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, 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
TestBanksAdept
,6. Independent @vtparties @vtare @vtable @vtto @vtmeet @vttheir @vtown without @vtthe @vthelp @vtand
@vt assistance @vtof @vtothers.
needs
Lewicki @vt- @vtChapter @vt01 @vt#6
7. The @vtmix @vtof @vtconvergent @vtand @vtconflicting @vtgoals @vtcharacterizes @vtmany relationships.
interdependent
Lewicki @vt- @vtChapter @vt01 @vt#7
8. The of @vtpeople's @vtgoals, @vtand @vtthe of @vtthe @vtsituation @vtin @vtwhich
they @vtare @vtgoing @vtto @vtnegotiate, @vtstrongly @vtshapes @vtnegotiation @vtprocesses @vtand
@vt
@vt outcomes.
interdependence; @vtstructure
Lewicki @vt- @vtChapter @vt01 @vt#8
9. Whether @vtyou @vtshould @vtor @vtshould @vtnot @vtagree @vton @vtsomething @vtin @vta @vtnegotiation
@vt depends @vtentirely @vtupon @vtthe @vtattractiveness @vtto @vtyou @vtof @vtthe @vtbest @vtavailable
.
alternative
Lewicki @vt- @vtChapter @vt01 @vt#9
10. When @vtparties @vtare @vtinterdependent, @vtthey @vthave @vtto @vtfind @vta @vtway @vtto their @vtdifferences.
resolve
Lewicki @vt- @vtChapter @vt01 @vt#10
TestBanksAdept
, 11. Negotiation @vtis @vta that @vttransforms @vt over @v t time.
process
Lewicki @vt- @vtChapter @vt01 @vt#11
12. Negotiations @vtoften @vtbegin @vtwith @vtstatements @vtof @vtopening .
positions
Lewicki @vt- @vtChapter @vt01 @vt#12
13. When @vtone @vtparty @vtaccepts @vta @vtchange @vtin @vthis @vtor @vther @vtposition, @vta has @vtbeen @vtmade.
concession
Lewicki @vt- @vtChapter @vt01 @vt#13
14. Two @vtof @vtthe @vtdilemmas @vtin @vtmutual @vtadjustment @vtthat @vtall @vtnegotiators @vtface @vtare @vtthe @vtdilemma
@vtof
and @vtthe @vtdilemma @vtof .
honesty; @ v t trust
Lewicki @vt- @vtChapter @vt01 @vt#14
15. Most @vtactual @vtnegotiations @vtare @vta @vtcombination @vtof @vtclaiming @vtand value @vt processes.
creating
Lewicki @vt- @vtChapter @vt01 @vt#15
TestBanksAdept
, 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
TestBanksAdept
,6. Independent @vtparties @vtare @vtable @vtto @vtmeet @vttheir @vtown without @vtthe @vthelp @vtand
@vt assistance @vtof @vtothers.
needs
Lewicki @vt- @vtChapter @vt01 @vt#6
7. The @vtmix @vtof @vtconvergent @vtand @vtconflicting @vtgoals @vtcharacterizes @vtmany relationships.
interdependent
Lewicki @vt- @vtChapter @vt01 @vt#7
8. The of @vtpeople's @vtgoals, @vtand @vtthe of @vtthe @vtsituation @vtin @vtwhich
they @vtare @vtgoing @vtto @vtnegotiate, @vtstrongly @vtshapes @vtnegotiation @vtprocesses @vtand
@vt
@vt outcomes.
interdependence; @vtstructure
Lewicki @vt- @vtChapter @vt01 @vt#8
9. Whether @vtyou @vtshould @vtor @vtshould @vtnot @vtagree @vton @vtsomething @vtin @vta @vtnegotiation
@vt depends @vtentirely @vtupon @vtthe @vtattractiveness @vtto @vtyou @vtof @vtthe @vtbest @vtavailable
.
alternative
Lewicki @vt- @vtChapter @vt01 @vt#9
10. When @vtparties @vtare @vtinterdependent, @vtthey @vthave @vtto @vtfind @vta @vtway @vtto their @vtdifferences.
resolve
Lewicki @vt- @vtChapter @vt01 @vt#10
TestBanksAdept
, 11. Negotiation @vtis @vta that @vttransforms @vt over @v t time.
process
Lewicki @vt- @vtChapter @vt01 @vt#11
12. Negotiations @vtoften @vtbegin @vtwith @vtstatements @vtof @vtopening .
positions
Lewicki @vt- @vtChapter @vt01 @vt#12
13. When @vtone @vtparty @vtaccepts @vta @vtchange @vtin @vthis @vtor @vther @vtposition, @vta has @vtbeen @vtmade.
concession
Lewicki @vt- @vtChapter @vt01 @vt#13
14. Two @vtof @vtthe @vtdilemmas @vtin @vtmutual @vtadjustment @vtthat @vtall @vtnegotiators @vtface @vtare @vtthe @vtdilemma
@vtof
and @vtthe @vtdilemma @vtof .
honesty; @ v t trust
Lewicki @vt- @vtChapter @vt01 @vt#14
15. Most @vtactual @vtnegotiations @vtare @vta @vtcombination @vtof @vtclaiming @vtand value @vt processes.
creating
Lewicki @vt- @vtChapter @vt01 @vt#15
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