TEST BANK for Essentials of Negotiation,
7th Edition by Roy Lewicki, Bruce Barry
Chapters 1 - 12
, Table of Contents
m m
1.mThemNaturemofmNegotiation
2.mStrategymandmTacticsmofmDistributivemBargaining
3.mStrategymandmTacticsmofmIntegrativemNegotiation
4.mNegotiation:mStrategymandmPlanning
5.mEthicsminmNegotiation
6.mPerception,mCognition,mandmEmotion
7.mCommunication
8.mFindingmandmUsingmNegotiationmPower
9.mRelationshipsminmNegotiation
10.mMultiplemParties,mGroups,mandmTeamsminmNegotiation
11.mInternationalmandmCross-CulturalmNegotiation
12.mBestmPracticesminmNegotiations
, Chapter 1 m
Student:mm
1. People allmthemtime.
2. Themterm ismusedmtomdescribemthemcompetitive,mwin-
losemsituationsmsuchmasmhagglingmovermpricemthatmhappensmatmyardmsale,mfleammarket,mormusedmcarmlo
t.
3. Negotiatingmpartiesmalwaysmnegotiatemby .
4. Theremaremtimesmwhenmyoumshould negotiate.
5. Successfulmnegotiationminvolvesmthemmanagementmofm_
(e.g.,mthempricemormthemtermsmofmagreement)mandmalsomthemresolutionmof .
6. Independentmpartiesmaremablemtommeetmtheirmown
withoutmthemhelpmandmassistancemofmothers.
, 7. Themmixmofmconvergentmandmconflictingmgoalsmcharacterizesmmany relationships.
8. The ofmpeople'smgoals,mandmthe
ofmthemsituationminmwhichmtheymaremgoingmtomnegotiate,mstronglymshapesmnegotiationmprocesse
smandmoutcomes.
9. Whethermyoumshouldmormshouldmnotmagreemonmsomethingminmamnegotiationmdependsmentirelymuponmt
hemattractivenessmtomyoumofmthembestmavailable .
10. Whenmpartiesmareminterdependent,mtheymhavemtomfindmamwaymto theirmdifferences.
11. Negotiationmisma thatmtransformsmovermtime.
12. Negotiationsmoftenmbeginmwithmstatementsmofmopening .
13. Whenmonempartymacceptsmamchangeminmhismormhermposition,ma hasmbeenmmade.
7th Edition by Roy Lewicki, Bruce Barry
Chapters 1 - 12
, Table of Contents
m m
1.mThemNaturemofmNegotiation
2.mStrategymandmTacticsmofmDistributivemBargaining
3.mStrategymandmTacticsmofmIntegrativemNegotiation
4.mNegotiation:mStrategymandmPlanning
5.mEthicsminmNegotiation
6.mPerception,mCognition,mandmEmotion
7.mCommunication
8.mFindingmandmUsingmNegotiationmPower
9.mRelationshipsminmNegotiation
10.mMultiplemParties,mGroups,mandmTeamsminmNegotiation
11.mInternationalmandmCross-CulturalmNegotiation
12.mBestmPracticesminmNegotiations
, Chapter 1 m
Student:mm
1. People allmthemtime.
2. Themterm ismusedmtomdescribemthemcompetitive,mwin-
losemsituationsmsuchmasmhagglingmovermpricemthatmhappensmatmyardmsale,mfleammarket,mormusedmcarmlo
t.
3. Negotiatingmpartiesmalwaysmnegotiatemby .
4. Theremaremtimesmwhenmyoumshould negotiate.
5. Successfulmnegotiationminvolvesmthemmanagementmofm_
(e.g.,mthempricemormthemtermsmofmagreement)mandmalsomthemresolutionmof .
6. Independentmpartiesmaremablemtommeetmtheirmown
withoutmthemhelpmandmassistancemofmothers.
, 7. Themmixmofmconvergentmandmconflictingmgoalsmcharacterizesmmany relationships.
8. The ofmpeople'smgoals,mandmthe
ofmthemsituationminmwhichmtheymaremgoingmtomnegotiate,mstronglymshapesmnegotiationmprocesse
smandmoutcomes.
9. Whethermyoumshouldmormshouldmnotmagreemonmsomethingminmamnegotiationmdependsmentirelymuponmt
hemattractivenessmtomyoumofmthembestmavailable .
10. Whenmpartiesmareminterdependent,mtheymhavemtomfindmamwaymto theirmdifferences.
11. Negotiationmisma thatmtransformsmovermtime.
12. Negotiationsmoftenmbeginmwithmstatementsmofmopening .
13. Whenmonempartymacceptsmamchangeminmhismormhermposition,ma hasmbeenmmade.
