TEST BANK
Essentials Of Negotiation, 7th Edition.
Authors: Roy Lewicki, Bruce Barry
7th Edition.
,Essentials Of Negotiation, 7th Edition By Roy Lewicki, Bruce Barry Chapters 1 - 12
Table Of Contents
1. The Nature Of Negotiation
2. Strategy And Tactics Of Distributive Bargaining
3. Strategy And Tactics Of Integrative Negotiation
4. Negotiation: Strategy And Planning
5. Ethics In Negotiation
6. Perception, Cognition, And Emotion
7. Communication
8. Finding And Using Negotiation Power
9. Relationships In Negotiation
10. Multiple Parties, Groups, And Teams In Negotiation
11. International And Cross-Cultural Negotiation
12. Best Practices In Negotiations
,Chapter 1
Student:
1. People All The Time.
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.
3. Negotiating Parties Always Negotiate By .
4. There Are Times When You Should Negotiate.
5. Successful Negotiation Involves The Management of _
(E.G., The Price Or The Terms Of agreement) And Also The Resolution Of.
6. Independent Parties Are Able To Meet Their Own Withouththe Help And
Assistance Ofothers.
7. The Mix Of Convergent And Conflicting Goals Characterizes Many
Relationships.
8. The Of People's Goals, And The
Of The Situation In Which They Aregoing To Negotiate, Strongly Shapes Negotiation
Processes And Outcomes.
, 9. Whether You Should Or Should Not Agree On Something In A Negotiation
Depends Entirely Upon The attractiveness To You Of The Best Available .
10. When Parties Are Interdependent, They Have To Find A Way To Their
Differences.
11. Negotiation Is A That Transforms Over Time.
12. Negotiations Often Begin With Statements Of Opening .
13. When One Party Accepts A Change In His Or Her Position, AHas Been Made.
14. Two Of The Dilemmas In Mutual Adjustment That All Negotiators Face Are The
Dilemma Of
And The Dilemma Of .
15. Most Actual Negotiations Are A Combination Of Claiming And Value
Processes.
Essentials Of Negotiation, 7th Edition.
Authors: Roy Lewicki, Bruce Barry
7th Edition.
,Essentials Of Negotiation, 7th Edition By Roy Lewicki, Bruce Barry Chapters 1 - 12
Table Of Contents
1. The Nature Of Negotiation
2. Strategy And Tactics Of Distributive Bargaining
3. Strategy And Tactics Of Integrative Negotiation
4. Negotiation: Strategy And Planning
5. Ethics In Negotiation
6. Perception, Cognition, And Emotion
7. Communication
8. Finding And Using Negotiation Power
9. Relationships In Negotiation
10. Multiple Parties, Groups, And Teams In Negotiation
11. International And Cross-Cultural Negotiation
12. Best Practices In Negotiations
,Chapter 1
Student:
1. People All The Time.
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.
3. Negotiating Parties Always Negotiate By .
4. There Are Times When You Should Negotiate.
5. Successful Negotiation Involves The Management of _
(E.G., The Price Or The Terms Of agreement) And Also The Resolution Of.
6. Independent Parties Are Able To Meet Their Own Withouththe Help And
Assistance Ofothers.
7. The Mix Of Convergent And Conflicting Goals Characterizes Many
Relationships.
8. The Of People's Goals, And The
Of The Situation In Which They Aregoing To Negotiate, Strongly Shapes Negotiation
Processes And Outcomes.
, 9. Whether You Should Or Should Not Agree On Something In A Negotiation
Depends Entirely Upon The attractiveness To You Of The Best Available .
10. When Parties Are Interdependent, They Have To Find A Way To Their
Differences.
11. Negotiation Is A That Transforms Over Time.
12. Negotiations Often Begin With Statements Of Opening .
13. When One Party Accepts A Change In His Or Her Position, AHas Been Made.
14. Two Of The Dilemmas In Mutual Adjustment That All Negotiators Face Are The
Dilemma Of
And The Dilemma Of .
15. Most Actual Negotiations Are A Combination Of Claiming And Value
Processes.
