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 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 pmix pof pconvergent pand pconflicting pgoals pcharacterizes pmany relationships.
8. The of ppeople's pgoals, pand pthe of pthe psituation pin pwhich pthey
parepgoing pto pnegotiate, pstrongly pshapes pnegotiation pprocesses pand poutcomes.
9. Whether pyou pshould por pshould pnot pagree pon psomething pin pa pnegotiation pdepends pentirely
pupon pthepattractiveness pto pyou pof pthe pbest pavailable .
10. When pparties pare pinterdependent, pthey phave pto pfind pa pway pto their pdifferences.
11. Negotiation pis pa that ptransforms pover ptime.
12. Negotiations poften pbegin pwith pstatements pof popening .
13. When pone pparty paccepts pa pchange pin phis por pher pposition, pa has pbeen pmade.
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 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 pmix pof pconvergent pand pconflicting pgoals pcharacterizes pmany relationships.
8. The of ppeople's pgoals, pand pthe of pthe psituation pin pwhich pthey
parepgoing pto pnegotiate, pstrongly pshapes pnegotiation pprocesses pand poutcomes.
9. Whether pyou pshould por pshould pnot pagree pon psomething pin pa pnegotiation pdepends pentirely
pupon pthepattractiveness pto pyou pof pthe pbest pavailable .
10. When pparties pare pinterdependent, pthey phave pto pfind pa pway pto their pdifferences.
11. Negotiation pis pa that ptransforms pover ptime.
12. Negotiations poften pbegin pwith pstatements pof popening .
13. When pone pparty paccepts pa pchange pin phis por pher pposition, pa has pbeen pmade.
