TEST BANK FOR ESSENTIALS OF NEGOTIATION - SIXTH EDITION BY ROY J. LEWICKI, BRUCE BARRY, DAVID M. SAUNDERS| ALL CHAPTERS

Chapter 1 Key 1. 2. 3. 4. 5. People negotiate The term all the time. Lewicki - Chapter 01 #1 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. bargaining Negotiating parties always negotiate by choice . There are times when you should negotiate. not Lewicki - Chapter 01 #2 Lewicki - Chapter 01 #3 Lewicki - Chapter 01 #4 Successful negotiation involves the management of (e.g., the price or the terms of agreement) and also the resolution of . tangibles; intangibles Lewicki - Chapter 01 #5 6. Independent parties are able to meet their own without the help and assistance of others. needs 7. 8. The mix of convergent and conflicting goals characterizes many interdependent The of people's goals, and the Lewicki - Chapter 01 #6 relationships. Lewicki - Chapter 01 #7 of the situation in which they are going to negotiate, strongly shapes negotiation processes and outcomes. interdependence; structure 9. Lewicki - Chapter 01 #8 Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available . alternative 10. When parties are interdependent, they have to find a way to resolve Lewicki - Chapter 01 #9 their differences. Lewicki - Chapter 01 #10