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 fdare fdtimes fdwhen fdyou fdshould negotiate.
5. Successful fdnegotiation fdinvolves fdthe fdmanagement fdof fd_ (e.g., fdthe fdprice fdor fdthe
fdterms fdoffdagreement) fdand fdalso fdthe fdresolution fdof .
6. Independent fdparties fdare fdable fdto fdmeet fdtheir fdown without fdthe fdhelp fdand
fdassistance fdoffdothers.
, 7. The fdmix fdof fdconvergent fdand fdconflicting fdgoals fdcharacterizes fdmany relationships.
8. The of fdpeople's fdgoals, fdand fdthe of fdthe fdsituation fdin fdwhich
fdthey fdarefdgoing fdto fdnegotiate, fdstrongly fdshapes fdnegotiation fdprocesses fdand
fdoutcomes.
9. Whether fdyou fdshould fdor fdshould fdnot fdagree fdon fdsomething fdin fda fdnegotiation fddepends
fdentirely fdupon fdthefdattractiveness fdto fdyou fdof fdthe fdbest fdavailable .
10. When fdparties fdare fdinterdependent, fdthey fdhave fdto fdfind fda fdway fdto their fddifferences.
11. Negotiation fdis fda that fdtransforms fdover fdtime.
12. Negotiations fdoften fdbegin fdwith fdstatements fdof fdopening .
13. When fdone fdparty fdaccepts fda fdchange fdin fdhis fdor fdher fdposition, fda has fdbeen fdmade.
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 fdare fdtimes fdwhen fdyou fdshould negotiate.
5. Successful fdnegotiation fdinvolves fdthe fdmanagement fdof fd_ (e.g., fdthe fdprice fdor fdthe
fdterms fdoffdagreement) fdand fdalso fdthe fdresolution fdof .
6. Independent fdparties fdare fdable fdto fdmeet fdtheir fdown without fdthe fdhelp fdand
fdassistance fdoffdothers.
, 7. The fdmix fdof fdconvergent fdand fdconflicting fdgoals fdcharacterizes fdmany relationships.
8. The of fdpeople's fdgoals, fdand fdthe of fdthe fdsituation fdin fdwhich
fdthey fdarefdgoing fdto fdnegotiate, fdstrongly fdshapes fdnegotiation fdprocesses fdand
fdoutcomes.
9. Whether fdyou fdshould fdor fdshould fdnot fdagree fdon fdsomething fdin fda fdnegotiation fddepends
fdentirely fdupon fdthefdattractiveness fdto fdyou fdof fdthe fdbest fdavailable .
10. When fdparties fdare fdinterdependent, fdthey fdhave fdto fdfind fda fdway fdto their fddifferences.
11. Negotiation fdis fda that fdtransforms fdover fdtime.
12. Negotiations fdoften fdbegin fdwith fdstatements fdof fdopening .
13. When fdone fdparty fdaccepts fda fdchange fdin fdhis fdor fdher fdposition, fda has fdbeen fdmade.
