Test Bank
, Essentials of Negotiation - Test Bank for sixth edition by Roy J.
Lewicki, Bruce Barry, David M. Saunders
Chapter 01
1. People all the time.
negotiate
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.
bargaining
Lewicki - Chapter 01 #2
3. Negotiating parties always negotiate by .
choice
Lewicki - Chapter 01 #3
4. There are times when you should negotiate.
not
Lewicki - Chapter 01 #4
5. Successful negotiation involves the management of _ (e.g., the price or the terms
of agreement) and also the resolution of .
tangibles; intangibles
https://www.stuvia.com/user/angelinas
, 6. Independent parties are able to meet their own without the help and assistance
of others.
needs
Lewicki - Chapter 01 #6
7. The mix of convergent and conflicting goals characterizes many relationships.
interdependent
Lewicki - Chapter 01 #7
8. The of people's goals, and the of the situation in which they are
going to negotiate, strongly shapes negotiation processes and outcomes.
interdependence; structure
Lewicki - Chapter 01 #8
9. Whether you should or should not agree on something in a negotiation depends entirely upon
the attractiveness to you of the best available .
alternative
Lewicki - Chapter 01 #9
10. When parties are interdependent, they have to find a way to their differences.
resolve
Lewicki - Chapter 01 #10
https://www.stuvia.com/user/angelinas
, 11. Negotiation iis ia that itransforms i over i time.
process
Lewicki i- iChapter i01 i#11
12. Negotiations ioften ibegin iwith istatements iof iopening .
positions
Lewicki i- iChapter i01 i#12
13. When ione iparty iaccepts ia ichange iin ihis ior iher iposition, ia has ibeen imade.
concession
Lewicki i- iChapter i01 i#13
14. Two iof ithe idilemmas iin imutual iadjustment ithat iall inegotiators iface iare ithe idilemma iof
and ithe idilemma iof .
honesty; i trust
Lewicki i- iChapter i01 i#14
15. Most iactual inegotiations iare ia icombination iof iclaiming iand value i processes.
creating
Lewicki i- iChapter i01 i#15
https://www.stuvia.com/user/angelinas
, Essentials of Negotiation - Test Bank for sixth edition by Roy J.
Lewicki, Bruce Barry, David M. Saunders
Chapter 01
1. People all the time.
negotiate
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.
bargaining
Lewicki - Chapter 01 #2
3. Negotiating parties always negotiate by .
choice
Lewicki - Chapter 01 #3
4. There are times when you should negotiate.
not
Lewicki - Chapter 01 #4
5. Successful negotiation involves the management of _ (e.g., the price or the terms
of agreement) and also the resolution of .
tangibles; intangibles
https://www.stuvia.com/user/angelinas
, 6. Independent parties are able to meet their own without the help and assistance
of others.
needs
Lewicki - Chapter 01 #6
7. The mix of convergent and conflicting goals characterizes many relationships.
interdependent
Lewicki - Chapter 01 #7
8. The of people's goals, and the of the situation in which they are
going to negotiate, strongly shapes negotiation processes and outcomes.
interdependence; structure
Lewicki - Chapter 01 #8
9. Whether you should or should not agree on something in a negotiation depends entirely upon
the attractiveness to you of the best available .
alternative
Lewicki - Chapter 01 #9
10. When parties are interdependent, they have to find a way to their differences.
resolve
Lewicki - Chapter 01 #10
https://www.stuvia.com/user/angelinas
, 11. Negotiation iis ia that itransforms i over i time.
process
Lewicki i- iChapter i01 i#11
12. Negotiations ioften ibegin iwith istatements iof iopening .
positions
Lewicki i- iChapter i01 i#12
13. When ione iparty iaccepts ia ichange iin ihis ior iher iposition, ia has ibeen imade.
concession
Lewicki i- iChapter i01 i#13
14. Two iof ithe idilemmas iin imutual iadjustment ithat iall inegotiators iface iare ithe idilemma iof
and ithe idilemma iof .
honesty; i trust
Lewicki i- iChapter i01 i#14
15. Most iactual inegotiations iare ia icombination iof iclaiming iand value i processes.
creating
Lewicki i- iChapter i01 i#15
https://www.stuvia.com/user/angelinas
