TEST BANK for Essentials of Negotiation,
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7th Edition by Roy Lewicki, Bruce Barry
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Chapters 1 - 12
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, Table of Contents
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1.fThefNaturefoffNegotiation
2.fStrategyfandfTacticsfoffDistributivefBargaining
3.fStrategyfandfTacticsfoffIntegrativefNegotiation
4.fNegotiation:fStrategyfandfPlanning
5.fEthicsfinfNegotiation
6.fPerception,fCognition,fandfEmotion
7.fCommunication
8.fFindingfandfUsingfNegotiationfPower
9.fRelationshipsfinfNegotiation
10.fMultiplefParties,fGroups,fandfTeamsfinfNegotiation
11.fInternationalfandfCross-CulturalfNegotiation
12.fBestfPracticesfinfNegotiations
, Chapter 1 f
Student:ff
1. People allftheftime.
2. Thefterm isfusedftofdescribefthefcompetitive,fwin-
losefsituationsfsuchfasfhagglingfoverfpricefthatfhappensfatfyardfsale,ffleafmarket,forfusedfcarflot.
3. Negotiatingfpartiesfalwaysfnegotiatefby .
4. Therefareftimesfwhenfyoufshould negotiate.
5. Successfulfnegotiationfinvolvesfthefmanagementfoff_
(e.g.,fthefpriceforftheftermsfoffagreement)fandfalsofthefresolutionfof .
6. Independentfpartiesfarefableftofmeetftheirfown
withoutfthefhelpfandfassistancefoffothers.
, 7. Thefmixfoffconvergentfandfconflictingfgoalsfcharacterizesfmany relationships.
8. The offpeople'sfgoals,fandfthe
offthefsituationfinfwhichftheyfarefgoingftofnegotiate,fstronglyfshapesfnegotiationfprocessesfandfoutcomes.
9. Whetherfyoufshouldforfshouldfnotfagreefonfsomethingfinfafnegotiationfdependsfentirelyfuponfthefattractivenessfto
f youfoffthefbestfavailable .
10. Whenfpartiesfarefinterdependent,ftheyfhaveftoffindfafwayfto theirfdifferences.
11. Negotiationfisfa thatftransformsfoverftime.
12. Negotiationsfoftenfbeginfwithfstatementsfoffopening .
13. Whenfonefpartyfacceptsfafchangefinfhisforfherfposition,fa hasfbeenfmade.
f f f f f
7th Edition by Roy Lewicki, Bruce Barry
f f f f f f
Chapters 1 - 12
f f f
, Table of Contents
f f
1.fThefNaturefoffNegotiation
2.fStrategyfandfTacticsfoffDistributivefBargaining
3.fStrategyfandfTacticsfoffIntegrativefNegotiation
4.fNegotiation:fStrategyfandfPlanning
5.fEthicsfinfNegotiation
6.fPerception,fCognition,fandfEmotion
7.fCommunication
8.fFindingfandfUsingfNegotiationfPower
9.fRelationshipsfinfNegotiation
10.fMultiplefParties,fGroups,fandfTeamsfinfNegotiation
11.fInternationalfandfCross-CulturalfNegotiation
12.fBestfPracticesfinfNegotiations
, Chapter 1 f
Student:ff
1. People allftheftime.
2. Thefterm isfusedftofdescribefthefcompetitive,fwin-
losefsituationsfsuchfasfhagglingfoverfpricefthatfhappensfatfyardfsale,ffleafmarket,forfusedfcarflot.
3. Negotiatingfpartiesfalwaysfnegotiatefby .
4. Therefareftimesfwhenfyoufshould negotiate.
5. Successfulfnegotiationfinvolvesfthefmanagementfoff_
(e.g.,fthefpriceforftheftermsfoffagreement)fandfalsofthefresolutionfof .
6. Independentfpartiesfarefableftofmeetftheirfown
withoutfthefhelpfandfassistancefoffothers.
, 7. Thefmixfoffconvergentfandfconflictingfgoalsfcharacterizesfmany relationships.
8. The offpeople'sfgoals,fandfthe
offthefsituationfinfwhichftheyfarefgoingftofnegotiate,fstronglyfshapesfnegotiationfprocessesfandfoutcomes.
9. Whetherfyoufshouldforfshouldfnotfagreefonfsomethingfinfafnegotiationfdependsfentirelyfuponfthefattractivenessfto
f youfoffthefbestfavailable .
10. Whenfpartiesfarefinterdependent,ftheyfhaveftoffindfafwayfto theirfdifferences.
11. Negotiationfisfa thatftransformsfoverftime.
12. Negotiationsfoftenfbeginfwithfstatementsfoffopening .
13. Whenfonefpartyfacceptsfafchangefinfhisforfherfposition,fa hasfbeenfmade.
