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 m m
1. The Nature of Negotiation
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2. Strategy and Tactics of Distributive Bargaining
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3. Strategy and Tactics of Integrative Negotiation
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4. Negotiation: Strategy and Planning
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5. Ethics in Negotiation
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6. Perception, Cognition, and Emotion
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7. Communication
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8. Finding and Using Negotiation Power
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9. Relationships in Negotiation
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10. Multiple Parties, Groups, and Teams in Negotiation
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11. International and Cross-Cultural Negotiation
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12. Best Practices in Negotiations
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, Chapter 1 m
Student: mm
1. People all the time.
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2. The termm is used to describe the competitive, win-lose situations such as
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hagglingover price that happens at yard sale, flea market, or used car lot.
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3. Negotiating parties always negotiate by
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4. There are times when you should
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5. Successful negotiation involves the management of _
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ofagreement) and also the resolution of
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6. Independent parties are able to meet their own
m m m m m m m without the help and assistance
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ofothers.
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, 7. The mix of convergent and conflicting goals characterizes many
m m m m m m m m relationships.
8. The of people's goals, and the
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aregoing to negotiate, strongly shapes negotiation processes and outcomes.
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9. Whether you should or should not agree on something in a negotiation depends entirely upon
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theattractiveness to you of the best available
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10. When parties are interdependent, they have to find a way to
m m m m m m m m m m their differences.
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11. Negotiation is a m m that transforms over time.
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12. Negotiations often begin with statements of opening
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13. When one party accepts a change in his or her position, a
m m m m m m m m m m m has been made.
m m
m m m m m
7th Edition by Roy Lewicki, Bruce Barry
m m m m m m
Chapters 1 - 12
m m m
, Table of Contents m m
1. The Nature of Negotiation
m m m m
2. Strategy and Tactics of Distributive Bargaining
m m m m m m
3. Strategy and Tactics of Integrative Negotiation
m m m m m m
4. Negotiation: Strategy and Planning
m m m m
5. Ethics in Negotiation
m m m
6. Perception, Cognition, and Emotion
m m m m
7. Communication
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8. Finding and Using Negotiation Power
m m m m m
9. Relationships in Negotiation
m m m
10. Multiple Parties, Groups, and Teams in Negotiation
m m m m m m m
11. International and Cross-Cultural Negotiation
m m m m
12. Best Practices in Negotiations
m m m m
, Chapter 1 m
Student: mm
1. People all the time.
m m
2. The termm is used to describe the competitive, win-lose situations such as
m m m m m m m m m
hagglingover price that happens at yard sale, flea market, or used car lot.
m m m m m m m m m m m m m m
3. Negotiating parties always negotiate by
m m m m .
4. There are times when you should
m m m m m negotiate.
5. Successful negotiation involves the management of _
m m m m m m (e.g., the price or the terms
m m m m m
ofagreement) and also the resolution of
m m m m m m m .
6. Independent parties are able to meet their own
m m m m m m m without the help and assistance
m m m m
ofothers.
m m
, 7. The mix of convergent and conflicting goals characterizes many
m m m m m m m m relationships.
8. The of people's goals, and the
m m m m of the situation in which they
m m m m m
aregoing to negotiate, strongly shapes negotiation processes and outcomes.
m m m m m m m m m m
9. Whether you should or should not agree on something in a negotiation depends entirely upon
m m m m m m m m m m m m m m
theattractiveness to you of the best available
m m m m m m m m .
10. When parties are interdependent, they have to find a way to
m m m m m m m m m m their differences.
m
11. Negotiation is a m m that transforms over time.
m m m
12. Negotiations often begin with statements of opening
m m m m m m .
13. When one party accepts a change in his or her position, a
m m m m m m m m m m m has been made.
m m
