TEST BANK NEGOTIATION Readings, Exercises and Cases 7TH EDITION Roy J. Lewicki, Bruce Barry, David M. Saunders

Chapter 01 l l




The Nature of Negotiation
l l l




Filll inl thel Blankl Questions



1. People allltheltime.




2. Thelterm islusedltoldescribelthelcompetitive,lwin-

loselsituationslsuchlaslhagglingloverlpricelthatlhappenslatlyardlsale,lflealmarket,l orlusedlcarllot.




3. Negotiatinglpartieslalwayslnegotiatelby _.




4. Therelareltimeslwhenlyoulshould negotiate.




5. Successfullnegotiationlinvolveslthelmanagementlofl_

(e.g.,lthelpricelorltheltermsloflagreement)landlalsolthelresolutionlof .




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,6. Independentlpartieslarelableltolmeetltheirlown

withoutlthelhelplandlassistanceloflothers.




7. Thelmixloflconvergentlandlconflictinglgoalslcharacterizeslmany relationships.




8. The oflpeople'slgoals,landlthe

oflthelsituationlinlwhichltheylarelgoingltolnegotiate,lstronglylshapeslnegotiationlprocesseslandlo

utcomes.




9. Whetherlyoulshouldlorlshouldlnotlagreelonlsomethingl inlalnegotiationldependslentirelyluponlthelattrac
tivenessltolyouloflthelbestlavailable .




10. Whenlpartieslarelinterdependent,ltheylhaveltolfindl alwaylto theirldifferences.




11. Negotiationlisla thatltransformsloverltime.




12. Negotiationsloftenlbeginlwithlstatementsloflopening .




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HilllEducation.lAlllrightslreserved.lNolreproductionlorldistributionlwithoutlthelpriorlwrittenlconsentloflMcGraw-HilllEducation.

,13. Whenlonelpartylacceptslalchangelinlhislorlherlposition,la haslbeenlmade.




14. Twolofltheldilemmaslinlmutualladjustmentlthatlalllnegotiatorslfacelareltheldilemmalof

l andltheldilemmalof .




15. Mostlactuallnegotiationslarelalcombinationloflclaimingland valuelprocesses.




16. l

islanalyzedlaslitlaffectslthelabilityloflthelgroupltolmakeldecisions,lworklprod

uctively,lresolvelitsldifferences,landlcontinuel tolachievelitslgoalsleffectively.




17. Mostlpeoplelinitiallylbelievelthat islalwayslbadlorldysfunctional.




18. Thelobjectivelislnotltoleliminatelconflictlbutltollearnlhowltolmanagelitltolcontrollthell

elementslwhilelenjoyinglthelproductivelaspects.




19. Theltwo-dimensionallframeworklcalledlthe

postulateslthatlpeoplelinlc
onflictlhaveltwolindependentltypesloflconcern.




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HilllEducation.lAlllrightslreserved.lNolreproductionlorldistributionlwithoutlthelpriorlwrittenlconsentloflMcGraw-HilllEducation.

, 20. Partiesl whol employl the

strategylmaintainltheirlownlaspirationslandltryltolpersuadelth

elotherlpartyltolyield.




Truel/lFalselQuestions




21. Negotiationlislalprocesslreservedlonlylforlthelskilledldiplomat,ltoplsalesperson,lorlardentladv

ocatelforlanlorganizedllobby.



True False


22. Manyloflthelmostlimportantlfactorslthatlshapelalnegotiationlresultldolnotloccurlduringlthelnego
tiation,lbutloccurlafterlthelpartieslhavelnegotiated.



True False


23. Negotiationlsituationslhavel fundamentallylthelsamel characteristics.



True False


24. Alcreativelnegotiationlthatlmeetslthelobjectiveslofl alllsideslmaylnotlrequirelcompromise.



True False




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Copyrightl©l2015lMcGraw-
HilllEducation.lAlllrightslreserved.lNolreproductionlorldistributionlwithoutlthelpriorlwrittenlconsentloflMcGraw-HilllEducation.