TEST BANK for Essential̦ s of Negotiation,
8TH Edition by Roy Lewicki, Bruce Barry
Chapters 1 – 12
, Tabl̦e 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 Pl̦anning
5. Ethics in Negotiation
6. Perception, Cognition, and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Rel̦ationships in Negotiation
10. Mul̦tipl̦e Parties, Groups, and Teams in Negotiation
11. International̦ and Cross-Cul̦tural̦ Negotiation
12. Best Practices in Negotiations
, Chapter 1
Student:
1. Peopl̦ e al̦ l̦ the time.
2. The term is used to describe the competitive, win-l̦ ose situations such as haggl̦ ing
over price that happens at yard sal̦ e, fl̦ ea market, or used car l̦ ot.
3. Negotiating parties al̦ ways negotiate by .
4. There are times when you shoul̦ d negotiate.
5. Successful̦ negotiation invol̦ ves the management of _ (e.g., the price or the terms of
agreement) and al̦ so the resol̦ ution of .
6. Independent parties are abl̦ e to meet their own without the hel̦ p and assistance of
others.
, 7. The mix of convergent and confl̦ icting goal̦ s characterizes many rel̦ ationships.
8. The of peopl̦ e's goal̦ s, and the of the situation in which they are
going to negotiate, strongl̦ y shapes negotiation processes and outcomes.
9. Whether you shoul̦ d or shoul̦ d not agree on something in a negotiation depends entirel̦ y upon the
attractiveness to you of the best avail̦ abl̦ e .
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, a has been made.
8TH Edition by Roy Lewicki, Bruce Barry
Chapters 1 – 12
, Tabl̦e 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 Pl̦anning
5. Ethics in Negotiation
6. Perception, Cognition, and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Rel̦ationships in Negotiation
10. Mul̦tipl̦e Parties, Groups, and Teams in Negotiation
11. International̦ and Cross-Cul̦tural̦ Negotiation
12. Best Practices in Negotiations
, Chapter 1
Student:
1. Peopl̦ e al̦ l̦ the time.
2. The term is used to describe the competitive, win-l̦ ose situations such as haggl̦ ing
over price that happens at yard sal̦ e, fl̦ ea market, or used car l̦ ot.
3. Negotiating parties al̦ ways negotiate by .
4. There are times when you shoul̦ d negotiate.
5. Successful̦ negotiation invol̦ ves the management of _ (e.g., the price or the terms of
agreement) and al̦ so the resol̦ ution of .
6. Independent parties are abl̦ e to meet their own without the hel̦ p and assistance of
others.
, 7. The mix of convergent and confl̦ icting goal̦ s characterizes many rel̦ ationships.
8. The of peopl̦ e's goal̦ s, and the of the situation in which they are
going to negotiate, strongl̦ y shapes negotiation processes and outcomes.
9. Whether you shoul̦ d or shoul̦ d not agree on something in a negotiation depends entirel̦ y upon the
attractiveness to you of the best avail̦ abl̦ e .
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, a has been made.
