TEST BANK for Essentials of Negotiation,
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7th Edition by Roy Lewicki, Bruce Barry
z z z z z z
Chapters 1 - 12
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, Table of Contents
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1.zThezNaturezofzNegotiation
2.zStrategyzandzTacticszofzDistributivezBargaining
3.zStrategyzandzTacticszofzIntegrativezNegotiation
4.zNegotiation:zStrategyzandzPlanning
5.zEthicszinzNegotiation
6.zPerception,zCognition,zandzEmotion
7.zCommunication
8.zFindingzandzUsingzNegotiationzPower
9.zRelationshipszinzNegotiation
10.zMultiplezParties,zGroups,zandzTeamszinzNegotiation
11.zInternationalzandzCross-CulturalzNegotiation
12.zBestzPracticeszinzNegotiations
, Chapter 1 z
Student:zz
1. People allztheztime.
2. Thezterm iszusedztozdescribezthezcompetitive,zwin-
losezsituationszsuchzaszhagglingzoverzpricezthatzhappenszatzyardzsale,zfleazmarket,zorzusedzcarzlot.
3. Negotiatingzpartieszalwaysznegotiatezby .
4. Therezareztimeszwhenzyouzshould negotiate.
5. Successfulznegotiationzinvolveszthezmanagementzofz_
(e.g.,zthezpricezorztheztermszofzagreement)zandzalsozthezresolutionzof .
6. Independentzpartieszarezableztozmeetztheirzown
withoutzthezhelpzandzassistancezofzothers.
, 7. Thezmixzofzconvergentzandzconflictingzgoalszcharacterizeszmany relationships.
8. The ofzpeople'szgoals,zandzthe
ofzthezsituationzinzwhichztheyzarezgoingztoznegotiate,zstronglyzshapesznegotiationzprocesseszan
dzoutcomes.
9. Whetherzyouzshouldzorzshouldznotzagreezonzsomethingzinzaznegotiationzdependszentirelyzuponzthezat
tractivenessztozyouzofzthezbestzavailable .
10. Whenzpartieszarezinterdependent,ztheyzhaveztozfindzazwayzto theirzdifferences.
11. Negotiationzisza thatztransformszoverztime.
12. Negotiationszoftenzbeginzwithzstatementszofzopening .
13. Whenzonezpartyzacceptszazchangezinzhiszorzherzposition,za haszbeenzmade.
z z z z z
7th Edition by Roy Lewicki, Bruce Barry
z z z z z z
Chapters 1 - 12
z z z
, Table of Contents
z z
1.zThezNaturezofzNegotiation
2.zStrategyzandzTacticszofzDistributivezBargaining
3.zStrategyzandzTacticszofzIntegrativezNegotiation
4.zNegotiation:zStrategyzandzPlanning
5.zEthicszinzNegotiation
6.zPerception,zCognition,zandzEmotion
7.zCommunication
8.zFindingzandzUsingzNegotiationzPower
9.zRelationshipszinzNegotiation
10.zMultiplezParties,zGroups,zandzTeamszinzNegotiation
11.zInternationalzandzCross-CulturalzNegotiation
12.zBestzPracticeszinzNegotiations
, Chapter 1 z
Student:zz
1. People allztheztime.
2. Thezterm iszusedztozdescribezthezcompetitive,zwin-
losezsituationszsuchzaszhagglingzoverzpricezthatzhappenszatzyardzsale,zfleazmarket,zorzusedzcarzlot.
3. Negotiatingzpartieszalwaysznegotiatezby .
4. Therezareztimeszwhenzyouzshould negotiate.
5. Successfulznegotiationzinvolveszthezmanagementzofz_
(e.g.,zthezpricezorztheztermszofzagreement)zandzalsozthezresolutionzof .
6. Independentzpartieszarezableztozmeetztheirzown
withoutzthezhelpzandzassistancezofzothers.
, 7. Thezmixzofzconvergentzandzconflictingzgoalszcharacterizeszmany relationships.
8. The ofzpeople'szgoals,zandzthe
ofzthezsituationzinzwhichztheyzarezgoingztoznegotiate,zstronglyzshapesznegotiationzprocesseszan
dzoutcomes.
9. Whetherzyouzshouldzorzshouldznotzagreezonzsomethingzinzaznegotiationzdependszentirelyzuponzthezat
tractivenessztozyouzofzthezbestzavailable .
10. Whenzpartieszarezinterdependent,ztheyzhaveztozfindzazwayzto theirzdifferences.
11. Negotiationzisza thatztransformszoverztime.
12. Negotiationszoftenzbeginzwithzstatementszofzopening .
13. Whenzonezpartyzacceptszazchangezinzhiszorzherzposition,za haszbeenzmade.
