People _____ all the time.
negotiate
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.
bargaining
Negotiating parties always negotiate by _________.
choice
There are times when you should _______ negotiate.
not
Successful negotiation involves the management of _________ (e.g., the price or the terms of agreement) and also the resolution of ________.
tangibles; intangibles
Independent parties are able to meet their own ______ without the help and assistance of others.
needs
The mix of convergent and conflicting goals characterizes many ________ relationships.
interdependent
The ________ of people's goals, and the ________ of the situation in which they are going to negotiate, strongly shapes negotiation processes and outcomes.
interdependence; structure
Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available ________.
alternative
When parties are interdependent, they have to find a way to ______ their differences.
resolve
Negotiation is a ________ that transforms over time.
process
Negotiations often begin with statements of opening __________.
positions
When one party accepts a change in his or her position, a _________ has been made.
concession
Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ________ and the dilemma of _______.
honesty; trust
Most actual negotiations are a combination of claiming and _______ value processes.
creating
_____________ 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.
Intragroup conflict
Most people initially believe that _________ is always bad or dysfunctional.
conflict
The objective is not to eliminate conflict but to learn how to manage it to control the _________ elements while enjoying the productive aspects.
destructive
The two-dimensional framework called the ___________ postulates that people in conflict have two independent types of concern.
dual concerns model
Parties who employ the ________ strategy maintain their own aspirations and try to persuade the other party to yield.
contending