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1、KeytoExercisesfromChapter1tochapter15 IntroductiontoNegotiationsCaseone:ThepriceoftherugNegotiationisthemeansbywhichpeopledealwiththeirdifferences.Whetherthosedifferencesinvolvethepurchaseofarug,acontractdispute,thetermsofasale,orapeaceaccordbetweenwarringnations,resolutionsaretyp
2、icallysoughtthroughnegotiations.Tonegotiateistoseekmutualagreementthroughdialogue.Sincealmosteverythingisnegotiable,therearesomanynegotiationstakingplaceanywhereandanytime.Althoughyoumaynotbeinvolvedinhigh-levelinternationalnegotiations,mostofyouwillhavetonegotiatewithcolleagues,bo
3、sses,customers,andsuppliersatsomestageinyourcareer.Intheabovecase,thecouplenegotiatewiththeselleraboutthepriceoftherug.Negotiatingeffectivelypromisessomeofthebiggestprizesofallcommunicationskills.Thewifewantstheparticularrugnomatterwhatthepriceis.Insuchasituation,thehusbandbecomest
4、otallysubverted（坏事的）sincehewantstolowertheprice.Thesamescenariocanoccurfrequentlyinourlife.Toavoidthis,everycoupleshouldhaveafrankdiscussionabouttheirdifferencespriortoenteringintonegotiations.Ataminimum,itwillgiveyouapositivefeelingabouttheprocess.Mostimportant,youcanreduceorelimi
5、natethesurprisethatmayemergeasyounegotiate.Casetwo:HumanresourcemanagerWecanunderstandthatnegotiationisameansbywhichpeopleinvolvedsolvetheirdifferingaimsandobjectivesinanonviolentandhumanlyacceptablemanner.Inthiscase,thebosshasauthority,buthedidnotforceLiTiantostayonthejob.Thebossm
6、anipulatedthesituationinasoftway:insteadofdemonstratinghisauthoritybydenyinghisrequest—anauthoritarianapproachthatheknewwouldalienateLiTian—hesetupasituationthatwouldgivehimthedesiredresultswithoutdictatingtheoutcome.Thebosswascreativeintheapproach.Theystruckadealwhichwasacceptable
7、tobothsides:IfLiTiancouldfindareplacementtodohisjob,thebosswouldmaketheswitch.Atlasttheboss'strategyworked.Chapter1 PreparationforNegotiationExercisesI. IdentifythefollowingstatementsasTRUEorFALSE.1.T 2. T 3. F 4. F 5. T2. 6. F 7. F 8. F 9. T 10. F . II.Discussion1
8、.Studentsshouldidentify:(1
