Complete Test Bank for Essentials of Negotiation 6th Edition by Roy J. Lewicki, Bruce Barry, and David M. Saunders | Complete A+ Guide with Questions and Answers

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, Essentials of Negotiation -Test Bank forsixth edition by Roy J. Lewicki,
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Bruce Barry, David M. Saunders
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Chapter 01 v




1. People all the time.
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negotiate




2. The term
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haggling over price that happens at yard sale, flea market, or used car lot.
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bargaining

Lewicki - Chapter 01 #2
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3. Negotiating parties always negotiate by
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choice

Lewicki - Chapter 01 #3
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4. There are times when you should
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not

Lewicki - Chapter 01 #4
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5. Successful negotiation involves the management of _
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agreement) and also the resolution of
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tangibles; intangiblesv




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, 6. Independent parties are able to meet their own
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of others.
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needs

Lewicki - Chapter 01 #6
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7. The mix of convergent and conflicting goals characterizes many
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interdependent

Lewicki - Chapter 01 #7
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8. The of people's goals, and the v of the situation in which they are
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going to negotiate, strongly shapes negotiation processes and outcomes.
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interdependence; structure v




Lewicki - Chapter 01 #8
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9. Whether you should or should not agree on something in a negotiation depends entirely upon the
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attractiveness to you of the best available
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alternative

Lewicki - Chapter 01 #9
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10. When parties are interdependent, they have to find a way to
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resolve

Lewicki - Chapter 01 #10
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, 11. Negotiation is a v v that transforms over time.
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process

Lewicki - Chapter 01 #11
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12. Negotiations often begin with statements of opening
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positions

Lewicki - Chapter 01 #12
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13. When one party accepts a change in his or her position, a
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concession

Lewicki - Chapter 01 #13
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14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
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and the dilemma of
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honesty; trust v




Lewicki - Chapter 01 #14
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15. Most actual negotiations are a combination of claiming and
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creating

Lewicki - Chapter 01 #15
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