TEST BANK for Essentials of Negotiation,
7th Edition by Roy Lewicki, Bruce Barry
Chapters 1 - 12
, Table of Contents
1b 1b
1.1bThe1bNature1bof1bNegotiation
2.1bStrategy1band1bTactics1bof1bDistributive1bBargaining
3.1bStrategy1band1bTactics1bof1bIntegrative1bNegotiation
4.1bNegotiation:1bStrategy1band1bPlanning
5.1bEthics1bin1bNegotiation
6.1bPerception,1bCognition,1band1bEmotion
7.1bCommunication
8.1bFinding1band1bUsing1bNegotiation1bPower
9.1bRelationships1bin1bNegotiation
10.1bMultiple1bParties,1bGroups,1band1bTeams1bin1bNegotiation
11.1bInternational1band1bCross-Cultural1bNegotiation
12.1bBest1bPractices1bin1bNegotiations
, Chapter 1 1b
Student:1b1b
1. People all1bthe1btime.
2. The1bterm is1bused1bto1bdescribe1bthe1bcompetitive,1bwin-
lose1bsituations1bsuch1bas1bhagglingbo
1 ver1bprice1bthat1bhappens1bat1byard1bsale,1bflea1bmarket,1bor1bused1
car1blot.
b
3. Negotiating1bparties1balways1bnegotiate1bby .
4. There1bare1btimes1bwhen1byou1bshould negotiate.
5. Successful1bnegotiation1binvolves1bthe1bmanagement1bof1b_
(e.g.,1bthe1bprice1bor1bthe1bterms1bofba
1 greement)1band1balso1bthe1bresolution1bof .
6. Independent1bparties1bare1bable1bto1bmeet1btheir1bown
without1bthe1bhelp1band1bassistance1bofbo
1 thers.
, 7. The1bmix1bof1bconvergent1band1bconflicting1bgoals1bcharacterizes1bmany relationships.
8. The of1bpeople's1bgoals,1band1bthe
of1bthe1bsituation1bin1bwhich1bthey1bare1bgoing1bto1bnegotiate,1bstrongly1bshapes1bnegotiation1bpro
cesses1band1boutcomes.
9. Whether1byou1bshould1bor1bshould1bnot1bagree1bon1bsomething1bin1ba1bnegotiation1bdepends1bentirely1
b upon1bthe1battractiveness1bto1byou1bof1bthe1bbest1bavailable .
10. When1bparties1bare1binterdependent,1bthey1bhave1bto1bfind1ba1bway1bto their1bdifferences.
11. Negotiation1bis1ba that1btransforms1bover1btime.
12. Negotiations1boften1bbegin1bwith1bstatements1bof1bopening .
13. When1bone1bparty1baccepts1ba1bchange1bin1bhis1bor1bher1bposition,1ba has1bbeen1bmade.
7th Edition by Roy Lewicki, Bruce Barry
Chapters 1 - 12
, Table of Contents
1b 1b
1.1bThe1bNature1bof1bNegotiation
2.1bStrategy1band1bTactics1bof1bDistributive1bBargaining
3.1bStrategy1band1bTactics1bof1bIntegrative1bNegotiation
4.1bNegotiation:1bStrategy1band1bPlanning
5.1bEthics1bin1bNegotiation
6.1bPerception,1bCognition,1band1bEmotion
7.1bCommunication
8.1bFinding1band1bUsing1bNegotiation1bPower
9.1bRelationships1bin1bNegotiation
10.1bMultiple1bParties,1bGroups,1band1bTeams1bin1bNegotiation
11.1bInternational1band1bCross-Cultural1bNegotiation
12.1bBest1bPractices1bin1bNegotiations
, Chapter 1 1b
Student:1b1b
1. People all1bthe1btime.
2. The1bterm is1bused1bto1bdescribe1bthe1bcompetitive,1bwin-
lose1bsituations1bsuch1bas1bhagglingbo
1 ver1bprice1bthat1bhappens1bat1byard1bsale,1bflea1bmarket,1bor1bused1
car1blot.
b
3. Negotiating1bparties1balways1bnegotiate1bby .
4. There1bare1btimes1bwhen1byou1bshould negotiate.
5. Successful1bnegotiation1binvolves1bthe1bmanagement1bof1b_
(e.g.,1bthe1bprice1bor1bthe1bterms1bofba
1 greement)1band1balso1bthe1bresolution1bof .
6. Independent1bparties1bare1bable1bto1bmeet1btheir1bown
without1bthe1bhelp1band1bassistance1bofbo
1 thers.
, 7. The1bmix1bof1bconvergent1band1bconflicting1bgoals1bcharacterizes1bmany relationships.
8. The of1bpeople's1bgoals,1band1bthe
of1bthe1bsituation1bin1bwhich1bthey1bare1bgoing1bto1bnegotiate,1bstrongly1bshapes1bnegotiation1bpro
cesses1band1boutcomes.
9. Whether1byou1bshould1bor1bshould1bnot1bagree1bon1bsomething1bin1ba1bnegotiation1bdepends1bentirely1
b upon1bthe1battractiveness1bto1byou1bof1bthe1bbest1bavailable .
10. When1bparties1bare1binterdependent,1bthey1bhave1bto1bfind1ba1bway1bto their1bdifferences.
11. Negotiation1bis1ba that1btransforms1bover1btime.
12. Negotiations1boften1bbegin1bwith1bstatements1bof1bopening .
13. When1bone1bparty1baccepts1ba1bchange1bin1bhis1bor1bher1bposition,1ba has1bbeen1bmade.
