ESSENTIALS OF NEGOTIATION - TEST BANK FOR SIXTH EDITION BYROY J. LEWICKI, BRUCE BARRY, DAVID M. SAUNDERS

ESSENTIALS OF NEGOTIATION - TEST BANK FOR SIXTH EDITION BYROY J. LEWICKI, BRUCE BARRY, DAVID M. SAUNDERS ESSENTIALS OF NEGOTIATION - TEST BANK FOR SIXTH EDITION BYROY J. LEWICKI, BRUCE BARRY, DAVID M. SAUNDERS eople all the time. 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. 3. Negotiating parties always negotiate by . 4. There are times when you should negotiate. 5. Successful negotiation involves the management of _ (e.g., the price or the terms of agreement) and also the resolution of . 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 . 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 or dysfunctional. 18. The objective is not to eliminate conflict but to learn how to manage it to control the elements while enjoying the productive aspects. 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. 21. Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby. True False 22. Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated. True False 23. Negotiation situations have fundamentally the same characteristics. True False 24. A creative negotiation that meets the objectives of all sides may not require compromise. True False 25. The parties prefer to negotiate and search for agreement rather than to fight openly, have one side dominate and the other capitulate, permanently break off contact, or take their dispute to a higher authority to resolve it. True False 26. It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles. True False 27. When the goals of two or more people are interconnected so that only one can achieve the goal届such as running a race in which there will be only one winner届this is a competitive situation, also known as a non-zero-sum or distributive situation. True False 28. A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments. True False 29. The value of a person's BATNA is always relative to the possible settlements available in the current negotiation, and the possibilities within a given negotiation are heavily influenced by the nature of the interdependence between the parties. True False 30. In any industry in which repeat business is done with the same parties, there is always a balance between pushing the limit on any particular negotiation and making sure the other party届and your relationship with him届survives intact. True False 31. Remember that every possible interdependency has an alternative; negotiators can always say "no" and walk away. True False 32. The effective negotiator needs to understand how people will adjust and readjust, and how the negotiations might twist and turn, based on one's own moves and the others' responses. True False 33. The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations. True False 34. In contrast, non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives. True False 35. Negotiators do not have to be versatile in their comfort and use of both major strategic approaches to be successful. True False