TEST BANK FOR ESSENTIALS OF NEGOTIATION,
4 4 4 4 4
7TH EDITION BY ROY LEWICKI, BRUCE BARRY
4 4 4 4 4 4
C+HAPTERS 1 - 12
4 4 4
, Table of Contents
4 4
1.4The4Nature4of4Negotiation
2.4Strategy4and4Tactics4of4Distributive4Bargaining
3.4Strategy4and4Tactics4of4Integrative4Negotiation
4.4Negotiation:4Strategy4and4Planning
5.4Ethics4in4Negotiation
6.4Perception,4Cognition,4and4Emotion
7.4Communication
8.4Finding4and4Using4Negotiation4Power
9.4Relationships4in4Negotiation
10.4Multiple4Parties,4Groups,4and4Teams4in4Negotiation
11.4International4and4Cross-Cultural4Negotiation
12.4Best4Practices4in4Negotiations
, Chapter 1 4
Student:44
1. People all4the4time.
2. The4term is4used4to4describe4the4competitive,4win-
lose4situations4such4as4haggling4over4price4that4happens4at4yard4sale,4flea4market,4or4used4car4lot.
3. Negotiating4parties4always4negotiate4by .
4. There4are4times4when4you4should negotiate.
5. Successful4negotiation4involves4the4management4of4_
(e.g.,4the4price4or4the4terms4of4agreement)4and4also4the4resolution4of .
6. Independent4parties4are4able4to4meet4their4own
without4the4help4and4assistance4of4others.
, 7. The4mix4of4convergent4and4conflicting4goals4characterizes4many relationships.
8. The of4people's4goals,4and4the
of4the4situation4in4which4they4are4going4to4negotiate,4strongly4shapes4negotiation4processes4a
nd4outcomes.
9. Whether4you4should4or4should4not4agree4on4something4in4a4negotiation4depends4entirely4upon4the4a
ttractiveness4to4you4of4the4best4available .
10. When4parties4are4interdependent,4they4have4to4find4a4way4to their4differences.
11. Negotiation4is4a that4transforms4over4time.
12. Negotiations4often4begin4with4statements4of4opening .
13. When4one4party4accepts4a4change4in4his4or4her4position,4a has4been4made.
4 4 4 4 4
7TH EDITION BY ROY LEWICKI, BRUCE BARRY
4 4 4 4 4 4
C+HAPTERS 1 - 12
4 4 4
, Table of Contents
4 4
1.4The4Nature4of4Negotiation
2.4Strategy4and4Tactics4of4Distributive4Bargaining
3.4Strategy4and4Tactics4of4Integrative4Negotiation
4.4Negotiation:4Strategy4and4Planning
5.4Ethics4in4Negotiation
6.4Perception,4Cognition,4and4Emotion
7.4Communication
8.4Finding4and4Using4Negotiation4Power
9.4Relationships4in4Negotiation
10.4Multiple4Parties,4Groups,4and4Teams4in4Negotiation
11.4International4and4Cross-Cultural4Negotiation
12.4Best4Practices4in4Negotiations
, Chapter 1 4
Student:44
1. People all4the4time.
2. The4term is4used4to4describe4the4competitive,4win-
lose4situations4such4as4haggling4over4price4that4happens4at4yard4sale,4flea4market,4or4used4car4lot.
3. Negotiating4parties4always4negotiate4by .
4. There4are4times4when4you4should negotiate.
5. Successful4negotiation4involves4the4management4of4_
(e.g.,4the4price4or4the4terms4of4agreement)4and4also4the4resolution4of .
6. Independent4parties4are4able4to4meet4their4own
without4the4help4and4assistance4of4others.
, 7. The4mix4of4convergent4and4conflicting4goals4characterizes4many relationships.
8. The of4people's4goals,4and4the
of4the4situation4in4which4they4are4going4to4negotiate,4strongly4shapes4negotiation4processes4a
nd4outcomes.
9. Whether4you4should4or4should4not4agree4on4something4in4a4negotiation4depends4entirely4upon4the4a
ttractiveness4to4you4of4the4best4available .
10. When4parties4are4interdependent,4they4have4to4find4a4way4to their4differences.
11. Negotiation4is4a that4transforms4over4time.
12. Negotiations4often4begin4with4statements4of4opening .
13. When4one4party4accepts4a4change4in4his4or4her4position,4a has4been4made.
