, Essentials of Negotiation - Test Bank for sixth edition by Roy J.
Lewicki, Bruce Barry, David M. Saunders
Chapter 01
1. People all the time.
negotiate
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.
bargaining
Lewicki - Chapter 01 #2
3. Negotiating parties always negotiate by .
choice
Lewicki - Chapter 01 #3
4. There are times when you should negotiate.
not
Lewicki - Chapter 01 #4
5. Successful negotiation involves the management of _ (e.g., the price or the terms
of agreement) and also the resolution of .
tangibles; intangibles
,6. Independent $goparties $goare $goable $goto $gomeet $gotheir $goown without $gothe $gohelp $goand
$go assistance $goof $goothers.
needs
Lewicki $go- $goChapter $go01 $go#6
7. The $gomix $goof $goconvergent $goand $goconflicting $gogoals $gocharacterizes $gomany relationships.
interdependent
Lewicki $go- $goChapter $go01 $go#7
8. The of $gopeople's $gogoals, $goand $gothe of $gothe $gosituation $goin $gowhich
they $goare $gogoing $goto $gonegotiate, $gostrongly $goshapes $gonegotiation $goprocesses $goand
$go
$go outcomes.
interdependence; $gostructure
Lewicki $go- $goChapter $go01 $go#8
9. Whether $goyou $goshould $goor $goshould $gonot $goagree $goon $gosomething $goin $goa $gonegotiation $godepends
$go entirely $goupon $gothe $goattractiveness $goto $goyou $goof $gothe $gobest $goavailable .
alternative
Lewicki $go- $goChapter $go01 $go#9
10. When $goparties $goare $gointerdependent, $gothey $gohave $goto $gofind $goa $goway $goto their $godifferences.
resolve
Lewicki $go- $goChapter $go01 $go#10
, 11. Negotiation $gois $goa that $gotransforms $go over $ go time.
process
Lewicki $go- $goChapter $go01 $go#11
12. Negotiations $gooften $gobegin $gowith $gostatements $goof $goopening .
positions
Lewicki $go- $goChapter $go01 $go#12
13. When $goone $goparty $goaccepts $goa $gochange $goin $gohis $goor $goher $goposition, $goa has $gobeen $gomade.
concession
Lewicki $go- $goChapter $go01 $go#13
14. Two $goof $gothe $godilemmas $goin $gomutual $goadjustment $gothat $goall $gonegotiators $goface $goare $gothe $godilemma $goof
and $gothe $godilemma $goof .
honesty; $ g o trust
Lewicki $go- $goChapter $go01 $go#14
15. Most $goactual $gonegotiations $goare $goa $gocombination $goof $goclaiming $goand value $ go processes.
creating
Lewicki $go- $goChapter $go01 $go#15
Lewicki, Bruce Barry, David M. Saunders
Chapter 01
1. People all the time.
negotiate
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.
bargaining
Lewicki - Chapter 01 #2
3. Negotiating parties always negotiate by .
choice
Lewicki - Chapter 01 #3
4. There are times when you should negotiate.
not
Lewicki - Chapter 01 #4
5. Successful negotiation involves the management of _ (e.g., the price or the terms
of agreement) and also the resolution of .
tangibles; intangibles
,6. Independent $goparties $goare $goable $goto $gomeet $gotheir $goown without $gothe $gohelp $goand
$go assistance $goof $goothers.
needs
Lewicki $go- $goChapter $go01 $go#6
7. The $gomix $goof $goconvergent $goand $goconflicting $gogoals $gocharacterizes $gomany relationships.
interdependent
Lewicki $go- $goChapter $go01 $go#7
8. The of $gopeople's $gogoals, $goand $gothe of $gothe $gosituation $goin $gowhich
they $goare $gogoing $goto $gonegotiate, $gostrongly $goshapes $gonegotiation $goprocesses $goand
$go
$go outcomes.
interdependence; $gostructure
Lewicki $go- $goChapter $go01 $go#8
9. Whether $goyou $goshould $goor $goshould $gonot $goagree $goon $gosomething $goin $goa $gonegotiation $godepends
$go entirely $goupon $gothe $goattractiveness $goto $goyou $goof $gothe $gobest $goavailable .
alternative
Lewicki $go- $goChapter $go01 $go#9
10. When $goparties $goare $gointerdependent, $gothey $gohave $goto $gofind $goa $goway $goto their $godifferences.
resolve
Lewicki $go- $goChapter $go01 $go#10
, 11. Negotiation $gois $goa that $gotransforms $go over $ go time.
process
Lewicki $go- $goChapter $go01 $go#11
12. Negotiations $gooften $gobegin $gowith $gostatements $goof $goopening .
positions
Lewicki $go- $goChapter $go01 $go#12
13. When $goone $goparty $goaccepts $goa $gochange $goin $gohis $goor $goher $goposition, $goa has $gobeen $gomade.
concession
Lewicki $go- $goChapter $go01 $go#13
14. Two $goof $gothe $godilemmas $goin $gomutual $goadjustment $gothat $goall $gonegotiators $goface $goare $gothe $godilemma $goof
and $gothe $godilemma $goof .
honesty; $ g o trust
Lewicki $go- $goChapter $go01 $go#14
15. Most $goactual $gonegotiations $goare $goa $gocombination $goof $goclaiming $goand value $ go processes.
creating
Lewicki $go- $goChapter $go01 $go#15
