TEST BANK for Essentials of Negotiation,
7th Edition by Roy Lewicki, Bruce Barry
Chapters 1 - 12
, Table of Contents
1. The Nature of Negotiation
2. Strategy and Tactics of Distributive Bargaining
3. Strategy and Tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
5. Ethics in Negotiation
6. Perception, Cognition, and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Relationships in Negotiation
10. Multiple Parties, Groups, and Teams in Negotiation
11. International and Cross-Cultural Negotiation
12. Best Practices in Negotiations
, Chapter 1
Student:
1. People all othe otime.
2. The oterm is oused oto odescribe othe ocompetitive, owin-lose osituations osuch oas
ohagglingoover oprice othat ohappens oat oyard osale, oflea omarket, oor oused ocar olot.
3. Negotiating oparties oalways onegotiate oby .
4. There oare otimes owhen oyou oshould negotiate.
5. Successful onegotiation oinvolves othe omanagement oof o_ (e.g., othe oprice oor othe oterms
oofoagreement) oand oalso othe oresolution oof .
6. Independent oparties oare oable oto omeet otheir oown without othe ohelp oand oassistance
oofoothers.
, 7. The omix oof oconvergent oand oconflicting ogoals ocharacterizes omany relationships.
8. The of opeople's ogoals, oand othe of othe osituation oin owhich othey
oareogoing oto onegotiate, ostrongly oshapes onegotiation oprocesses oand ooutcomes.
9. Whether oyou oshould oor oshould onot oagree oon osomething oin oa onegotiation odepends oentirely
oupon otheoattractiveness oto oyou oof othe obest oavailable .
10. When oparties oare ointerdependent, othey ohave oto ofind oa oway oto their odifferences.
11. Negotiation ois oa that otransforms oover otime.
12. Negotiations ooften obegin owith ostatements oof oopening .
13. When oone oparty oaccepts oa ochange oin ohis oor oher oposition, oa has obeen omade.
7th Edition by Roy Lewicki, Bruce Barry
Chapters 1 - 12
, Table of Contents
1. The Nature of Negotiation
2. Strategy and Tactics of Distributive Bargaining
3. Strategy and Tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
5. Ethics in Negotiation
6. Perception, Cognition, and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Relationships in Negotiation
10. Multiple Parties, Groups, and Teams in Negotiation
11. International and Cross-Cultural Negotiation
12. Best Practices in Negotiations
, Chapter 1
Student:
1. People all othe otime.
2. The oterm is oused oto odescribe othe ocompetitive, owin-lose osituations osuch oas
ohagglingoover oprice othat ohappens oat oyard osale, oflea omarket, oor oused ocar olot.
3. Negotiating oparties oalways onegotiate oby .
4. There oare otimes owhen oyou oshould negotiate.
5. Successful onegotiation oinvolves othe omanagement oof o_ (e.g., othe oprice oor othe oterms
oofoagreement) oand oalso othe oresolution oof .
6. Independent oparties oare oable oto omeet otheir oown without othe ohelp oand oassistance
oofoothers.
, 7. The omix oof oconvergent oand oconflicting ogoals ocharacterizes omany relationships.
8. The of opeople's ogoals, oand othe of othe osituation oin owhich othey
oareogoing oto onegotiate, ostrongly oshapes onegotiation oprocesses oand ooutcomes.
9. Whether oyou oshould oor oshould onot oagree oon osomething oin oa onegotiation odepends oentirely
oupon otheoattractiveness oto oyou oof othe obest oavailable .
10. When oparties oare ointerdependent, othey ohave oto ofind oa oway oto their odifferences.
11. Negotiation ois oa that otransforms oover otime.
12. Negotiations ooften obegin owith ostatements oof oopening .
13. When oone oparty oaccepts oa ochange oin ohis oor oher oposition, oa has obeen omade.
