TEST BANK For Essentials of Negotiation, 7th
Edition by Roy Lewicki, Bruce Barry, Verified
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 V
FillVinVtheVBlankVQuestions
1. People all Vthe Vtime.
2. The Vterm is Vused Vto Vdescribe Vthe Vcompetitive, Vwin-lose Vsituations Vsuch Vas
Vhaggling
over Vprice Vthat Vhappens Vat Vyard Vsale, V flea Vmarket, V or Vused Vcar Vlot.
3. Negotiating Vparties Valways Vnegotiate Vby _.
4. There Vare Vtimes Vwhen Vyou Vshould negotiate.
5. Successful Vnegotiation Vinvolves Vthe Vmanagement Vof V_ V V (e.g., Vthe Vprice Vor Vthe Vterms
Vofagreement) Vand
also Vthe Vresolution Vof .
V
, 6. Independent Vparties Vare Vable Vto Vmeet Vtheir Vown without Vthe Vhelp Vand Vassistance Vof
others.
7. The Vmix Vof Vconvergent Vand Vconflicting Vgoals Vcharacterizes Vmany relationships.
8. The of Vpeople's Vgoals, Vand Vthe of Vthe Vsituation Vin Vwhich Vthey Vare
going Vto Vnegotiate, Vstrongly Vshapes Vnegotiation Vprocesses Vand Voutcomes.
9. Whether Vyou Vshould Vor Vshould Vnot Vagree Von Vsomething Vin Va Vnegotiation Vdepends Ventirely
V upon Vthe V attractiveness Vto Vyou Vof Vthe Vbest Vavailable .
10. When Vparties Vare Vinterdependent, Vthey Vhave Vto Vfind V a Vway Vto their Vdifferences.
11. Negotiation Vis Va that Vtransforms Vover Vtime.
12. Negotiations Voften Vbegin Vwith Vstatements Vof Vopening .
V
Edition by Roy Lewicki, Bruce Barry, Verified
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 V
FillVinVtheVBlankVQuestions
1. People all Vthe Vtime.
2. The Vterm is Vused Vto Vdescribe Vthe Vcompetitive, Vwin-lose Vsituations Vsuch Vas
Vhaggling
over Vprice Vthat Vhappens Vat Vyard Vsale, V flea Vmarket, V or Vused Vcar Vlot.
3. Negotiating Vparties Valways Vnegotiate Vby _.
4. There Vare Vtimes Vwhen Vyou Vshould negotiate.
5. Successful Vnegotiation Vinvolves Vthe Vmanagement Vof V_ V V (e.g., Vthe Vprice Vor Vthe Vterms
Vofagreement) Vand
also Vthe Vresolution Vof .
V
, 6. Independent Vparties Vare Vable Vto Vmeet Vtheir Vown without Vthe Vhelp Vand Vassistance Vof
others.
7. The Vmix Vof Vconvergent Vand Vconflicting Vgoals Vcharacterizes Vmany relationships.
8. The of Vpeople's Vgoals, Vand Vthe of Vthe Vsituation Vin Vwhich Vthey Vare
going Vto Vnegotiate, Vstrongly Vshapes Vnegotiation Vprocesses Vand Voutcomes.
9. Whether Vyou Vshould Vor Vshould Vnot Vagree Von Vsomething Vin Va Vnegotiation Vdepends Ventirely
V upon Vthe V attractiveness Vto Vyou Vof Vthe Vbest Vavailable .
10. When Vparties Vare Vinterdependent, Vthey Vhave Vto Vfind V a Vway Vto their Vdifferences.
11. Negotiation Vis Va that Vtransforms Vover Vtime.
12. Negotiations Voften Vbegin Vwith Vstatements Vof Vopening .
V
