TEST BANK for Essentials of Negotiation,
r r r r r
7th Edition by Roy Lewicki, Bruce Barry
r r r r r r
Chapters 1 - 12
r r r
, Table of Contents
r r
1. rThe rNature rof rNegotiation
2. rStrategy rand rTactics rof rDistributive rBargaining
3. rStrategy rand rTactics rof rIntegrative rNegotiation
4. rNegotiation: rStrategy rand rPlanning
5. rEthics rin rNegotiation
6. rPerception, rCognition, rand rEmotion
7. rCommunication
8. rFinding rand rUsing rNegotiation rPower
9. rRelationships rin rNegotiation
10. rMultiple rParties, rGroups, rand rTeams rin rNegotiation
11. rInternational rand rCross-Cultural rNegotiation
12. rBest rPractices rin rNegotiations
, Chapter 1 r
Student: r r
1. People all rthe rtime.
2. The rterm is rused rto rdescribe rthe rcompetitive, rwin-lose rsituations rsuch ras
rhagglingrover rprice rthat rhappens rat ryard rsale, rflea rmarket, ror rused rcar rlot.
3. Negotiating rparties ralways rnegotiate rby .
4. There rare rtimes rwhen ryou rshould negotiate.
5. Successful rnegotiation rinvolves rthe rmanagement rof r_ (e.g., rthe rprice ror rthe rterms rof
agreement) rand ralso rthe rresolution rof
r .
6. Independent rparties rare rable rto rmeet rtheir rown without rthe rhelp rand rassistance rof
others.
r
, 7. The rmix rof rconvergent rand rconflicting rgoals rcharacterizes rmany relationships.
8. The of rpeople's rgoals, rand rthe of rthe rsituation rin rwhich rthey
r arergoing rto rnegotiate, rstrongly rshapes rnegotiation rprocesses rand routcomes.
9. Whether ryou rshould ror rshould rnot ragree ron rsomething rin ra rnegotiation rdepends rentirely rupon
r therattractiveness rto ryou rof rthe rbest ravailable .
10. When rparties rare rinterdependent, rthey rhave rto rfind ra rway rto their rdifferences.
11. Negotiation ris ra that rtransforms rover rtime.
12. Negotiations roften rbegin rwith rstatements rof ropening .
13. When rone rparty raccepts ra rchange rin rhis ror rher rposition, ra has rbeen rmade.
r r r r r
7th Edition by Roy Lewicki, Bruce Barry
r r r r r r
Chapters 1 - 12
r r r
, Table of Contents
r r
1. rThe rNature rof rNegotiation
2. rStrategy rand rTactics rof rDistributive rBargaining
3. rStrategy rand rTactics rof rIntegrative rNegotiation
4. rNegotiation: rStrategy rand rPlanning
5. rEthics rin rNegotiation
6. rPerception, rCognition, rand rEmotion
7. rCommunication
8. rFinding rand rUsing rNegotiation rPower
9. rRelationships rin rNegotiation
10. rMultiple rParties, rGroups, rand rTeams rin rNegotiation
11. rInternational rand rCross-Cultural rNegotiation
12. rBest rPractices rin rNegotiations
, Chapter 1 r
Student: r r
1. People all rthe rtime.
2. The rterm is rused rto rdescribe rthe rcompetitive, rwin-lose rsituations rsuch ras
rhagglingrover rprice rthat rhappens rat ryard rsale, rflea rmarket, ror rused rcar rlot.
3. Negotiating rparties ralways rnegotiate rby .
4. There rare rtimes rwhen ryou rshould negotiate.
5. Successful rnegotiation rinvolves rthe rmanagement rof r_ (e.g., rthe rprice ror rthe rterms rof
agreement) rand ralso rthe rresolution rof
r .
6. Independent rparties rare rable rto rmeet rtheir rown without rthe rhelp rand rassistance rof
others.
r
, 7. The rmix rof rconvergent rand rconflicting rgoals rcharacterizes rmany relationships.
8. The of rpeople's rgoals, rand rthe of rthe rsituation rin rwhich rthey
r arergoing rto rnegotiate, rstrongly rshapes rnegotiation rprocesses rand routcomes.
9. Whether ryou rshould ror rshould rnot ragree ron rsomething rin ra rnegotiation rdepends rentirely rupon
r therattractiveness rto ryou rof rthe rbest ravailable .
10. When rparties rare rinterdependent, rthey rhave rto rfind ra rway rto their rdifferences.
11. Negotiation ris ra that rtransforms rover rtime.
12. Negotiations roften rbegin rwith rstatements rof ropening .
13. When rone rparty raccepts ra rchange rin rhis ror rher rposition, ra has rbeen rmade.
