Test Bank for Essentials of Negotiation, 6th Edition by Lewicki, Barry & Saunders — Complete Chapter Questions & Answers

, EssentialsVofVNegotiationV-
VTestVBankVforVsixthVeditionVbyVRoyVJ.VLewicki,VBruceVBa

rry,VDavidVM.VSaunders

ChapterV01
1. People allVtheVtime.


negotiate




2. TheVterm isVusedVtoVdescribeVtheVcompetitive,Vwin-
loseVsituationsVsuchVasVhagglingVoverVpriceVthatVhappensVatVyardVsale,VfleaVmarket,Vor
VusedVcarVlot.




bargaining

LewickiV-VChapterV01V#2



3. NegotiatingVpartiesValwaysVnegotiateVby .


choice

LewickiV-VChapterV01V#3



4. ThereVareVtimesVwhenVyouVshould negotiate.


not

LewickiV-VChapterV01V#4



5. SuccessfulVnegotiationVinvolvesVtheVmanagementVofV_
(e.g.,VtheVpriceVorVtheVtermsVofVagreement
)VandValsoVtheVresolutionVof .


tangibles;Vintangibles

,6. IndependentVpartiesVareVableVtoVmeetVtheirVown
withoutVtheVhelpVandVassistanc
eVofVothers.


needs

LewickiV-VChapterV01V#6



7. TheVmixVofVconvergentVandVconflictingVgoalsVcharacterizesVmany relationships.


interdependent

LewickiV-VChapterV01V#7



8. The ofVpeople'sVgoals,VandVthe
ofVtheVsituationVinVwhichVtheyVareVgoingVtoVnegotiate,VstronglyVshapesVne
gotiationVprocessesVandVoutcomes.


interdependence;Vstructure

LewickiV-VChapterV01V#8



9. WhetherVyouVshouldVorVshouldVnotVagreeVonVsomethingVinVaVnegotiationVdependsVentirelyVup
onVtheVattractivenessVtoVyouVofVtheVbestVavailable .


alternative

LewickiV-VChapterV01V#9



10. WhenVpartiesVareVinterdependent,VtheyVhaveVtoVfindVaVwayVto theirVdifferences.


resolve

LewickiV-VChapterV01V#10

, 11. NegotiationVisVa thatVtransformsV overV time.


process

LewickiV-VChapterV01V#11



12. NegotiationsVoftenVbeginVwithVstatementsVofVopening .


positions

LewickiV-VChapterV01V#12



13. WhenVoneVpartyVacceptsVaVchangeVinVhisVorVherVposition,Va hasVbeenVmade.


concession

LewickiV-VChapterV01V#13



14. TwoVofVtheVdilemmasVinVmutualVadjustmentVthatVallVnegotiatorsVfaceVareVtheVdilemmaVof
andVtheVdilemmaVof .


honesty;V trust

LewickiV-VChapterV01V#14



15. MostVactualVnegotiationsVareVaVcombinationVofVclaimingVand valueV processes.


creating

LewickiV-VChapterV01V#15