NEGOTIATION READINGS, EXERCISES, AND CASES - TEST BANK FOR SEVENTH EDITION BY ROY J. LEWICKI, BRUCE BARRY, DAVID M. SAUNDERS - $22.29   Add to cart

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NEGOTIATION READINGS, EXERCISES, AND CASES - TEST BANK FOR SEVENTH EDITION BY ROY J. LEWICKI, BRUCE BARRY, DAVID M. SAUNDERS

1-1 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. Fill in the Blank Questions 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 ____________. ________________________________________

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