TESTBANKforEssentialsofNegotiation,
f f f f f
7thEditionbyRoyLewicki,BruceBarry
f f f f f f
Chapters1-12 f f f
, TableofContents f f
1. The Nature of Negotiation
f f f f
2. Strategy and Tactics of Distributive Bargaining
f f f f f f
3. Strategy and Tactics of Integrative Negotiation
f f f f f f
4. Negotiation: Strategy and Planning
f f f f
5. Ethics in Negotiation
f f f
6. Perception, Cognition, and Emotion
f f f f
7. Communication
f
8. Finding and Using Negotiation Power
f f f f f
9. Relationships in Negotiation
f f f
10. Multiple Parties, Groups, and Teams in Negotiation
f f f f f f f
11. International and Cross-Cultural Negotiation
f f f f
12. Best Practices in Negotiations
f f f f
, Chapter 1 f
Student: ff
1. People allthetime. f f
2. Theterm
f is used to describe the competitive, win-lose situations such as hagglingover
f f f f f f f f f f f
pricethathappensatyardsale,fleamarket,orusedcarlot.
f f f f f f f f f f f f
3. Negotiatingpartiesalwaysnegotiateby
f f f f .
4. There aretimeswhenyou should
f f f f f negotiate.
5. Successfulnegotiationinvolves the management of_
f f f f f f (e.g.,thepriceorthetermsof
f f f f f f
agreement)andalsotheresolutionof
f f f f f f .
6. Independentpartiesareabletomeettheirown
f f f f f f f withoutthehelpandassistanceof
f f f f f
others.
f
, 7. The mix of convergentand conflicting goals characterizes many
f f f f f f f f relationships.
8. The of people'sgoals, and the
f f f f of the situation in which they are
f f f f f f
going to negotiate, strongly shapes negotiation processes and outcomes.
f f f f f f f f f
9. Whether you should or should not agree on something in a negotiation depends entirely upon the
f f f f f f f f f f f f f f f
attractiveness to you of the best available
f f f f f f f .
10. When parties are interdependent, they have to find a way to
f f f f f f f f f f theirdifferences.
f
11. Negotiation isa f f that transforms over time.
f f f
12. Negotiationsoften begin with statements of opening
f f f f f f .
13. When one party accepts a change in his orher position, a
f f f f f f f f f f f hasbeen made.
f f
f f f f f
7thEditionbyRoyLewicki,BruceBarry
f f f f f f
Chapters1-12 f f f
, TableofContents f f
1. The Nature of Negotiation
f f f f
2. Strategy and Tactics of Distributive Bargaining
f f f f f f
3. Strategy and Tactics of Integrative Negotiation
f f f f f f
4. Negotiation: Strategy and Planning
f f f f
5. Ethics in Negotiation
f f f
6. Perception, Cognition, and Emotion
f f f f
7. Communication
f
8. Finding and Using Negotiation Power
f f f f f
9. Relationships in Negotiation
f f f
10. Multiple Parties, Groups, and Teams in Negotiation
f f f f f f f
11. International and Cross-Cultural Negotiation
f f f f
12. Best Practices in Negotiations
f f f f
, Chapter 1 f
Student: ff
1. People allthetime. f f
2. Theterm
f is used to describe the competitive, win-lose situations such as hagglingover
f f f f f f f f f f f
pricethathappensatyardsale,fleamarket,orusedcarlot.
f f f f f f f f f f f f
3. Negotiatingpartiesalwaysnegotiateby
f f f f .
4. There aretimeswhenyou should
f f f f f negotiate.
5. Successfulnegotiationinvolves the management of_
f f f f f f (e.g.,thepriceorthetermsof
f f f f f f
agreement)andalsotheresolutionof
f f f f f f .
6. Independentpartiesareabletomeettheirown
f f f f f f f withoutthehelpandassistanceof
f f f f f
others.
f
, 7. The mix of convergentand conflicting goals characterizes many
f f f f f f f f relationships.
8. The of people'sgoals, and the
f f f f of the situation in which they are
f f f f f f
going to negotiate, strongly shapes negotiation processes and outcomes.
f f f f f f f f f
9. Whether you should or should not agree on something in a negotiation depends entirely upon the
f f f f f f f f f f f f f f f
attractiveness to you of the best available
f f f f f f f .
10. When parties are interdependent, they have to find a way to
f f f f f f f f f f theirdifferences.
f
11. Negotiation isa f f that transforms over time.
f f f
12. Negotiationsoften begin with statements of opening
f f f f f f .
13. When one party accepts a change in his orher position, a
f f f f f f f f f f f hasbeen made.
f f
