TEST BANK for Essentials of Negotiation,
v v v v v
7th Edition by Roy Lewicki, Bruce Barry
v v v v v v
Chapters 1 - 12
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, Table of Contents
v v
1.vThevNaturevofvNegotiation
2.vStrategyvandvTacticsvofvDistributivevBargaining
3.vStrategyvandvTacticsvofvIntegrativevNegotiation
4.vNegotiation:vStrategyvandvPlanning
5.vEthicsvinvNegotiation
6.vPerception,vCognition,vandvEmotion
7.vCommunication
8.vFindingvandvUsingvNegotiationvPower
9.vRelationshipsvinvNegotiation
10.vMultiplevParties,vGroups,vandvTeamsvinvNegotiation
11.vInternationalvandvCross-CulturalvNegotiation
12.vBestvPracticesvinvNegotiations
, Chapter 1 v
Student:vv
1. People allvthevtime.
2. Thevterm isvusedvtovdescribevthevcompetitive,vwin-
losevsituationsvsuchvasvhagglingvovervpricevthatvhappensvatvyardvsale,vfleavmarket,vorvusedvcarvlot.
3. Negotiatingvpartiesvalwaysvnegotiatevby .
4. Therevarevtimesvwhenvyouvshould negotiate.
5. Successfulvnegotiationvinvolvesvthevmanagementvofv_
(e.g.,vthevpricevorvthevtermsvofvagreement)vandvalsovthevresolutionvof .
6. Independentvpartiesvarevablevtovmeetvtheirvown
withoutvthevhelpvandvassistancevofvothers.
, 7. Thevmixvofvconvergentvandvconflictingvgoalsvcharacterizesvmany relationships.
8. The ofvpeople'svgoals,vandvthe
ofvthevsituationvinvwhichvtheyvarevgoingvtovnegotiate,vstronglyvshapesvnegotiationvprocessesvandvoutcomes.
9. Whethervyouvshouldvorvshouldvnotvagreevonvsomethingvinvavnegotiationvdependsventirelyvuponvthevattractivenessv
tovyouvofvthevbestvavailable .
10. Whenvpartiesvarevinterdependent,vtheyvhavevtovfindvavwayvto theirvdifferences.
11. Negotiationvisva thatvtransformsvovervtime.
12. Negotiationsvoftenvbeginvwithvstatementsvofvopening .
13. Whenvonevpartyvacceptsvavchangevinvhisvorvhervposition,va hasvbeenvmade.
v v v v v
7th Edition by Roy Lewicki, Bruce Barry
v v v v v v
Chapters 1 - 12
v v v
, Table of Contents
v v
1.vThevNaturevofvNegotiation
2.vStrategyvandvTacticsvofvDistributivevBargaining
3.vStrategyvandvTacticsvofvIntegrativevNegotiation
4.vNegotiation:vStrategyvandvPlanning
5.vEthicsvinvNegotiation
6.vPerception,vCognition,vandvEmotion
7.vCommunication
8.vFindingvandvUsingvNegotiationvPower
9.vRelationshipsvinvNegotiation
10.vMultiplevParties,vGroups,vandvTeamsvinvNegotiation
11.vInternationalvandvCross-CulturalvNegotiation
12.vBestvPracticesvinvNegotiations
, Chapter 1 v
Student:vv
1. People allvthevtime.
2. Thevterm isvusedvtovdescribevthevcompetitive,vwin-
losevsituationsvsuchvasvhagglingvovervpricevthatvhappensvatvyardvsale,vfleavmarket,vorvusedvcarvlot.
3. Negotiatingvpartiesvalwaysvnegotiatevby .
4. Therevarevtimesvwhenvyouvshould negotiate.
5. Successfulvnegotiationvinvolvesvthevmanagementvofv_
(e.g.,vthevpricevorvthevtermsvofvagreement)vandvalsovthevresolutionvof .
6. Independentvpartiesvarevablevtovmeetvtheirvown
withoutvthevhelpvandvassistancevofvothers.
, 7. Thevmixvofvconvergentvandvconflictingvgoalsvcharacterizesvmany relationships.
8. The ofvpeople'svgoals,vandvthe
ofvthevsituationvinvwhichvtheyvarevgoingvtovnegotiate,vstronglyvshapesvnegotiationvprocessesvandvoutcomes.
9. Whethervyouvshouldvorvshouldvnotvagreevonvsomethingvinvavnegotiationvdependsventirelyvuponvthevattractivenessv
tovyouvofvthevbestvavailable .
10. Whenvpartiesvarevinterdependent,vtheyvhavevtovfindvavwayvto theirvdifferences.
11. Negotiationvisva thatvtransformsvovervtime.
12. Negotiationsvoftenvbeginvwithvstatementsvofvopening .
13. Whenvonevpartyvacceptsvavchangevinvhisvorvhervposition,va hasvbeenvmade.
