Negotiation 7th Edition By Lewicki – Test Bank
Chapter 04
Negotiation: Strategy and Planning
Fill in the Blank Questions
|
1. |
Without effective planning and target setting, results occur more by ____________ than by negotiator effort. |
|
2. |
Effective strategy and ____________ are the most critically important precursors for achieving negotiation objectives. |
|
3. |
Effective goals must be ____________, ____________, and ____________. |
|
4. |
Tactics are subordinate to strategy; they are structured, directed and driven by ____________ considerations. |
|
5. |
A negotiator’s unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the ____________ outcomes at stake in this negotiation, and how much concern does the negotiator have for the current and future quality of the ____________ with the other party? |
|
6. |
A strong interest in achieving only substantive outcomes tends to support a ____________ strategy. |
|
7. |
The decision to negotiate is closely related to the desirability of ___________________. |
|
8. |
____________ strategies tend to create “we-they” or “superiority-inferiority” patterns, which often lead to distortions in judgment regarding the other side’s contributions and efforts, and to distortions in perceptions of the other side’s values, needs and positions. |
|
9. |
____________ strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight. |
|
10. |
Negotiation, like communication in problem-solving groups, proceeds through distinct ____________ or ____________. |
