Chapter01TheNatureofNegotiation

Chapter01
TheNatureofNegotiation

FillintheBlankQuestions

1.People____________allthetime.
________________________________________

2.Theterm____________isusedtodescribethecompetitive,winlosesituationssuchas
hagglingoverpricethathappensatyardsale,fleamarket,orusedcarlot.
________________________________________

3.Negotiatingpartiesalwaysnegotiateby__________.
________________________________________

4.Therearetimeswhenyoushould_________negotiate.
________________________________________

5.Successfulnegotiationinvolvesthemanagementof____________(e.g.,thepriceorthe
termsofagreement)andalsotheresolutionof__________.
________________________________________

6.Independentpartiesareabletomeettheirown____________withoutthehelpand
assistanceofothers.
________________________________________

7.Themixofconvergentandconflictinggoalscharacterizesmany____________
relationships.
________________________________________

11

Chapter01TheNatureofNegotiation

8.The____________ofpeople'sgoals,andthe____________ofthesituationinwhichthey
aregoingtonegotiate,stronglyshapesnegotiationprocessesandoutcomes.
________________________________________

9.Whetheryoushouldorshouldnotagreeonsomethinginanegotiationdependsentirely
upontheattractivenesstoyouofthebestavailable_______.
________________________________________

10.Whenpartiesareinterdependent,theyhavetofindawayto____________their
differences.
________________________________________

11.Negotiationisa____________thattransformsovertime.
________________________________________

12.Negotiationsoftenbeginwithstatementsofopening__________.
________________________________________

13.Whenonepartyacceptsachangeinhisorherposition,a____________hasbeenmade.
________________________________________

14.Twoofthedilemmasinmutualadjustmentthatallnegotiatorsfacearethedilemmaof
____________andthedilemmaof__________.
________________________________________

15.Mostactualnegotiationsareacombinationofclaimingand____________value
processes.
________________________________________

12

Chapter01TheNatureofNegotiation

16.________________________isanalyzedasitaffectstheabilityofthegrouptomake
decisions,workproductively,resolveitsdifferences,andcontinuetoachieveitsgoals
effectively.
________________________________________

17.Mostpeopleinitiallybelievethat____________isalwaysbad.
________________________________________

18.Theobjectiveisnottoeliminateconflictbuttolearnhowtomanageittocontrolthe
____________elementswhileenjoyingtheproductiveaspects.
________________________________________

19.Thetwodimensionalframeworkcalledthe____________________________________
postulatesthatpeopleinconflicthavetwoindependenttypesofconcern.
________________________________________

20.Partieswhoemploythe____________strategymaintaintheirownaspirationsandtryto
persuadetheotherpartytoyield.
________________________________________

True/FalseQuestions

21.Negotiationisaprocessreservedonlyfortheskilleddiplomat,topsalesperson,orardent
advocateforanorganizedlobby.
TrueFalse

22.Manyofthemostimportantfactorsthatshapeanegotiationresultdonotoccurduringthe
negotiation,butoccurafterthepartieshavenegotiated.
TrueFalse

13

Chapter01TheNatureofNegotiation

23.Negotiationsituationshavefundamentallythesamecharacteristics.
TrueFalse

24.Acreativenegotiationthatmeetstheobjectivesofallsidesmaynotrequirecompromise.
TrueFalse

25.Thepartiesprefertonegotiateandsearchforagreementratherthantofightopenly,have
onesidedominateandtheothercapitulate,permanentlybreakoffcontact,ortaketheir
disputetoahigherauthoritytoresolveit.
TrueFalse

26.Itispossibletoignoreintangibles,becausetheyaffectourjudgmentaboutwhatisfair,or
right,orappropriateintheresolutionofthetangibles.
TrueFalse

27.Azerosumsituationisasituationinwhichindividualsaresolinkedtogetherthatthereis
apositivecorrelationbetweentheirgoalattainments.
TrueFalse

28.Whenthegoalsoftwoormorepeopleareinterconnectedsothatonlyonecanachievethe
goalsuchasrunningaraceinwhichtherewillbeonlyonewinnerthisisacompetitive
situation,alsoknownasanonzerosumordistributivesituation.
TrueFalse

29.Inanyindustryinwhichrepeatbusinessisdonewiththesameparties,thereisalwaysa
balancebetweenpushingthelimitonanyparticularnegotiationandmakingsuretheother
partyandyourrelationshipwithhimsurvivesintact.
TrueFalse

14

Chapter01TheNatureofNegotiation

30.Rememberthateverypossibleinterdependencyhasanalternativenegotiatorscanalways
say"no"andwalkaway.
TrueFalse

31.Thevalueofaperson'sBATNAisalwaysrelativetothepossiblesettlementsavailablein
thecurrentnegotiation,andthepossibilitieswithinagivennegotiationareheavilyinfluenced
bythenatureoftheinterdependencebetweentheparties.
TrueFalse

32.Theeffectivenegotiatorneedstounderstandhowpeoplewilladjustandreadjust,andhow
thenegotiationsmighttwistandturn,basedonone'sownmovesandtheothers'responses.
TrueFalse

33.Thepatternofgiveandtakeinnegotiationisacharacteristicexclusivetoformal
negotiations.
TrueFalse

34.Incontrast,nonzerosumorintegrativeormutualgainssituationsareoneswheremany
peoplecanachievetheirgoalsandobjectives.
TrueFalse

35.Negotiatorsdonothavetobeversatileintheircomfortanduseofbothmajorstrategic
approachestobesuccessful.
TrueFalse

36.Differencesintimepreferenceshavethepotentialtocreatevalueinanegotiation.
TrueFalse

15

Chapter01TheNatureofNegotiation

37.Conflictdoesn'tusuallyoccurwhenthetwopartiesareworkingtowardthesamegoaland
generallywantthesameoutcome.
TrueFalse

38.Intragroupconflictoccursbetweengroups.
TrueFalse

39.Negotiationisastrategyforproductivelymanagingconflict.
TrueFalse

40.Thedualconcernsmodelhastwodimensions:theverticaldimensionisoftenreferredto
asthecooperativenessdimension,andthehorizontaldimensionastheassertiveness
dimension.
TrueFalse

MultipleChoiceQuestions

41.Whichperspectivecanbeusedtounderstanddifferentaspectsofnegotiation?
A.Economics
B.Psychology
C.Anthropology
D.Law
E.Alloftheaboveperspectivescanbeusedtounderstanddifferentaspectsofnegotiation.

42.Tomostpeoplethewords"bargaining"and"negotiation"are
A.mutuallyexclusive.
B.interchangeable.
C.notrelated.
D.interdependent.
E.Noneoftheabove.

16

Chapter01TheNatureofNegotiation

43.Asituationinwhichsolutionsexistsothatbothpartiesaretryingtofindamutually
acceptablesolutiontoacomplexconflictisknownaswhichofthefollowing?
A.Mutualgains
B.Winlose
C.Zerosum
D.Winwin
E.Noneoftheabove.

44.Whichisnotacharacteristicofanegotiationorbargainingsituation?
A.Conflictbetweenparties
B.Twoormorepartiesinvolved
C.Anestablishedsetofrules
D.Avoluntaryprocess
E.Noneoftheaboveisacharacteristicofanegotiation.

45.Tangiblefactors
A.includethepriceortermsofagreement.
B.arepsychologicalmotivationsthatinfluencethenegotiations.
C.includetheneedtolookgoodinnegotiations.
D.cannotbemeasuredinquantifiableterms.
E.Noneoftheabovestatementsdescribetangiblefactors.

46.Whichofthefollowingisnotanintangiblefactorinanegotiation?
A.Theneedtolookgood
B.Theneedtoarriveatthefinalagreedpriceonacontract
C.Theneedtodefendanimportantprinciple
D.Theneedtowin
E.Alloftheaboveareintangiblefactors.

17

Chapter01TheNatureofNegotiation

47.Interdependentparties'relationshipsarecharacterizedby
A.interlockinggoals.
B.solitarydecisionmaking.
C.establishedprocedures.
D.rigidstructures.
E.Interdependentrelationshipsarecharacterizedbyalloftheabove.

48.Azerosumsituationisalsoknownbyanothernameofasituation.Whichofthe
followingisthat?
A.Integrative
B.Distributive
C.Winlose
D.Negotiative
E.Noneoftheabove.

49.BATNAstandsfor
A.bestalternativetoanegotiatedagreement.
B.bestassignmenttoanegotiatedagreement.
C.bestalternativetoanegativeagreement.
D.bestalternativetoanegativeassignment.
E.BATNAstandsfornoneoftheabove.

50.Whatarethetwodilemmasofnegotiation?
A.Thedilemmaofcostandthedilemmaofprofitmargin
B.Thedilemmaofhonestyandthedilemmaofprofitmargin
C.Thedilemmaoftrustandthedilemmaofcost
D.Thedilemmaofhonestyandthedilemmaoftrust
E.Noneoftheabove.

18

Chapter01TheNatureofNegotiation

51.Howmuchtobelieveofwhattheotherpartytellsyou
A.dependsonthereputationoftheotherparty.
B.isaffectedbythecircumstancesofthenegotiation.
C.isrelatedtohowheorshetreatedyouinthepast.
D.isthedilemmaoftrust.
E.Alloftheabove.

52.Satisfactionwithanegotiationisdeterminedby
A.theprocessthroughwhichanagreementisreachedandthedollarvalueofconcessions
madebyeachparty.
B.theactualoutcomeobtainedbythenegotiationascomparedtotheinitialbargaining
positionsofthenegotiators.
C.theprocessthroughwhichanagreementisreachedandbytheactualoutcomeobtainedby
thenegotiation.
D.thetotaldollarvalueofconcessionsmadebyeachparty.
E.Satisfactionwithanegotiationisdeterminedbynoneoftheabove.

53.Whichofthefollowingstatementsaboutconflictistrue?
A.Conflictistheresultoftangiblefactors.
B.Conflictcanoccurwhentwopartiesareworkingtowardthesamegoalandgenerallywant
thesameoutcome.
C.Conflictonlyoccurswhenbothpartieswantaverydifferentsettlement.
D.Conflicthasaminimaleffectoninterdependentrelationships.
E.Alloftheabovestatementsaboutconflictaretrue.

54.Inintragroupconflict,
A.sourcesofconflictcanincludeideas,thoughts,emotions,values,predispositions,ordrives
thatareinconflictwitheachother.
B.conflictoccursbetweenindividualpeople.
C.conflictaffectstheabilityofthegrouptoresolvedifferencesandcontinuetoachieveits
goalseffectively.
D.conflictisquiteintricatebecauseofthelargenumberofpeopleinvolvedandpossible
interactionsbetweenthem.
E.Noneoftheabovedescribesintragroupconflict.

19

Chapter01TheNatureofNegotiation

55.Whichofthefollowingcontributetoconflict'sdestructiveimage?
A.Increasedcommunication
B.Misperceptionandbias
C.Clarifyingissues
D.Minimizeddifferencesmagnifiedsimilarities
E.Alloftheabovecontributetoconflict'sdestructiveimage.

56.IntheDualConcernsModel,thelevelofconcernfortheindividual'sownoutcomesand
thelevelofconcernfortheother'soutcomesarereferredtoasthe
A.cooperativenessdimensionandthecompetitivenessdimension.
B.theassertivenessdimensionandthecompetitivenessdimension.
C.thecompetitivenessdimensionandtheaggressivenessdimension.
D.thecooperativenessdimensionandtheassertivenessdimension.
E.Noneoftheabove.

57.Anindividualwhopursueshisorherownoutcomesstronglyandshowslittleconcernfor
whethertheotherpartyobtainshisorherdesiredoutcomesisusinganotherofthefollowing
strategies.Whichone?
A.Yielding
B.Compromising
C.Contending
D.Problemsolving
E.Noneoftheabove.

58.Negotiatorspursuingtheyieldingstrategy
A.showlittleinterestorconcerninwhethertheyattaintheirownoutcomes,butarequite
interestedinwhethertheotherpartyattainshisorheroutcomes.
B.pursuetheirownoutcomestronglyandshowslittleconcernforwhethertheotherparty
obtainshisorherdesiredoutcome.
C.showslittleinterestorconcerninwhethertheyattaintheirownoutcomes,anddoesnot
showmuchconcernaboutwhethertheotherpartyobtainshisorheroutcomes.
D.showhighconcernforattainingtheirownoutcomesandhighconcernforwhetherthe
otherattainshisorheroutcomes.
E.Negotiatorspursuingtheyieldingstrategydemonstratenoneoftheabovebehaviors.

110

Chapter01TheNatureofNegotiation

59.Partiespursuingoneofthefollowingstrategiesshowlittleinterestorconcerninwhether
theyattaintheirownoutcomes,anddonotshowmuchconcernaboutwhethertheotherparty
obtainshisorheroutcomes.Whichoftheoneslistedbelow?
A.Contending
B.Compromising
C.Problemsolving
D.Yielding
E.Noneoftheabove.

ShortAnswerQuestions

60.Whatarethethreereasonsnegotiationsoccur?

61.Isthegiveandtakeprocessusedtoreachanagreementthe"heartofthenegotiation"as
mostpeopleassume"?

62.Whydopartiesnegotiatebychoice?

111

Chapter01TheNatureofNegotiation

63.Whataretangibleandintangiblefactorsinnegotiation?

64.Whatarethethreewaysthatcharacterizemostrelationshipsbetweenparties?

65.Define"zerosum"situation.

66.Describea"mutualgains"situation.

112

Chapter01TheNatureofNegotiation

67.WhatdoesBATNAstandfor?

68.Whatroledoconcessionsplaywhenaproposalisn'treadilyaccepted?

69.Whatareconcessions?

70.Describethestrategiesandtacticsanegotiatorwouldemployinadistributivebargaining
situation.

113

Chapter01TheNatureofNegotiation

71.Whyshouldnegotiatorsbeversatileintheircomfortanduseofbothvalueclaimingand
valuecreatingstrategicapproaches?

72.Definesynergy?.

73.Namethefourlevelsofconflictthatarecommonlyidentified.

74.Explainhowconflictisapotentialconsequenceofinterdependentrelationships.

114

Chapter01TheNatureofNegotiation

75.Howdoesdecreasedcommunicationcontributeasoneofthedestructiveimagesof
conflictinanegotiation?

76.Conflictalsohasproductiveaspectsandoneofthoseisthatconflictencourages
psychologicaldevelopment.Elaborate.

77.TheDualConcernsModelisatwodimensionalframeworkthatpostulatesthatpeoplein
conflicthavetwoindependenttypesofconcern.Whatarethosetwotypesofconcerns?

78.Wherewouldyoulikelytofindtheconceptof"yielding"onthedualconcernsmodel?

115

Chapter01TheNatureofNegotiation

79.Whatarethefivemajorstrategiesforconflictmanagement(asidentifiedintheDual
Concernsframework)?

116

Chapter01TheNatureofNegotiation
Chapter01TheNatureofNegotiationAnswerKey

FillintheBlankQuestions

1.(p.2)People____________allthetime.
negotiate

2.(p.3)Theterm____________isusedtodescribethecompetitive,winlosesituationssuchas
hagglingoverpricethathappensatyardsale,fleamarket,orusedcarlot.
bargaining

3.(p.6)Negotiatingpartiesalwaysnegotiateby__________.
choice

4.(p.6,7)Therearetimeswhenyoushould_________negotiate.
not

5.(p.8)Successfulnegotiationinvolvesthemanagementof____________(e.g.,thepriceor
thetermsofagreement)andalsotheresolutionof__________.
tangibles,intangibles

6.(p.9)Independentpartiesareabletomeettheirown____________withoutthehelpand
assistanceofothers.
needs

117

Chapter01TheNatureofNegotiation

7.(p.10)Themixofconvergentandconflictinggoalscharacterizesmany____________
relationships.
interdependent

8.(p.10)The____________ofpeople'sgoals,andthe____________ofthesituationinwhich
theyaregoingtonegotiate,stronglyshapesnegotiationprocessesandoutcomes.
interdependence,structure

9.(p.11,12)Whetheryoushouldorshouldnotagreeonsomethinginanegotiationdepends
entirelyupontheattractivenesstoyouofthebestavailable_______.
alternative

10.(p.12)Whenpartiesareinterdependent,theyhavetofindawayto____________their
differences.
resolve

11.(p.12)Negotiationisa____________thattransformsovertime.
process

12.(p.13)Negotiationsoftenbeginwithstatementsofopening__________.
positions

13.(p.13)Whenonepartyacceptsachangeinhisorherposition,a____________hasbeen
made.
concession

118

Chapter01TheNatureofNegotiation

14.(p.14)Twoofthedilemmasinmutualadjustmentthatallnegotiatorsfacearethedilemma
of____________andthedilemmaof__________.
honesty,trust

15.(p.16)Mostactualnegotiationsareacombinationofclaimingand____________value
processes.
creating

16.(p.18)________________________isanalyzedasitaffectstheabilityofthegroupto
makedecisions,workproductively,resolveitsdifferences,andcontinuetoachieveitsgoals
effectively.
Intragroupconflict

17.(p.19)Mostpeopleinitiallybelievethat____________isalwaysbad.
conflict

18.(p.20)Theobjectiveisnottoeliminateconflictbuttolearnhowtomanageittocontrolthe
____________elementswhileenjoyingtheproductiveaspects.
destructive

19.(p.22)Thetwodimensionalframeworkcalledthe________________________
____________postulatesthatpeopleinconflicthavetwoindependenttypesofconcern.
dualconcernsmodel

20.(p.23)Partieswhoemploythe____________strategymaintaintheirownaspirationsand
trytopersuadetheotherpartytoyield.
contending

True/FalseQuestions

119

Chapter01TheNatureofNegotiation

21.(p.2)Negotiationisaprocessreservedonlyfortheskilleddiplomat,topsalesperson,or
ardentadvocateforanorganizedlobby.
FALSE

22.(p.3)Manyofthemostimportantfactorsthatshapeanegotiationresultdonotoccurduring
thenegotiation,butoccurafterthepartieshavenegotiated.
FALSE

23.(p.6)Negotiationsituationshavefundamentallythesamecharacteristics.
TRUE

24.(p.8)Acreativenegotiationthatmeetstheobjectivesofallsidesmaynotrequire
compromise.
TRUE

25.(p.8)Thepartiesprefertonegotiateandsearchforagreementratherthantofightopenly,
haveonesidedominateandtheothercapitulate,permanentlybreakoffcontact,ortaketheir
disputetoahigherauthoritytoresolveit.
TRUE

26.(p.8)Itispossibletoignoreintangibles,becausetheyaffectourjudgmentaboutwhatis
fair,orright,orappropriateintheresolutionofthetangibles.
FALSE

27.(p.10)Azerosumsituationisasituationinwhichindividualsaresolinkedtogetherthat
thereisapositivecorrelationbetweentheirgoalattainments.
FALSE

120

Chapter01TheNatureofNegotiation

28.(p.10)Whenthegoalsoftwoormorepeopleareinterconnectedsothatonlyonecan
achievethegoalsuchasrunningaraceinwhichtherewillbeonlyonewinnerthisisa
competitivesituation,alsoknownasanonzerosumordistributivesituation.
FALSE

29.(p.11)Inanyindustryinwhichrepeatbusinessisdonewiththesameparties,thereis
alwaysabalancebetweenpushingthelimitonanyparticularnegotiationandmakingsurethe
otherpartyandyourrelationshipwithhimsurvivesintact.
TRUE

30.(p.12)Rememberthateverypossibleinterdependencyhasanalternativenegotiatorscan
alwayssay"no"andwalkaway.
TRUE

31.(p.12)Thevalueofaperson'sBATNAisalwaysrelativetothepossiblesettlements
availableinthecurrentnegotiation,andthepossibilitieswithinagivennegotiationareheavily
influencedbythenatureoftheinterdependencebetweentheparties.
TRUE

32.(p.13)Theeffectivenegotiatorneedstounderstandhowpeoplewilladjustandreadjust,and
howthenegotiationsmighttwistandturn,basedonone'sownmovesandtheothers'
responses.
TRUE

33.(p.14)Thepatternofgiveandtakeinnegotiationisacharacteristicexclusivetoformal
negotiations.
FALSE

121

Chapter01TheNatureofNegotiation

34.(p.15)Incontrast,nonzerosumorintegrativeormutualgainssituationsareoneswhere
manypeoplecanachievetheirgoalsandobjectives.
TRUE

35.(p.16)Negotiatorsdonothavetobeversatileintheircomfortanduseofbothmajor
strategicapproachestobesuccessful.
FALSE

36.(p.17)Differencesintimepreferenceshavethepotentialtocreatevalueinanegotiation.
TRUE

37.(p.18)Conflictdoesn'tusuallyoccurwhenthetwopartiesareworkingtowardthesamegoal
andgenerallywantthesameoutcome.
FALSE

38.(p.18)Intragroupconflictoccursbetweengroups.
FALSE

39.(p.20)Negotiationisastrategyforproductivelymanagingconflict.
TRUE

40.(p.22)Thedualconcernsmodelhastwodimensions:theverticaldimensionisoftenreferred
toasthecooperativenessdimension,andthehorizontaldimensionastheassertiveness
dimension.
TRUE

MultipleChoiceQuestions

122

Chapter01TheNatureofNegotiation

41.(p.3)Whichperspectivecanbeusedtounderstanddifferentaspectsofnegotiation?
A.Economics
B.Psychology
C.Anthropology
D.Law
E.Alloftheaboveperspectivescanbeusedtounderstanddifferentaspectsofnegotiation.

42.(p.3)Tomostpeoplethewords"bargaining"and"negotiation"are
A.mutuallyexclusive.
B.interchangeable.
C.notrelated.
D.interdependent.
E.Noneoftheabove.

43.(p.3)Asituationinwhichsolutionsexistsothatbothpartiesaretryingtofindamutually
acceptablesolutiontoacomplexconflictisknownaswhichofthefollowing?
A.Mutualgains
B.Winlose
C.Zerosum
D.Winwin
E.Noneoftheabove.

44.(p.8)Whichisnotacharacteristicofanegotiationorbargainingsituation?
A.Conflictbetweenparties
B.Twoormorepartiesinvolved
C.Anestablishedsetofrules
D.Avoluntaryprocess
E.Noneoftheaboveisacharacteristicofanegotiation.

123

Chapter01TheNatureofNegotiation

45.(p.8)Tangiblefactors
A.includethepriceortermsofagreement.
B.arepsychologicalmotivationsthatinfluencethenegotiations.
C.includetheneedtolookgoodinnegotiations.
D.cannotbemeasuredinquantifiableterms.
E.Noneoftheabovestatementsdescribetangiblefactors.

46.(p.8)Whichofthefollowingisnotanintangiblefactorinanegotiation?
A.Theneedtolookgood
B.Theneedtoarriveatthefinalagreedpriceonacontract
C.Theneedtodefendanimportantprinciple
D.Theneedtowin
E.Alloftheaboveareintangiblefactors.

47.(p.10)Interdependentparties'relationshipsarecharacterizedby
A.interlockinggoals.
B.solitarydecisionmaking.
C.establishedprocedures.
D.rigidstructures.
E.Interdependentrelationshipsarecharacterizedbyalloftheabove.

48.(p.10)Azerosumsituationisalsoknownbyanothernameofasituation.Whichofthe
followingisthat?
A.Integrative
B.Distributive
C.Winlose
D.Negotiative
E.Noneoftheabove.

124

Chapter01TheNatureofNegotiation

49.(p.12)BATNAstandsfor
A.bestalternativetoanegotiatedagreement.
B.bestassignmenttoanegotiatedagreement.
C.bestalternativetoanegativeagreement.
D.bestalternativetoanegativeassignment.
E.BATNAstandsfornoneoftheabove.

50.(p.14)Whatarethetwodilemmasofnegotiation?
A.Thedilemmaofcostandthedilemmaofprofitmargin
B.Thedilemmaofhonestyandthedilemmaofprofitmargin
C.Thedilemmaoftrustandthedilemmaofcost
D.Thedilemmaofhonestyandthedilemmaoftrust
E.Noneoftheabove.

51.(p.14)Howmuchtobelieveofwhattheotherpartytellsyou
A.dependsonthereputationoftheotherparty.
B.isaffectedbythecircumstancesofthenegotiation.
C.isrelatedtohowheorshetreatedyouinthepast.
D.isthedilemmaoftrust.
E.Alloftheabove.

52.(p.15)Satisfactionwithanegotiationisdeterminedby
A.theprocessthroughwhichanagreementisreachedandthedollarvalueofconcessions
madebyeachparty.
B.theactualoutcomeobtainedbythenegotiationascomparedtotheinitialbargaining
positionsofthenegotiators.
C.theprocessthroughwhichanagreementisreachedandbytheactualoutcomeobtainedby
thenegotiation.
D.thetotaldollarvalueofconcessionsmadebyeachparty.
E.Satisfactionwithanegotiationisdeterminedbynoneoftheabove.

125

Chapter01TheNatureofNegotiation

53.(p.18)Whichofthefollowingstatementsaboutconflictistrue?
A.Conflictistheresultoftangiblefactors.
B.Conflictcanoccurwhentwopartiesareworkingtowardthesamegoalandgenerallywant
thesameoutcome.
C.Conflictonlyoccurswhenbothpartieswantaverydifferentsettlement.
D.Conflicthasaminimaleffectoninterdependentrelationships.
E.Alloftheabovestatementsaboutconflictaretrue.

54.(p.18)Inintragroupconflict,
A.sourcesofconflictcanincludeideas,thoughts,emotions,values,predispositions,ordrives
thatareinconflictwitheachother.
B.conflictoccursbetweenindividualpeople.
C.conflictaffectstheabilityofthegrouptoresolvedifferencesandcontinuetoachieveits
goalseffectively.
D.conflictisquiteintricatebecauseofthelargenumberofpeopleinvolvedandpossible
interactionsbetweenthem.
E.Noneoftheabovedescribesintragroupconflict.

55.(p.19)Whichofthefollowingcontributetoconflict'sdestructiveimage?
A.Increasedcommunication
B.Misperceptionandbias
C.Clarifyingissues
D.Minimizeddifferencesmagnifiedsimilarities
E.Alloftheabovecontributetoconflict'sdestructiveimage.

56.(p.22)IntheDualConcernsModel,thelevelofconcernfortheindividual'sownoutcomes
andthelevelofconcernfortheother'soutcomesarereferredtoasthe
A.cooperativenessdimensionandthecompetitivenessdimension.
B.theassertivenessdimensionandthecompetitivenessdimension.
C.thecompetitivenessdimensionandtheaggressivenessdimension.
D.thecooperativenessdimensionandtheassertivenessdimension.
E.Noneoftheabove.

126

Chapter01TheNatureofNegotiation

57.(p.23)Anindividualwhopursueshisorherownoutcomesstronglyandshowslittleconcern
forwhethertheotherpartyobtainshisorherdesiredoutcomesisusinganotherofthe
followingstrategies.Whichone?
A.Yielding
B.Compromising
C.Contending
D.Problemsolving
E.Noneoftheabove.

58.(p.23)Negotiatorspursuingtheyieldingstrategy
A.showlittleinterestorconcerninwhethertheyattaintheirownoutcomes,butarequite
interestedinwhethertheotherpartyattainshisorheroutcomes.
B.pursuetheirownoutcomestronglyandshowslittleconcernforwhethertheotherparty
obtainshisorherdesiredoutcome.
C.showslittleinterestorconcerninwhethertheyattaintheirownoutcomes,anddoesnot
showmuchconcernaboutwhethertheotherpartyobtainshisorheroutcomes.
D.showhighconcernforattainingtheirownoutcomesandhighconcernforwhetherthe
otherattainshisorheroutcomes.
E.Negotiatorspursuingtheyieldingstrategydemonstratenoneoftheabovebehaviors.

59.(p.23,24)Partiespursuingoneofthefollowingstrategiesshowlittleinterestorconcernin
whethertheyattaintheirownoutcomes,anddonotshowmuchconcernaboutwhetherthe
otherpartyobtainshisorheroutcomes.Whichoftheoneslistedbelow?
A.Contending
B.Compromising
C.Problemsolving
D.Yielding
E.Noneoftheabove.

ShortAnswerQuestions

127

Chapter01TheNatureofNegotiation

60.(p.2)Whatarethethreereasonsnegotiationsoccur?
Negotiationsoccurforseveralreasons:(1)toagreeonhowtoshareordividealimited
resource,suchasland,orproperty,ortime(2)tocreatesomethingnewthatneitherparty
coulddoonhisorherown,or(3)toresolveaproblemordisputebetweentheparties.

61.(p.3)Isthegiveandtakeprocessusedtoreachanagreementthe"heartofthenegotiation"
asmostpeopleassume"?
Whilethatgiveandtakeprocessisextremelyimportant,negotiationisaverycomplexsocial
processmanyofthemostimportantfactorsthatshapeanegotiationresultdonotoccur
duringthenegotiation,butoccurbeforethepartiesstarttonegotiate,orshapethecontext
aroundthenegotiation.

62.(p.6)Whydopartiesnegotiatebychoice?
Thatis,theynegotiatebecausetheythinktheycangetabetterdealbynegotiatingthanby
simplyacceptingwhattheothersidewillvoluntarilygivethemorletthemhave.Negotiation
islargelyavoluntaryprocess.Wenegotiatebecausewethinkwecanimproveouroutcomeor
result,comparedtonotnegotiatingorsimplyacceptingwhattheothersideoffers.Itisa
strategypursuedbychoiceseldomarewerequiredtonegotiate.

63.(p.8)Whataretangibleandintangiblefactorsinnegotiation?
Tangiblefactorsincludequantifiableitems,suchastheprice,termsofagreement,etc.By
intangiblefactors,wearereferringtothedeeperpsychologicalmotivationsthatmaydirectly
orindirectlyinfluencethepartiesduringthenegotiation.

64.(p.9,10)Whatarethethreewaysthatcharacterizemostrelationshipsbetweenparties?
Mostrelationshipsbetweenpartiesmaybecharacterizedinoneofthreeways:independent,
dependent,andinterdependent.

128

Chapter01TheNatureofNegotiation

65.(p.10)Define"zerosum"situation.
Individualsaresolinkedtogetherthatthereisanegativecorrelationbetweentheirgoal
attainments.

66.(p.10)Describea"mutualgains"situation.
Whenparties'goalsarelinkedsothatoneperson'sgoalachievementhelpsotherstoachieve
theirgoals,itisamutualgainssituation,alsoknownasanonzerosumorintegrative
situation,wherethereisapositivecorrelationbetweenthegoalattainmentsofbothparties.

67.(p.12)WhatdoesBATNAstandfor?
Bestalternativetoanegotiatedagreement.

68.(p.13)Whatroledoconcessionsplaywhenaproposalisn'treadilyaccepted?
Iftheproposalisn'treadilyacceptedbytheother,negotiatorsbegintodefendtheirowninitial
proposalsandcritiquetheothers'proposals.Eachparty'srejoinderusuallysuggestsalterations
totheotherparty'sproposal,andperhapsalsocontainschangestohisorherownposition.
Whenonepartyagreestomakeachangeinhisorherposition,aconcessionhasbeenmade
(Pruitt,1981).Concessionsrestricttherangeofoptionswithinwhichasolutionoragreement
willbereachedwhenapartymakesaconcession,thebargainingrange(thedifference
betweenthepreferredacceptablesettlements)isfurtherconstrained.

69.(p.13)Whatareconcessions?
Aconcessionhasbeenmadewhenonepartyacceptsachangeinhisorherposition.
Concessionsrestricttherangeofoptionswithinwhichasolutionoragreementwillbe
reached.

129

Chapter01TheNatureofNegotiation

70.(p.15)Describethestrategiesandtacticsanegotiatorwouldemployinadistributive
bargainingsituation.
Indistributivesituationsnegotiatorsaremotivatedtowinthecompetitionandbeattheother
party,orgainthelargestpieceofthefixedresourcethattheycan.Inordertoachievethese
objectives,negotiatorsusuallyemploy"winlose"strategiesandtactics.Thisapproachto
negotiationcalleddistributivebargainingacceptsthefactthattherecanonlybeone
winnergiventhesituation,andpursuesacourseofactiontobethatwinner.Thepurposeof
thenegotiationistoclaimvaluethatis,todowhateverisnecessarytoclaimthereward,
gainthelion'sshare,orgainthelargestpiecepossible.

71.(p.16)Whyshouldnegotiatorsbeversatileintheircomfortanduseofbothvalueclaiming
andvaluecreatingstrategicapproaches?
Notonlymustnegotiatorsbeabletorecognizewhichstrategyismostappropriate,butthey
mustbeabletousebothapproacheswithequalversatility.Thereisnosingle"best",
"preferred"or"right"waytonegotiatethechoiceofnegotiationstrategyrequiresadaptation
tothesituation,aswewillexplainmorefullyinthenextsectiononconflict.Moreover,if
mostnegotiationissues/problemshaveclaimingandcreatingvaluescomponents,then
negotiatorsmustbeabletousebothapproachesinthesamedeliberation.

72.(p.16)Definesynergy?
"thewholeisgreaterthanthesumofitsparts"

73.(p.18)Namethefourlevelsofconflictthatarecommonlyidentified.
Thefourlevelsofconflictare:1)intrapersonalorintrapsychicconflict,2)interpersonal
conflict,3)intragroupconflict,and4)intergroupconflict.

130

Chapter01TheNatureofNegotiation

74.(p.18)Explainhowconflictisapotentialconsequenceofinterdependentrelationships.
Conflictcanresultfromthestronglydivergentneedsofthetwoparties,orfrom
misperceptionsandmisunderstandings.Conflictcanoccurwhenthetwopartiesareworking
towardthesamegoalandgenerallywantthesameoutcome,orwhenbothpartieswantvery
differentoutcomes.Regardlessofthecauseoftheconflict,negotiationcanplayanimportant
roleinresolvingiteffectively.Inthissection,wewilldefineconflict,discussthedifferent
levelsofconflictthatcanoccur,reviewthefunctionsanddysfunctionsofconflict,anddiscuss
strategiesformanagingconflicteffectively.

75.(p.19)Howdoesdecreasedcommunicationcontributeasoneofthedestructiveimagesof
conflictinanegotiation?
Productivecommunicationdeclineswithconflict.Partiescommunicatelesswiththosewho
disagreewiththem,andmorewiththosewhoagree.Thecommunicationthatdoesoccuris
oftenanattempttodefeat,demean,ordebunktheother'sviewortostrengthenone'sown
priorarguments.

76.(p.20)Conflictalsohasproductiveaspectsandoneofthoseisthatconflictencourages
psychologicaldevelopment.Elaborate.
Ithelpspeoplebecomemoreaccurateandrealisticintheirselfappraisals.Throughconflict,
personstakeothers'perspectivesandbecomelessegocentric.Conflicthelpspersonsto
believethattheyarepowerfulandcapableofcontrollingtheirownlives.Theydonotsimply
needtoendurehostilityandfrustrationbutcanacttoimprovetheirlives.

77.(p.22)TheDualConcernsModelisatwodimensionalframeworkthatpostulatesthat
peopleinconflicthavetwoindependenttypesofconcern.Whatarethosetwotypesof
concerns?
Concernabouttheirownoutcomes(shownonthehorizontaldimensionofthefigure)and
concernabouttheother'soutcomes(shownontheverticaldimensionofthefigure).

131

Chapter01TheNatureofNegotiation

78.(p.23)Wherewouldyoulikelytofindtheconceptof"yielding"onthedualconcerns
model?
Yielding(alsocalledaccommodatingorobliging)isthestrategyintheupperlefthandcorner.
Actorspursuingtheyieldingstrategyshowlittleinterestorconcerninwhethertheyattain
theirownoutcomes,buttheyarequiteinterestedinwhethertheotherpartyattainshisorher
outcomes.Yieldinginvolvesloweringone'sownaspirationsto"lettheotherwin"andgain
whatheorshewants.Yieldingmayseemlikeastrangestrategytosome,butithasitsdefinite
advantagesinsomesituations.

79.(p.23,24)Whatarethefivemajorstrategiesforconflictmanagement(asidentifiedinthe
DualConcernsframework)?
Contending,Yielding,Inaction,ProblemSolving,andCompromising.

132