthropologyD)lawE)All of the above perspectives can be used to understand different aspects ofnegotiation.Answer: E Page: 342.To most people the words bargaining and negotiation areA)mutually exclusive.B)interchangeable.C)not related.D)interdependent.E)None of the above.Answer: B Page: 343.A

22、 situation in which solutions exist so that both parties are trying to find amutually acceptable solution to a complex conflict is known as which of the followingA)mutual gainsB)win-loseC)zero-sumD)win-winE)None of the above.Answer: D Page: 344.Which is not a characteristic of a negotiation or barga

23、ining situationA)conflict between partiesB)two or more parties involvedC)an established set of rulesD)a voluntary processE)None of the above is a characteristic of a negotiation.Answer: C Page: 845.Tangible factorsA)include the price and terms of agreement.B)are psychological motivations that influe

24、nce the negotiations.C)include the need to look good in negotiations.D)cannot be measured in quantifiable terms.E)None of the above statements describe tangible factors.Answer: A Page: 846.Which of the following is not an intangible factor in a negotiationA)the need to look goodB)final agreed price

25、on a contractC)the desire to book more businessD)fear of setting a precedentE)All of the above are intangible factors.Answer: B Page: 847.Interdependent partiesrelationships are characterized byA)interlocking goals.B)solitary decision making.C)established procedures.D)rigid structures.E)Interdepende

26、nt relationships are characterized by all of the above.Answer: A Page: 1048.A zero-sum situation is also known by another name of a situation. Which of thefollowing is thatA)integrativeB)distributiveC)win-loseD)negotiativeE)None of the above.Answer: B Page: 1049.BATNA stands forA)best alternative to

27、 a negotiated agreement.B)best assignment to a negotiated agreement.C)best alternative to a negative agreement.D)best alternative to a negative assignment.E)BATNA stands for none of the above.Answer: A Page: 1250.What are the two dilemmas of negotiationA)the dilemma of cost and the dilemma of profit

28、 marginB)the dilemma of honesty and the dilemma of profit marginC)the dilemma of trust and the dilemma of costD)the dilemma of honesty and the dilemma of trustE)None of the above.Answer: D Page: 1451.How much to believe of what the other party tells youA)depends on the reputation of the other party.

29、B)is affected by the circumstances of the negotiation.C)is related to how he or she treated you in the past.D)is the dilemma of trust.E)All of the above.Answer: E Page: 1452.Satisfaction with a negotiation is determined byA)the process through which an agreement is reached and the dollar value of co

30、ncessions madeby each party.B)the actual outcome obtained by the negotiation as compared to the initial bargaining positionsof the negotiators.C)the process through which an agreement is reached and by the actual outcome obtained by thenegotiation.D)the total dollar value of concessions made by each

31、 party.E)Satisfaction with a negotiation is determined by none of the above.Answer: C Page: 1553.Which of the following statements about conflict is trueA)Conflict is the result of tangible factors.B)Conflict can occur when two parties are working toward the same goal and generally want thesame outc

32、ome.C)Conflict only occurs when both parties want a very different settlement.D)Conflict has a minimal effect on interdependent relationships.E)All of the above statements about conflict are true.Answer: B Page: 1854.In intragroup conflict,A)sources of conflict can include ideas, thoughts, emotions,

33、 values,predispositions, or drives that are in conflict with each other.B)conflict occurs between individual people.C)conflict affects the ability of the group to resolve differences and continue to achieve its goalseffectively.D)conflict is quiteintricate because of the largenumber of people involv

34、ed andpossible interactions between them.E)None of the above describes intragroup conflict.Answer: C Page: 1855.Which of the following contribute to conflicts destructive imageA)increased communicationB)misperception and biasC)clarifying issuesD)minimized differences; magnified similaritiesE)All of

35、the above contribute to conflicts destructive image.Answer: B Page: 1956.In the Dual Concerns Model, the level of concern for the individuals own outcomes and the level ofconcern for the others outcomes are referred to as theA)cooperativeness dimension and the competitiveness dimension.B)the asserti

36、veness dimension and the competitiveness dimension.C)the competitiveness dimension and the aggressiveness dimension.D)the cooperativeness dimension and the assertiveness dimension.E)None of the above.Answer: D Page: 2257.An individual who pursues his or her own outcomes strongly and shows little con

37、cern for whether theother party obtains his or her desired outcomes is using anotherof the following strategies. Which oneA)yieldingB)compromisingC)contendingD)problem solvingE)None of the above.Answer: C Page: 2358.Negotiators pursuing the yielding strategyA)show little interest or concern in wheth

38、er theyattain their ownoutcomes, butare quite interested in whether the other party attains his or her outcomes.B)pursue their own outcome strongly and shows little concern for whether the other party obtains hisor her desired outcome.C)shows little interest or concern in whether they attain their o

39、wn outcomes, and does not showmuch concern about whether the other party obtains his or her outcomes.D)show high concern for attaining their own outcomes and high concern for whether the other attainshis or her outcomes.E)Negotiators pursuing the yielding strategy demonstrate none of the above behav

40、iors.Answer: A Page: 2359.Parties pursuing one of the following strategies show little interest or concernin whether they attain their own outcomes, and do not show muchconcern about whether the otherparty obtains his or her outcomes. Which of the ones listed belowA)contendingB)compromisingC)problem

41、 solvingD)yieldingE)None of the above.Answer: E Page: 2460.Whereas distributive bargaining is often characterized by mistrust and suspicion, integrativenegotiation is characterized by which of the followingA)obligation and perseveranceB)avoidance and compromiseC)influence and persuasivenessD)trust a

42、nd opennessE)cognition and emotionAnswer: D Page: 26Short Answer Essays61.What are the three reasons negotiations occurAnswer: Negotiations occur for several reasons: (1) to agree on how to share ordivide a limited resource, such as land, or property, or time; (2) to create something new that neithe

43、rparty could do on his or her own, or (3) to resolve a problem or dispute between the parties. Page: 262.Is the give-and- take process used to reach an agreement the“heart of thenegotiation”as most people assume”Answer: While that give-and-take process is extremely important, negotiation isa very co

44、mplex social process; many of the most important factors that shape anegotiation result do not occur during the negotiation, but occurbeforethe parties63.Why do parties negotiate by choiceAnswer: That is, they negotiate because they think they can get a better deal bynegotiating than by simply accep

45、ting what the other side will voluntarily give them or let them have.Negotiation is largely a voluntary process. Wenegotiate because we think we can improve ouroutcome or result, compared to not negotiating or simply accepting what the other side offers. It is astrategy pursued by choice; seldomare

46、we required to negotiate. Page: 664.What are tangible and intangible factors in negotiationAnswer: Tangible factors include quantifiable items, such as the price, terms ofagreement, etc. By intangible factors, we are referring to the deeper psychological motivations thatmay directly or indirectly in

47、fluence the parties during thenegotiation. Page: 865.What are the three ways that characterize most relationships between partiesAnswer: Most relationships between parties may be characterized in one of three ways: independent,dependent, and interdependent. Page: 9, 1066.Define zero-sum situation.An

48、swer: Individuals are so linked together that there is a negative correlationbetween their goal attainments. Page: 1167.Describe a“mutual gains”situation.start to negotiate, or shape the contextaroundthe negotiation. Page: 3Answer: when partiesgoals are linked so that one persons goal achievement he

49、lps others to achievetheir goals, it is amutual-gainssituation, also known as anon-zero-sumorintegrativesituation, where there is a positive correlation between the goalattainments of both parties. Page: 10What does BATNA stand forAnswer: Best Alternative To a Negotiated Agreement. Page: 12What role

50、 do concessions play when a proposal isnt r eadily acceptedAnswer: If the proposal isnt readily accepted by the other, negotiators beginto defend their own initial proposals and critique the othersproposals. Eachpartys rejoinder usually suggests alterations to the other partys proposal,and perhaps a

51、lso contains changes to his or her own position. Whenone party agrees to make achange in his or her position, a concession has been made(Pruitt, 1981). Concessions restrict therange of options within which a solution or agreement will be reached; when a party makes aconcession, thebargaining range(t

52、he differencebetween the preferred acceptable settlements) is further constrained. Page: 13What are concessionsAnswer: A concession has been made when one party accepts a change in his or her position.Concessions restrict the range of options within which a solution or agreement will be reached. Pag

53、e:13Describe the strategies and tactics a negotiator would employ in a distributive bargaining situation.Answer: In distributive situations negotiators are motivated to win the competition and beat the otherparty, or gain the largest piece of the fixed resource that they can. In order to achieve the

54、se objectives,negotiators usually employ“win - lose”1.strategies and tactics. This approach to negotiationcalled distributive75.bargainingaccepts the fact that there can only be one winner given the situation, and pursues acourse of action to be that winner. The purpose of the negotiation

55、is to claim valuethat is, todo whatever is necessary to claim the reward, gainthe lions share, or gain the largest piece possiblePage: 15Whyshould negotiators be versatile in their comfort and use of both value claiming and valuecreating strategic approachesAnswer: Not only must negotiators be able

56、to recognize which strategy is most appropriate, but theymust be able to use both approaches with equal versatility.There is no single“best”,“preferred”or“right”way to negotiate; the choice of negotiationstrategy requires adaptation to the situation, as we will explain more fully in the next section

57、 onconflict. Moreover, if most negotiation issues/problems have claiming and creating valuescomponents, then negotiators must be able to use both approaches in the same deliberation. Page:16Define synergyAnswer: the whole is greater than the sum of its parts Page: 16Name the four levels of conflict

58、that are commonly identified.Answer: The four levels of conflict are: 1) intrapersonal or intrapsychic conflict,2) interpersonal conflict, 3) intragroup conflict, and 4) intergroup conflict.Page: 18Explain how conflict is a potential consequence of interdependent relationships.Answer: Conflict can r

59、esult from the strongly divergent needs of the two parties, or frommisperceptions and misunderstandings. Conflict can occur when the two parties are working towardthe same goal and generally want the same outcome, or72.73.74.when both parties want very different outcomes. Regardless of the cause of

60、the conflict, negotiationcan play an important role in resolving it effectively. In this section, we will define conflict, discuss thedifferent levels of conflict that can occur, review the functions and dysfunctions of conflict, anddiscuss strategies for managing conflict effectively. Page: 1876.Ho