, Essentials of Negotiation -
m m m
Test Bank for sixth edition by Roy J. Lewicki, Bruce Barr
m m m m m m m m m m m
y, David M. Saunders
m m m
Chapter 01 m
1. People allmthemtime.
negotiate
2. Themterm ismusedmtomdescribemthemcompetitive,mwin-
losemsituationsmsuchmasmhagglingmovermpricemthatmhappensmatmyardmsale,mfleammarket,mormu
sedmcarmlot.
bargaining
Lewickim-mChapterm01m#2
3. Negotiatingmpartiesmalwaysmnegotiatemby .
choice
Lewickim-mChapterm01m#3
4. Theremaremtimesmwhenmyoumshould negotiate.
not
Lewickim-mChapterm01m#4
5. Successfulmnegotiationminvolvesmthemmanagementmofm_
(e.g.,mthempricemormthemtermsmofmagreement)
m andmalsomthemresolutionmof .
tangibles;mintangibles
,6. Independentmpartiesmaremablemtommeetmtheirmown
withoutmthemhelpmandmassistance
m ofmothers.
needs
Lewickim-mChapterm01m#6
7. Themmixmofmconvergentmandmconflictingmgoalsmcharacterizesmmany relationships.
interdependent
Lewickim-mChapterm01m#7
8. The ofmpeople'smgoals,mandmthe
ofmthemsituationminmwhichmtheymaremgoingmtomnegotiate,mstronglymshapesmneg
otiationmprocessesmandmoutcomes.
interdependence;mstructure
Lewickim-mChapterm01m#8
9. Whethermyoumshouldmormshouldmnotmagreemonmsomethingminmamnegotiationmdependsmentirelymupo
nmthemattractivenessmtomyoumofmthembestmavailable .
alternative
Lewickim-mChapterm01m#9
10. Whenmpartiesmareminterdependent,mtheymhavemtomfindmamwaymto theirmdifferences.
resolve
Lewickim-mChapterm01m#10
, 11. Negotiationmisma thatmtransformsm overm time.
process
Lewickim-mChapterm01m#11
12. Negotiationsmoftenmbeginmwithmstatementsmofmopening .
positions
Lewickim-mChapterm01m#12
13. Whenmonempartymacceptsmamchangeminmhismormhermposition,ma hasmbeenmmade.
concession
Lewickim-mChapterm01m#13
14. Twomofmthemdilemmasminmmutualmadjustmentmthatmallmnegotiatorsmfacemaremthemdilemmamof
andmthemdilemmamof .
honesty;m trust
Lewickim-mChapterm01m#14
15. Mostmactualmnegotiationsmaremamcombinationmofmclaimingmand valuem processes.
creating
Lewickim-mChapterm01m#15
m m m
Test Bank for sixth edition by Roy J. Lewicki, Bruce Barr
m m m m m m m m m m m
y, David M. Saunders
m m m
Chapter 01 m
1. People allmthemtime.
negotiate
2. Themterm ismusedmtomdescribemthemcompetitive,mwin-
losemsituationsmsuchmasmhagglingmovermpricemthatmhappensmatmyardmsale,mfleammarket,mormu
sedmcarmlot.
bargaining
Lewickim-mChapterm01m#2
3. Negotiatingmpartiesmalwaysmnegotiatemby .
choice
Lewickim-mChapterm01m#3
4. Theremaremtimesmwhenmyoumshould negotiate.
not
Lewickim-mChapterm01m#4
5. Successfulmnegotiationminvolvesmthemmanagementmofm_
(e.g.,mthempricemormthemtermsmofmagreement)
m andmalsomthemresolutionmof .
tangibles;mintangibles
,6. Independentmpartiesmaremablemtommeetmtheirmown
withoutmthemhelpmandmassistance
m ofmothers.
needs
Lewickim-mChapterm01m#6
7. Themmixmofmconvergentmandmconflictingmgoalsmcharacterizesmmany relationships.
interdependent
Lewickim-mChapterm01m#7
8. The ofmpeople'smgoals,mandmthe
ofmthemsituationminmwhichmtheymaremgoingmtomnegotiate,mstronglymshapesmneg
otiationmprocessesmandmoutcomes.
interdependence;mstructure
Lewickim-mChapterm01m#8
9. Whethermyoumshouldmormshouldmnotmagreemonmsomethingminmamnegotiationmdependsmentirelymupo
nmthemattractivenessmtomyoumofmthembestmavailable .
alternative
Lewickim-mChapterm01m#9
10. Whenmpartiesmareminterdependent,mtheymhavemtomfindmamwaymto theirmdifferences.
resolve
Lewickim-mChapterm01m#10
, 11. Negotiationmisma thatmtransformsm overm time.
process
Lewickim-mChapterm01m#11
12. Negotiationsmoftenmbeginmwithmstatementsmofmopening .
positions
Lewickim-mChapterm01m#12
13. Whenmonempartymacceptsmamchangeminmhismormhermposition,ma hasmbeenmmade.
concession
Lewickim-mChapterm01m#13
14. Twomofmthemdilemmasminmmutualmadjustmentmthatmallmnegotiatorsmfacemaremthemdilemmamof
andmthemdilemmamof .
honesty;m trust
Lewickim-mChapterm01m#14
15. Mostmactualmnegotiationsmaremamcombinationmofmclaimingmand valuem processes.
creating
Lewickim-mChapterm01m#15
