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 aare atimes awhen ayou ashould negotiate.
5. Successful anegotiation ainvolves athe amanagement aof a_ (e.g., athe aprice aor athe aterms
aofaagreement) aand aalso athe aresolution aof .
6. Independent aparties aare aable ato ameet atheir aown without athe ahelp aand aassistance
aofaothers.
, 7. The amix aof aconvergent aand aconflicting agoals acharacterizes amany relationships.
8. The of apeople's agoals, aand athe of athe asituation ain awhich athey
aareagoing ato anegotiate, astrongly ashapes anegotiation aprocesses aand aoutcomes.
9. Whether ayou ashould aor ashould anot aagree aon asomething ain aa anegotiation adepends aentirely
aupon atheaattractiveness ato ayou aof athe abest aavailable .
10. When aparties aare ainterdependent, athey ahave ato afind aa away ato their adifferences.
11. Negotiation ais aa that atransforms aover atime.
12. Negotiations aoften abegin awith astatements aof aopening .
13. When aone aparty aaccepts aa achange ain ahis aor aher aposition, aa has abeen amade.
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 aare atimes awhen ayou ashould negotiate.
5. Successful anegotiation ainvolves athe amanagement aof a_ (e.g., athe aprice aor athe aterms
aofaagreement) aand aalso athe aresolution aof .
6. Independent aparties aare aable ato ameet atheir aown without athe ahelp aand aassistance
aofaothers.
, 7. The amix aof aconvergent aand aconflicting agoals acharacterizes amany relationships.
8. The of apeople's agoals, aand athe of athe asituation ain awhich athey
aareagoing ato anegotiate, astrongly ashapes anegotiation aprocesses aand aoutcomes.
9. Whether ayou ashould aor ashould anot aagree aon asomething ain aa anegotiation adepends aentirely
aupon atheaattractiveness ato ayou aof athe abest aavailable .
10. When aparties aare ainterdependent, athey ahave ato afind aa away ato their adifferences.
11. Negotiation ais aa that atransforms aover atime.
12. Negotiations aoften abegin awith astatements aof aopening .
13. When aone aparty aaccepts aa achange ain ahis aor aher aposition, aa has abeen amade.
