TEST BANK for Essentials of Negotiation,
m m m m m
7th Edition by Roy Lewicki, Bruce Barry
m m m m m m
Chapters 1 - 12
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, Table of Contents
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1. mThemNaturemofmNegotiation
2. mStrategymandmTacticsmofmDistributivemBargaining
3. mStrategymandmTacticsmofmIntegrativemNegotiation
4. mNegotiation: mStrategymandmPlanning
5. mEthicsminmNegotiation
6. mPerception, mCognition, mandmEmotion
7. mCommunication
8. mFindingmandmUsingmNegotiationmPower
9. mRelationshipsminmNegotiation
10. mMultiplemParties, mGroups, mandmTeamsminmNegotiation
11. mInternational mandmCross-Cultural mNegotiation
12. mBestmPracticesminmNegotiations
, Chapter 1 m
Student: mm
1. People all mthemtime.
2. Themterm ismusedmtomdescribemthemcompetitive, mwin-
losemsituationsmsuchmasmhagglingmovermpricemthatmhappensmatmyardmsale, mfleammarket, mormusedmcarmlot.
3. Negotiatingmpartiesmalwaysmnegotiatemby .
4. Theremaremtimesmwhenmyoumshould negotiate.
5. Successful mnegotiationminvolvesmthemmanagementmofm_
(e.g., mthempricemormthemtermsmofmagreement)mandmalsomthemresolutionmof .
6. Independentmpartiesmaremablemtommeetmtheirmown
withoutmthemhelpmandmassistancemofmothers.
, 7. Themmixmofmconvergentmandmconflictingmgoalsmcharacterizesmmany relationships.
8. The ofmpeople'smgoals, mandmthe
ofmthemsituationminmwhichmtheymaremgoingmtomnegotiate, mstronglymshapesmnegotiationmprocessesmandmoutco
mes.
9. Whethermyoumshouldmormshouldmnotmagreemonmsomethingminmamnegotiationmdependsmentirelymuponmthemattractiven
essmtomyoumofmthembestmavailable .
10. Whenmpartiesmareminterdependent, mtheymhavemtomfindmamwaymto theirmdifferences.
11. Negotiationmisma thatmtransformsmovermtime.
12. Negotiationsmoftenmbeginmwithmstatementsmofmopening .
13. Whenmonempartymacceptsmamchangeminmhismormhermposition, ma hasmbeenmmade.
m m m m m
7th Edition by Roy Lewicki, Bruce Barry
m m m m m m
Chapters 1 - 12
m m m
, Table of Contents
m m
1. mThemNaturemofmNegotiation
2. mStrategymandmTacticsmofmDistributivemBargaining
3. mStrategymandmTacticsmofmIntegrativemNegotiation
4. mNegotiation: mStrategymandmPlanning
5. mEthicsminmNegotiation
6. mPerception, mCognition, mandmEmotion
7. mCommunication
8. mFindingmandmUsingmNegotiationmPower
9. mRelationshipsminmNegotiation
10. mMultiplemParties, mGroups, mandmTeamsminmNegotiation
11. mInternational mandmCross-Cultural mNegotiation
12. mBestmPracticesminmNegotiations
, Chapter 1 m
Student: mm
1. People all mthemtime.
2. Themterm ismusedmtomdescribemthemcompetitive, mwin-
losemsituationsmsuchmasmhagglingmovermpricemthatmhappensmatmyardmsale, mfleammarket, mormusedmcarmlot.
3. Negotiatingmpartiesmalwaysmnegotiatemby .
4. Theremaremtimesmwhenmyoumshould negotiate.
5. Successful mnegotiationminvolvesmthemmanagementmofm_
(e.g., mthempricemormthemtermsmofmagreement)mandmalsomthemresolutionmof .
6. Independentmpartiesmaremablemtommeetmtheirmown
withoutmthemhelpmandmassistancemofmothers.
, 7. Themmixmofmconvergentmandmconflictingmgoalsmcharacterizesmmany relationships.
8. The ofmpeople'smgoals, mandmthe
ofmthemsituationminmwhichmtheymaremgoingmtomnegotiate, mstronglymshapesmnegotiationmprocessesmandmoutco
mes.
9. Whethermyoumshouldmormshouldmnotmagreemonmsomethingminmamnegotiationmdependsmentirelymuponmthemattractiven
essmtomyoumofmthembestmavailable .
10. Whenmpartiesmareminterdependent, mtheymhavemtomfindmamwaymto theirmdifferences.
11. Negotiationmisma thatmtransformsmovermtime.
12. Negotiationsmoftenmbeginmwithmstatementsmofmopening .
13. Whenmonempartymacceptsmamchangeminmhismormhermposition, ma hasmbeenmmade.
