Essentials of Negotiation, Lewicki - Exam Preparation Test Bank (Downloadable Doc)

Chapter 01

The Nature of Negotiation



Fill in the Blank Questions



1. People ____________ all the time.
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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.
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3. Negotiating parties always negotiate by __________.
________________________________________




4. There are times when you should _________ negotiate.
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5. Successful negotiation involves the management of ____________ (e.g., the price or the terms
of agreement) and also the resolution of __________.
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6. Independent parties are able to meet their own ____________ without the help and
assistance of others.
________________________________________

,7. The mix of convergent and conflicting goals characterizes many ____________ relationships.
________________________________________

,8. The ____________ of people's goals, and the ____________ of the situation in which they are
going to negotiate, strongly shapes negotiation processes and outcomes.
________________________________________




9. Whether you should or should not agree on something in a negotiation depends entirely
upon the attractiveness to you of the best available _______.
________________________________________




10. When parties are interdependent, they have to find a way to ____________ their
differences.
________________________________________




11. Negotiation is a ____________ that transforms over time.
________________________________________




12. Negotiations often begin with statements of opening __________.
________________________________________




13. When one party accepts a change in his or her position, a ____________ has been made.
________________________________________




14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
____________ and the dilemma of __________.
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15. Most actual negotiations are a combination of claiming and ____________ value processes.
________________________________________

, 16. ____________ ____________ is analyzed as it affects the ability of the group to make decisions,
work productively, resolve its differences, and continue to achieve its goals effectively.
________________________________________




17. Most people initially believe that ____________ is always bad.
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18. The objective is not to eliminate conflict but to learn how to manage it to control the
____________ elements while enjoying the productive aspects.
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19. The two-dimensional framework called the ____________ ____________ ____________ postulates
that people in conflict have two independent types of concern.
________________________________________




20. Parties who employ the ____________ strategy maintain their own aspirations and try to
persuade the other party to yield.
________________________________________




True / False Questions



21. Negotiation is a process reserved only for the skilled diplomat, top salesperson, or
ardent advocate for an organized lobby.
True False