TEST BANK for Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry All Chapters 1-12, Complete

TEST BANK
Essentials of Negotiation,
7th Edition by Roy Lewicki, Bruce Barry
All Chapters 1-12, Complete

, Table of Contents
Q Q




1.QTheQNatureQofQNegotiation

2.QStrategyQandQTacticsQofQDistributiveQBargaining

3.QStrategyQandQTacticsQofQIntegrativeQNegotiation

4.QNegotiation:QStrategyQandQPlanning

5.QEthicsQinQNegotiation

6.QPerception,QCognition,QandQEmotion

7.QCommunication

8.QFindingQandQUsingQNegotiationQPower

9.QRelationshipsQinQNegotiation

10.QMultipleQParties,QGroups,QandQTeamsQinQNegotiation

11.QInternationalQandQCross-CulturalQNegotiation

12.QBestQPracticesQinQNegotiations

, Chapter 1 Q




Student:QQ


1. People allQtheQtime.




2. TheQterm isQusedQtoQdescribeQtheQcompetitive,Qwin-
loseQsituationsQsuchQasQhagglingQoverQpriceQthatQhappensQatQyardQsale,QfleaQmarket,QorQusedQcarQlot.




3. NegotiatingQpartiesQalwaysQnegotiateQby .




4. ThereQareQtimesQwhenQyouQshould negotiate.




5. SuccessfulQnegotiationQinvolvesQtheQmanagementQofQ_
(e.g.,QtheQpriceQorQtheQtermsQofQagreement)QandQalsoQtheQresolutionQof .




6. IndependentQpartiesQareQableQtoQmeetQtheirQown
withoutQtheQhelpQandQassistanceQofQothers.

, 7. TheQmixQofQconvergentQandQconflictingQgoalsQcharacterizesQmany relationships.




8. The ofQpeople'sQgoals,QandQthe

ofQtheQsituationQinQwhichQtheyQareQgoingQtoQnegotiate,QstronglyQshapesQnegotiationQprocessesQandQou

tcomes.




9. WhetherQyouQshouldQorQshouldQnotQagreeQonQsomethingQinQaQnegotiationQdependsQentirelyQuponQtheQattracti

venessQtoQyouQofQtheQbestQavailable .




10. WhenQpartiesQareQinterdependent,QtheyQhaveQtoQfindQaQwayQto theirQdifferences.




11. NegotiationQisQa thatQtransformsQoverQtime.




12. NegotiationsQoftenQbeginQwithQstatementsQofQopening .




13. WhenQoneQpartyQacceptsQaQchangeQinQhisQorQherQposition,Qa hasQbeenQmade.