Essentials of Negotiation - Test Bank for sixth edition by Roy J. Lewicki, Bruce Barry, David M. Saunders - $15.49   Add to cart

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Essentials of Negotiation - Test Bank for sixth edition by Roy J. Lewicki, Bruce Barry, David M. Saunders

Essentials of Negotiation - Test Bank for sixth edition by Roy J. Lewicki, Bruce Barry, David M. Saunders Essentials of Negotiation - Test Bank for sixth edition by Roy J. Lewicki, Bruce Barry, David M. Saunders Chapter 1 Student: ___________________________________________________________________________ 1. People ____________ all the time. ________________________________________ 2. 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. ________________________________________ 3. Negotiating parties always negotiate by _________. ________________________________________ 4. There are times when you should _________ negotiate. ________________________________________ 5. Successful negotiation involves the management of ____________ (e.g., the price or the terms of agreement) and also the resolution of _________. ________________________________________ 6. Independent parties are able to meet their own ____________ without the help and assistance of others. ________________________________________7. The mix of convergent and conflicting goals characterizes many ____________ relationships. ________________________________________ 8. The ____________ of people's goals, and the ____________ of the situation in which they are going to negotiate, strongly shapes negotiation processes and outcomes. ________________________________________ 9. Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available ______. ________________________________________ 10. When parties are interdependent, they have to find a way to ____________ their differences. ________________________________________ 11. Negotiation is a ____________ that transforms over time. ________________________________________ 12. Negotiations often begin with statements of opening _________. ________________________________________ 13. When one party accepts a change in his or her position, a ____________ has been made. ________________________________________14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ____________ and the dilemma of _________. ________________________________________ 15. Most actual negotiations are a combination of claiming and ____________ value processes. ________________________________________ 16. ________________________ 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. Chapter 1 Key 1. People ____________ all the time. negotiate Lewicki - Chapter 01 #1 2. 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 Lewicki - Chapter 01 #2 3. Negotiating parties always negotiate by _________. choice Lewicki - Chapter 01 #3 4. There are times when you should _________ negotiate. not Lewicki - Chapter 01 #4 5. Successful negotiation involves the management of ____________ (e.g., the price or the terms of agreement) and also the resolution of _________. tangibles; intangibles Lewicki - Chapter 01 #56. Independent parties are able to meet their own ____________ without the help and assistance of others. needs Lewicki - Chapter 01 #6 7. The mix of convergent and conflicting goals characterizes many ____________ relationships. interdependent Lewicki - Chapter 01 #7 8. 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 Lewicki - Chapter 01 #8 9. Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available ______. alternative Lewicki - Chapter 01 #9 10. When parties are interdependent, they have to find a way to ____________ their differences. resolve Lewicki - Chapter 01 #1011. Negotiation is a ____________ that transforms over time. process Lewicki - Chapter 01 #11 12. Negotiations often begin with statements of opening _________. positions Lewicki - Chapter 01 #12 13. When one party accepts a change in his or her position, a ____________ has been made. concession Lewicki - Chapter 01 #13 14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ____________ and the dilemma of _________. honesty; trust Lewicki - Chapter 01 #14 15. Most actual negotiations are a combination of claiming and ____________ value processes. creating Lewicki - Chapter 01 #1516. ________________________ 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

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