test bank negotiation readings exercises and cases 7th edition roy j. lewick

, Chapter 01 e e




The Nature of Negotiation
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Fill in the Blank Questions
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1. People e all the time.
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2. The term e e is used to describe the competitive, win-
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lose situations such as haggling over price that happens at yard sale, flea market, or used car lot.
e e e e e e e e e e e e e e e e e




3. Negotiating parties always negotiate by
e e e e e .




4. There are times when you should
e e e e e e negotiate.




5. Successful negotiation involves the management of
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(e.g., the price or the terms of agreement) an
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d also the resolution of
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,6. Independent parties are able to meet their own
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without the help and assistance of
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others.




7. The mix of convergent and conflicting goals characterizes many
e e e e e e e e e relationships.




8. The e of people's goals, and the
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of the situation in which they are going to negotiate, strongly shapes negoti
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ation processes and outcomes.
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9. Whether you should or should not agree on something in a negotiation depends entirely upon the at
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tractiveness to you of the best available
e e e e e e e .




10. When parties are interdependent, they have to find a way to
e e e e e e e e e e e their differences.
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11. Negotiation is a e e e that transforms over time.
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12. Negotiations often begin with statements of opening
e e e e e e e .




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, 13. When one party accepts a change in his or her position, a
e e e e e e e e e e e e has been made.
e e




14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
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and the dilemma of
e e e e .




15. Most actual negotiations are a combination of claiming and
e e e e e e e e e value processes.
e




16.

is analyzed as it affects the ability of the group to make decisions, work p
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roductively, resolve its differences, and continue to achieve its goals effectively.
e e e e e e e e e e




17. Most people initially believe that
e e e e e is always bad or dysfunctional.
e e e e




18. The objective is not to eliminate conflict but to learn how to manage it to control the
e e e e e e e e e e e e e e e e e




elements while enjoying the productive aspects.
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19. The two-dimensional framework called the
e e e e e




postulates that people in e e e e




conflict have two independent types of concern.
e e e e e e




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