Test Bank For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry| 978-1260399455| All Chapters 1-12| LATEST

TEST BANK for Essentials of Negotiation,
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7th Edition by Roy Lewicki, Bruce Barry
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Chapters 1 - 12 NM NM NM

, Table of Contents ss ss




1. The Nature of Negotiation
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2. Strategy and Tactics of Distributive Bargaining
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3. Strategy and Tactics of Integrative Negotiation
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4. Negotiation: Strategy and Planning s s s s s s




5. Ethics in Negotiation
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6. Perception, Cognition, and Emotion
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7. Communication

8. Finding and Using Negotiation Power
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9. Relationships in Negotiation s s s s




10. Multiple Parties, Groups, and Teams in Negotiation
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11. International and Cross-Cultural Negotiation s s s s s s




12. Best Practices in Negotiations
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, Chapter 1 ss




Student:
ANSWERS AT THE END OF EVERY CHAPTER
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1. People all the time.
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2. The termss is used to describe the competitive, win-lose situations such as
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s s hagglingover price that happens at yard sale, flea market, or used car lot.
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3. Negotiating parties always negotiate by
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4. There are times when you should
ss ss ss ss ss negotiate.




5. Successful negotiation involves the management of _
ss ss ss ss ss ss (e.g., the price or the terms
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ofagreement) and also the resolution of
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6. Independent parties are able to meet their own
ss ss ss ss ss ss ss without the help and assistance
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ss ofothers.

, 7. The mix of convergent and conflicting goals characterizes many
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8. The of people's goals, and the
s s s s s s s s of the situation in which
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s s they are going to negotiate, strongly shapes negotiation processes and
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s s outcomes.




9. Whether you should or should not agree on something in a negotiation
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s s depends entirely upon theattractiveness to you of the best available
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10. When parties are interdependent, they have to find
s s s s s s s s s s s s s s s s a way to their differences.
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11. Negotiation is a s s s s that transforms over time.
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12. Negotiations often begin with statements of opening
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13. When one party accepts a change in his or her position, a has been made.
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