,Negotiation, 8e (Lewicki)
Chapter 1 The Nature of Negotiation
1) The term ________ refers to win-win situations such as those that occur when parties are
trying to find a mutually acceptable solution to a complex conflict.
Answer: negotiate, negotiating, negotiation
Topic: A Few Words about Our Style and Approach
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
2) The term ________ is used in the text to describe the competitive, win-lose situations such as
haggling over price that happens at yard sale, flea market, or used car lot.
Answer: bargaining
Topic: A Few Words about Our Style and Approach
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
3) Negotiating parties always negotiate by ________.
Answer: choice
Topic: Characteristics of a Negotiation Situation
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
4) The need to maintain a good relationship with the other party after the negotiation is over,
primarily by maintaining trust and reducing uncertainty is an example of a(n) ________ factor in
the negotiation process.
Answer: intangible
Topic: Characteristics of a Negotiation Situation
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
5) Successful negotiation involves the management of ________ (e.g., the price or the terms of
agreement) and also the resolution of ________.
Answer: tangibles
Topic: Characteristics of a Negotiation Situation
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
1
Copyright © 2020 McGraw-Hill Education. All rights reserved.
No reproduction or distribution without the prior written onsent of McGraw-Hill Education.
,6) ________ parties are able to meet their own needs without the help and assistance of others.
Answer: Independent
Topic: Interdependence
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
7) Interlocking goals characterize ________ parties—the parties need each other in order to
accomplish their objectives and each has the potential to influence the other party.
Answer: interdependent
Topic: Interdependence
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
8) When the goals of two or more people are interconnected in a competitive situation where
there will be only one winner, there is a ________ correlation between their goal attainments.
Answer: negative
Topic: Types of Interdependence Affect Outcomes
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
9) When parties' goals are linked so that one person's goal achievement helps others to achieve
their goals, there is a ________ correlation between the goal attainments of both parties.
Answer: positive
Topic: Types of Interdependence Affect Outcomes
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
10) Whether you should or should not agree on something in a negotiation depends entirely upon
the attractiveness to you of the best available alternative. The acronym for this alternative is
________.
Answer: BATNA
Topic: Alternatives Shape Interdependence
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
2
Copyright © 2020 McGraw-Hill Education. All rights reserved.
No reproduction or distribution without the prior written onsent of McGraw-Hill Education.
, 11) Negotiation is a process that transforms over time, and ________ adjustment is one of the
key causes of the changes that occur during a negotiation.
Answer: mutual
Topic: Mutual Adjustment
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
12) Negotiations often begin with statements of opening ________ where each party states its
most preferred settlement proposal.
Answer: positions, position
Topic: Mutual Adjustment and Concession Making
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
13) The ________ range is the range of possible agreements between the two parties' minimally
acceptable settlements.
Answer: bargaining
Topic: Mutual Adjustment and Concession Making
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
14) Two dilemmas in mutual adjustment that all negotiators face are the dilemma of honesty and
the dilemma of ________.
Answer: trust
Topic: Two Dilemmas in Mutual Adjustment
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
15) When negotiators employ win-lose strategies and tactics in a zero-sum situation, this
approach to negation is called ________ bargaining.
Answer: distributive
Topic: Value Claiming and Value Creation
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
3
Copyright © 2020 McGraw-Hill Education. All rights reserved.
No reproduction or distribution without the prior written onsent of McGraw-Hill Education.
Chapter 1 The Nature of Negotiation
1) The term ________ refers to win-win situations such as those that occur when parties are
trying to find a mutually acceptable solution to a complex conflict.
Answer: negotiate, negotiating, negotiation
Topic: A Few Words about Our Style and Approach
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
2) The term ________ is used in the text to describe the competitive, win-lose situations such as
haggling over price that happens at yard sale, flea market, or used car lot.
Answer: bargaining
Topic: A Few Words about Our Style and Approach
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
3) Negotiating parties always negotiate by ________.
Answer: choice
Topic: Characteristics of a Negotiation Situation
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
4) The need to maintain a good relationship with the other party after the negotiation is over,
primarily by maintaining trust and reducing uncertainty is an example of a(n) ________ factor in
the negotiation process.
Answer: intangible
Topic: Characteristics of a Negotiation Situation
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
5) Successful negotiation involves the management of ________ (e.g., the price or the terms of
agreement) and also the resolution of ________.
Answer: tangibles
Topic: Characteristics of a Negotiation Situation
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
1
Copyright © 2020 McGraw-Hill Education. All rights reserved.
No reproduction or distribution without the prior written onsent of McGraw-Hill Education.
,6) ________ parties are able to meet their own needs without the help and assistance of others.
Answer: Independent
Topic: Interdependence
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
7) Interlocking goals characterize ________ parties—the parties need each other in order to
accomplish their objectives and each has the potential to influence the other party.
Answer: interdependent
Topic: Interdependence
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
8) When the goals of two or more people are interconnected in a competitive situation where
there will be only one winner, there is a ________ correlation between their goal attainments.
Answer: negative
Topic: Types of Interdependence Affect Outcomes
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
9) When parties' goals are linked so that one person's goal achievement helps others to achieve
their goals, there is a ________ correlation between the goal attainments of both parties.
Answer: positive
Topic: Types of Interdependence Affect Outcomes
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
10) Whether you should or should not agree on something in a negotiation depends entirely upon
the attractiveness to you of the best available alternative. The acronym for this alternative is
________.
Answer: BATNA
Topic: Alternatives Shape Interdependence
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
2
Copyright © 2020 McGraw-Hill Education. All rights reserved.
No reproduction or distribution without the prior written onsent of McGraw-Hill Education.
, 11) Negotiation is a process that transforms over time, and ________ adjustment is one of the
key causes of the changes that occur during a negotiation.
Answer: mutual
Topic: Mutual Adjustment
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
12) Negotiations often begin with statements of opening ________ where each party states its
most preferred settlement proposal.
Answer: positions, position
Topic: Mutual Adjustment and Concession Making
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
13) The ________ range is the range of possible agreements between the two parties' minimally
acceptable settlements.
Answer: bargaining
Topic: Mutual Adjustment and Concession Making
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
14) Two dilemmas in mutual adjustment that all negotiators face are the dilemma of honesty and
the dilemma of ________.
Answer: trust
Topic: Two Dilemmas in Mutual Adjustment
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
15) When negotiators employ win-lose strategies and tactics in a zero-sum situation, this
approach to negation is called ________ bargaining.
Answer: distributive
Topic: Value Claiming and Value Creation
Learning Objective: 01-02 Explore how people use negotiation to manage different situations of
interdependence – that is, that they depend on each other for achieving their goals.
Accessibility: Keyboard Navigation
3
Copyright © 2020 McGraw-Hill Education. All rights reserved.
No reproduction or distribution without the prior written onsent of McGraw-Hill Education.
