, 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
,6. Independent #yparties #yare #yable #yto #ymeet #ytheir #yown without #ythe #yhelp #yand
#y assistance #yof #yothers.
needs
Lewicki #y- #yChapter #y01 #y#6
7. The #ymix #yof #yconvergent #yand #yconflicting #ygoals #ycharacterizes #ymany relationships.
interdependent
Lewicki #y- #yChapter #y01 #y#7
8. The of #ypeople's #ygoals, #yand #ythe of #ythe #ysituation #yin #ywhich #ythey
are #ygoing #yto #ynegotiate, #ystrongly #yshapes #ynegotiation #yprocesses #yand #youtcomes.
#y
interdependence; #ystructure
Lewicki #y- #yChapter #y01 #y#8
9. Whether #yyou #yshould #yor #yshould #ynot #yagree #yon #ysomething #yin #ya #ynegotiation #ydepends
#y entirely #yupon #ythe #yattractiveness #yto #yyou #yof #ythe #ybest #yavailable .
alternative
Lewicki #y- #yChapter #y01 #y#9
10. When #yparties #yare #yinterdependent, #ythey #yhave #yto #yfind #ya #yway #yto their #ydifferences.
resolve
Lewicki #y- #yChapter #y01 #y#10
, 11. Negotiation #yis #ya that #ytransforms #y over # y time.
process
Lewicki #y- #yChapter #y01 #y#11
12. Negotiations #yoften #ybegin #ywith #ystatements #yof #yopening .
positions
Lewicki #y- #yChapter #y01 #y#12
13. When #yone #yparty #yaccepts #ya #ychange #yin #yhis #yor #yher #yposition, #ya has #ybeen #ymade.
concession
Lewicki #y- #yChapter #y01 #y#13
14. Two #yof #ythe #ydilemmas #yin #ymutual #yadjustment #ythat #yall #ynegotiators #yface #yare #ythe #ydilemma #yof
and #ythe #ydilemma #yof .
honesty; # y trust
Lewicki #y- #yChapter #y01 #y#14
15. Most #yactual #ynegotiations #yare #ya #ycombination #yof #yclaiming #yand value #y processes.
creating
Lewicki #y- #yChapter #y01 #y#15
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
,6. Independent #yparties #yare #yable #yto #ymeet #ytheir #yown without #ythe #yhelp #yand
#y assistance #yof #yothers.
needs
Lewicki #y- #yChapter #y01 #y#6
7. The #ymix #yof #yconvergent #yand #yconflicting #ygoals #ycharacterizes #ymany relationships.
interdependent
Lewicki #y- #yChapter #y01 #y#7
8. The of #ypeople's #ygoals, #yand #ythe of #ythe #ysituation #yin #ywhich #ythey
are #ygoing #yto #ynegotiate, #ystrongly #yshapes #ynegotiation #yprocesses #yand #youtcomes.
#y
interdependence; #ystructure
Lewicki #y- #yChapter #y01 #y#8
9. Whether #yyou #yshould #yor #yshould #ynot #yagree #yon #ysomething #yin #ya #ynegotiation #ydepends
#y entirely #yupon #ythe #yattractiveness #yto #yyou #yof #ythe #ybest #yavailable .
alternative
Lewicki #y- #yChapter #y01 #y#9
10. When #yparties #yare #yinterdependent, #ythey #yhave #yto #yfind #ya #yway #yto their #ydifferences.
resolve
Lewicki #y- #yChapter #y01 #y#10
, 11. Negotiation #yis #ya that #ytransforms #y over # y time.
process
Lewicki #y- #yChapter #y01 #y#11
12. Negotiations #yoften #ybegin #ywith #ystatements #yof #yopening .
positions
Lewicki #y- #yChapter #y01 #y#12
13. When #yone #yparty #yaccepts #ya #ychange #yin #yhis #yor #yher #yposition, #ya has #ybeen #ymade.
concession
Lewicki #y- #yChapter #y01 #y#13
14. Two #yof #ythe #ydilemmas #yin #ymutual #yadjustment #ythat #yall #ynegotiators #yface #yare #ythe #ydilemma #yof
and #ythe #ydilemma #yof .
honesty; # y trust
Lewicki #y- #yChapter #y01 #y#14
15. Most #yactual #ynegotiations #yare #ya #ycombination #yof #yclaiming #yand value #y processes.
creating
Lewicki #y- #yChapter #y01 #y#15
