填空题 Read the article and decide whether the following statements are true (T) or false (F) according to the author. If the information is not given in the article write D 'doesn't say'.
In a negotiation, the two parties usually have two concerns. One is about the substance of the negotiation and one is about the nature of the relationship between the negotiating parties.
When a high degree of concern is expressed for the substance of the negotiation and a low degree of concern is expressed for the relationship of the parties, a 'Defeat' behaviour pattern is produced. This pattern is characterised by win-lose corn petition, pressure, intimidation, adversaria relationships and the negotiator attempting to get as much as possible for him/her. Defeating the other party at any cost becomes the negotiator's goal.
Interestingly, research shows that males favour the 'Defeat' approach more than females. A testosterone-induced negotiating style perhaps?
When the focus is building a compatible relationship in the hope that the negotiation will be successful, an 'Accommodate' behaviour pattern is produced. This pattern is characterised by efforts to promote harmony, avoidance of substantive differences, yielding to pressure to preserve the relationship and placing interpersonal relationships above the fairness of the outcome.
填空题 Women prefer a win-win approach to negotiation. ______
填空题 A win-lose situation occurs when the emphasis is on the content not the relationship. ______
填空题 The win-lose approach is more likely to be adopted by men than women. ______
填空题 Negotiators who focus on building a relationship are looking primarily for a fair result. ______
填空题 Some people will make concessions just to keep on good terms. ______