Test Bank For Essentials Of Negotiation, 7th
Edition By Roy Lewicki, Bruce Barry
Bargaining - ANSWER> describes competitive win-lose
situations.
Negotiation - ANSWER> refers to win-win situations.
Types of Negotiations - ANSWER> College student
needing a new car
Major international airline company close to bankruptcy
College roommates who don't have the same schedule
Friends negotiate to decide where to go to dinner
Family negotiate what to watch on TV.
Police might negotiate with a terrorists to free hostages
Reasons Negotiations Occur - ANSWER> To agree on
how to share or divide a limited resource (land, time, or
money)
Create something new that neither party could do on his or
her own
To resolve a problem
,recognize - ANSWER> Sometimes people fail to negotiate
because they do not ___________ that they are in a
negotiation situation.
What people lose by choosing not to negotiate -
ANSWER> -They may fail to achieve their goals
-Get what they need
-Manage their problems as smoothly as they might like
poorly - ANSWER> Sometimes people try to negotiate and
do _________ because the don't understand the process
and do not have good negotiating skills.
Characteristics of Negotiation Situation - ANSWER> -
There are two or more parties
-There is a conflict of needs and desires of the parties
-The parties negotiate by choice
-expect a "give and take"
-compromise
-involves the management of intangibles
-parties are interdependent
-Both sides to modify or move away from their opening
statements, requests, or demands
-Successful negotiation involves the management of
tangibles
Parties prefer to negotiate and search for an agreement
rather than: - ANSWER> -Fight openly
-Have one side dominate and the other capitulate
,-Permanently break off contact
-Take their dispute to a higher
Negotation Tangibles - ANSWER> -the price
-the terms of agreement
Types of Intangibles - ANSWER> Underlying
psychological motivations that may directly or indirectly
influence the parties during a negotiation
Need to win
Need to look good, competent, or tough
Need to defend an important principle or precedent in a
negotiation
Need to appear fair or honorable
Need to maintain a good relationship with the other party
after the negotiation is over
Negotiation Intangible Characteristics - ANSWER> Are
often rooted in personal values and emotions
Can have an enormous influence on the process and
outcomes
Impossible to ignore intangibles because they affect our
judgement of what is "fair"
, need - ANSWER> A key characteristic of a negotiation
situation is that the parties ___________ each other in
order to achieve their preferred objectives or outcomes.
Why negotiations are interdependent - ANSWER>
Because the possible outcome is better than the two
parties can achieve on their own.
Relationships Characteristics - ANSWER> -Independent
-Dependent
-Interdependent
Independent
(relationship characteristics) - ANSWER> Able to meet
their own needs without the assistance of others
Detached, indifferent, and uninvolved with others
Dependent :
(relationship characteristics) - ANSWER> Must rely on
others for what they need
Because they need help, benevolence, or cooperation of
the other they accept
Interdependent
(relationship characteristics) - ANSWER> Have
interlocking goals
Parties need each other to accomplish their objectives
Edition By Roy Lewicki, Bruce Barry
Bargaining - ANSWER> describes competitive win-lose
situations.
Negotiation - ANSWER> refers to win-win situations.
Types of Negotiations - ANSWER> College student
needing a new car
Major international airline company close to bankruptcy
College roommates who don't have the same schedule
Friends negotiate to decide where to go to dinner
Family negotiate what to watch on TV.
Police might negotiate with a terrorists to free hostages
Reasons Negotiations Occur - ANSWER> To agree on
how to share or divide a limited resource (land, time, or
money)
Create something new that neither party could do on his or
her own
To resolve a problem
,recognize - ANSWER> Sometimes people fail to negotiate
because they do not ___________ that they are in a
negotiation situation.
What people lose by choosing not to negotiate -
ANSWER> -They may fail to achieve their goals
-Get what they need
-Manage their problems as smoothly as they might like
poorly - ANSWER> Sometimes people try to negotiate and
do _________ because the don't understand the process
and do not have good negotiating skills.
Characteristics of Negotiation Situation - ANSWER> -
There are two or more parties
-There is a conflict of needs and desires of the parties
-The parties negotiate by choice
-expect a "give and take"
-compromise
-involves the management of intangibles
-parties are interdependent
-Both sides to modify or move away from their opening
statements, requests, or demands
-Successful negotiation involves the management of
tangibles
Parties prefer to negotiate and search for an agreement
rather than: - ANSWER> -Fight openly
-Have one side dominate and the other capitulate
,-Permanently break off contact
-Take their dispute to a higher
Negotation Tangibles - ANSWER> -the price
-the terms of agreement
Types of Intangibles - ANSWER> Underlying
psychological motivations that may directly or indirectly
influence the parties during a negotiation
Need to win
Need to look good, competent, or tough
Need to defend an important principle or precedent in a
negotiation
Need to appear fair or honorable
Need to maintain a good relationship with the other party
after the negotiation is over
Negotiation Intangible Characteristics - ANSWER> Are
often rooted in personal values and emotions
Can have an enormous influence on the process and
outcomes
Impossible to ignore intangibles because they affect our
judgement of what is "fair"
, need - ANSWER> A key characteristic of a negotiation
situation is that the parties ___________ each other in
order to achieve their preferred objectives or outcomes.
Why negotiations are interdependent - ANSWER>
Because the possible outcome is better than the two
parties can achieve on their own.
Relationships Characteristics - ANSWER> -Independent
-Dependent
-Interdependent
Independent
(relationship characteristics) - ANSWER> Able to meet
their own needs without the assistance of others
Detached, indifferent, and uninvolved with others
Dependent :
(relationship characteristics) - ANSWER> Must rely on
others for what they need
Because they need help, benevolence, or cooperation of
the other they accept
Interdependent
(relationship characteristics) - ANSWER> Have
interlocking goals
Parties need each other to accomplish their objectives
