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1、Chapter1TheNatureofNegotiationFillintheBlankQuestions1.People____________allthetime.Answer:negotiatePage:22.Theterm____________isusedtodescribethecompetitive,win-losesituationssuchashagglingoverpricethathappensatyardsale,fleamarket,orusedcarlotAnswer:bargainingPage:3
2、3.Negotiatingpartiesalwaysnegotiateby____________.Answer:choicePage:64.Therearetimeswhenyoushould_________negotiate.Answer:notPage:65.Successfulnegotiationinvolvesthemanagementof____________(e.g.,thepriceorthetermsofagreement)andalsotheresolutionof____________.Answer
3、:tangibles,intangiblesPage:86.Independentpartiesareabletomeettheirown____________withoutthehelpandassistanceofothers.Answer:needsPage:97.Themixofconvergentandconflictinggoalscharacterizesmany____________relationships.Answer:interdependentPage:108.The____________ofpeo
4、ple’sgoals,andthe____________ofthesituationinwhichtheyaregoingtonegotiate,stronglyshapesnegotiationprocessesandoutcomes.Answer:interdependence,structurePage:109.Whetheryoushouldorshouldnotagreeonsomethinginanegotiationdependsentirelyupontheattractivenesstoyouofthebes
5、tavailable_________.Answer:alternativePage:10–1210.Whenpartiesareinterdependent,theyhavetofindawayto____________theirdifferences.Answer:resolvePage:1211Lewicki/Barry/Saunders,Negotiation,6/e11.Negotiationisa____________thattransformsovertime.Answer:processPage:1212.N
6、egotiationsoftenbeginwithstatementsofopening____________.Answer:positionsPage:1313.Whenonepartyacceptsachangeinhisorherposition,a____________hasbeenmade.Answer:concessionPage:1314.Twoofthedilemmasinmutualadjustmentthatallnegotiatorsfacearethedilemmaof____________andt
7、hedilemmaof____________.Answer:honesty,trustPage:1415.Mostactualnegotiationsareacombinationofclaimingand____________valueprocesses.Answer:creatingPage:1616.________________________isanalyzedasitaffectstheabilityofthegrouptomakedecisions,workproductively,resolveitsdif
8、ferences,andcontinuetoachieveitsgoalseffectively.Answer:IntragroupconflictPage:1817.Mostpeopleinitiallybelievethat____________isalw
