TestBank
b
, Essentials of Negotiation - Test Bank for sixth edition by Roy J. Lewicki,
b b b b b b b b b b b b
Bruce Barry, David M. Saunders
b b b b b
Chapter 01 b
1. People all the time.
b b
negotiate
2. The termb is used to describe the competitive, win-lose situations such as
b b b b b b b b b
haggling over price that happens at yard sale, flea market, or used car lot.
b b b b b b b b b b b b b b
bargaining
Lewicki - Chapter 01 #2
b b b b
3. Negotiating parties always negotiate by
b b b b .
choice
Lewicki - Chapter 01 #3
b b b b
4. There are times when you should
b b b b b negotiate.
not
Lewicki - Chapter 01 #4
b b b b
5. Successful negotiation involves the management of _
b b b b b b (e.g., the price or the terms
b b b b b
of agreement) and also the resolution of
b b . b b b b b
tangibles; intangibles
b
https://www.stuvia.com/user/angelinas
, 6. Independent parties are able to meet their own
b b b b b b b without the help and assistance
b b b b
of others.
b b
needs
Lewicki - Chapter 01 #6
b b b b
7. The mix of convergent and conflicting goals characterizes many
b b b b b b b b relationships.
interdependent
Lewicki - Chapter 01 #7
b b b b
8. The of people's goals, and the b of the situation in which they are
b b b b b b b b b
going to negotiate, strongly shapes negotiation processes and outcomes.
b b b b b b b b b
interdependence; structure b
Lewicki - Chapter 01 #8
b b b b
9. Whether you should or should not agree on something in a negotiation depends entirely upon the
b b b b b b b b b b b b b b b
attractiveness to you of the best available
b b b . b b b b
alternative
Lewicki - Chapter 01 #9
b b b b
10. When parties are interdependent, they have to find a way to
b b b b b b b b b b their differences.
b
resolve
Lewicki - Chapter 01 #10
b b b b
https://www.stuvia.com/user/angelinas
, 11. Negotiation is a b b that transforms over time.
b b b
process
Lewicki - Chapter 01 #11
b b b b
12. Negotiations often begin with statements of opening
b b b b b b .
positions
Lewicki - Chapter 01 #12
b b b b
13. When one party accepts a change in his or her position, a
b b b b b b b b b b b has been made.
b b
concession
Lewicki - Chapter 01 #13
b b b b
14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
b b b b b b b b b b b b b b
and the dilemma of
b b b .
honesty; trust b
Lewicki - Chapter 01 #14
b b b b
15. Most actual negotiations are a combination of claiming and
b b b b b b b b value processes.
b
creating
Lewicki - Chapter 01 #15
b b b b
https://www.stuvia.com/user/angelinas
b
, Essentials of Negotiation - Test Bank for sixth edition by Roy J. Lewicki,
b b b b b b b b b b b b
Bruce Barry, David M. Saunders
b b b b b
Chapter 01 b
1. People all the time.
b b
negotiate
2. The termb is used to describe the competitive, win-lose situations such as
b b b b b b b b b
haggling over price that happens at yard sale, flea market, or used car lot.
b b b b b b b b b b b b b b
bargaining
Lewicki - Chapter 01 #2
b b b b
3. Negotiating parties always negotiate by
b b b b .
choice
Lewicki - Chapter 01 #3
b b b b
4. There are times when you should
b b b b b negotiate.
not
Lewicki - Chapter 01 #4
b b b b
5. Successful negotiation involves the management of _
b b b b b b (e.g., the price or the terms
b b b b b
of agreement) and also the resolution of
b b . b b b b b
tangibles; intangibles
b
https://www.stuvia.com/user/angelinas
, 6. Independent parties are able to meet their own
b b b b b b b without the help and assistance
b b b b
of others.
b b
needs
Lewicki - Chapter 01 #6
b b b b
7. The mix of convergent and conflicting goals characterizes many
b b b b b b b b relationships.
interdependent
Lewicki - Chapter 01 #7
b b b b
8. The of people's goals, and the b of the situation in which they are
b b b b b b b b b
going to negotiate, strongly shapes negotiation processes and outcomes.
b b b b b b b b b
interdependence; structure b
Lewicki - Chapter 01 #8
b b b b
9. Whether you should or should not agree on something in a negotiation depends entirely upon the
b b b b b b b b b b b b b b b
attractiveness to you of the best available
b b b . b b b b
alternative
Lewicki - Chapter 01 #9
b b b b
10. When parties are interdependent, they have to find a way to
b b b b b b b b b b their differences.
b
resolve
Lewicki - Chapter 01 #10
b b b b
https://www.stuvia.com/user/angelinas
, 11. Negotiation is a b b that transforms over time.
b b b
process
Lewicki - Chapter 01 #11
b b b b
12. Negotiations often begin with statements of opening
b b b b b b .
positions
Lewicki - Chapter 01 #12
b b b b
13. When one party accepts a change in his or her position, a
b b b b b b b b b b b has been made.
b b
concession
Lewicki - Chapter 01 #13
b b b b
14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
b b b b b b b b b b b b b b
and the dilemma of
b b b .
honesty; trust b
Lewicki - Chapter 01 #14
b b b b
15. Most actual negotiations are a combination of claiming and
b b b b b b b b value processes.
b
creating
Lewicki - Chapter 01 #15
b b b b
https://www.stuvia.com/user/angelinas
