Chapter 1
The Nature of Negotiation
Fill in the Blank Questions
1. People ____________ all the time.
Answer: negotiate Page: 2
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 Answer: bargaining Page: 3
3. Negotiating parties always negotiate by ____________.
Answer: choice Page: 6
4. There are times when you should _________ negotiate.
Answer: not Page: 6
5. Successful negotiation involves the management of ____________ (e.g., the price or the terms of
agreement) and also the resolution of ____________. Answer: tangibles, intangibles Page: 8
6. Independent parties are able to meet their own ____________ without the help and assistance of
others.
Answer: needs Page: 9
7. The mix of convergent and conflicting goals characterizes many ____________ relationships.
Answer: interdependent Page: 10
8. The ____________ of people’s goals, and the ____________ of the situation in which they are
going to negotiate, strongly shapes negotiation processes and outcomes. Answer: interdependence, structure Page: 10
9. Whether you should or should not agree on something in a negotiation depends entirely upon the
attractiveness to you of the best available _________. Answer: alternative Page: 10 – 12
10. When parties are interdependent, they have to find a way to ____________ their differences.
Answer: resolve Page: 12
Lewicki/Barry/Saunders, Negotiation, 6/e 1
11. Negotiation is a ____________ that transforms over time.
Answer: process Page: 12
12. Negotiations often begin with statements of opening ____________.
Answer: positions Page: 13
13. When one party accepts a change in his or her position, a ____________ has been made.
Answer: concession Page: 13
14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
____________ and the dilemma of ____________. Answer: honesty, trust Page: 14
15. Most actual negotiations are a combination of claiming and ____________ value processes.
Answer: creating Page: 16
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. Answer: Intragroup conflict Page: 18
17. Most people initially believe that ____________ is always bad.
Answer: conflict Page: 19
18. The objective is not to eliminate conflict but to learn how to manage it to control the ____________
elements while enjoying the productive aspects. Answer: destructive Page: 20
19. The two-dimensional framework called the ____________ ____________ ____________
postulates that people in conflict have two independent types of concern. Answer: dual concerns model Page: 22
20. Parties who employ the ____________ strategy maintain their own aspirations and try to persuade
the other party to yield.
Answer: contending Page: 23
True/False Questions
T F 21. Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent
advocate for an organized lobby
Answer: False Page: 2
2 Test Bank, Chapter 1
T T
F 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.
Answer: False Page: 3
F 23. Negotiation situations have fundamentally the same characteristics, Answer: True Page: 6
F 24. A creative negotiation that meets the objectives of all sides may not require compromise. Answer: True Page: 8
F 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
Answer: True Page: 8
F 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.
Answer: False Page: 8
F 27. 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.
Answer: True Page: 11
F 28. 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
Answer: False Page: 10
F 29. Remember that every possible interdependency has an alternative; negotiators can always
say ―no‖ and walk away.
Answer: True Page: 12
F 30. A zero-sum situation is a situation in which individuals are so linked together that there is a
positive correlation between their goal attainments.
Answer: False Page: 10
F 31. 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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Lewicki/Barry/Saunders, Negotiation, 6/e 3
国际商务谈判自测题Chapter_1
