Test Bank
, ESSENTIALS OF NEGOTIATION - TEST BANK FOR SIXTH
EDITION BY ROY J. LEWICKI, BRUCE BARRY,
DAVID M. SAUNDERS EXAM QUESTIONS AND
ANSWERS RATED A+ 2025 2026
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
https://www.stuvia.com/user/angelinas
, 6. Independent parties are able to meet their own without the help and assistance
of others.
needs
Lewicki - Chapter 01 #6
7. The mix of convergent and conflicting goals characterizes many relationships.
interdependent
Lewicki - Chapter 01 #7
8. The of people's goals, and the of the situation in which they are
going to negotiate, strongly shapes negotiation processes and outcomes.
interdependence; structure
Lewicki - Chapter 01 #8
9. Whether you should or should not agree on something in a negotiation depends entirely upon
the attractiveness to you of the best available .
alternative
Lewicki - Chapter 01 #9
10. When parties are interdependent, they have to find a way to their differences.
resolve
Lewicki - Chapter 01 #10
https://www.stuvia.com/user/angelinas
, 11. Negotiation is a that transforms over time.
process
Lewicki - Chapter 01 #11
12. Negotiations often begin with statements of opening .
positions
Lewicki - Chapter 01 #12
13. When one party accepts a change in his or her position, a has been made.
concession
Lewicki - Chapter 01 #13
14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
and the dilemma of .
honesty; trust
Lewicki - Chapter 01 #14
15. Most actual negotiations are a combination of claiming and value processes.
creating
Lewicki - Chapter 01 #15
https://www.stuvia.com/user/angelinas
, ESSENTIALS OF NEGOTIATION - TEST BANK FOR SIXTH
EDITION BY ROY J. LEWICKI, BRUCE BARRY,
DAVID M. SAUNDERS EXAM QUESTIONS AND
ANSWERS RATED A+ 2025 2026
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
https://www.stuvia.com/user/angelinas
, 6. Independent parties are able to meet their own without the help and assistance
of others.
needs
Lewicki - Chapter 01 #6
7. The mix of convergent and conflicting goals characterizes many relationships.
interdependent
Lewicki - Chapter 01 #7
8. The of people's goals, and the of the situation in which they are
going to negotiate, strongly shapes negotiation processes and outcomes.
interdependence; structure
Lewicki - Chapter 01 #8
9. Whether you should or should not agree on something in a negotiation depends entirely upon
the attractiveness to you of the best available .
alternative
Lewicki - Chapter 01 #9
10. When parties are interdependent, they have to find a way to their differences.
resolve
Lewicki - Chapter 01 #10
https://www.stuvia.com/user/angelinas
, 11. Negotiation is a that transforms over time.
process
Lewicki - Chapter 01 #11
12. Negotiations often begin with statements of opening .
positions
Lewicki - Chapter 01 #12
13. When one party accepts a change in his or her position, a has been made.
concession
Lewicki - Chapter 01 #13
14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
and the dilemma of .
honesty; trust
Lewicki - Chapter 01 #14
15. Most actual negotiations are a combination of claiming and value processes.
creating
Lewicki - Chapter 01 #15
https://www.stuvia.com/user/angelinas
