essentials of negotiation 6th edition by roy j lewicki irving test bank.

, Chapter 01 T g g




he Nature of Negotiation
g g g




FillgingthegBlankgQuestions


1. Peopleg allgthegtime.
g




2. Thegtermg isg usedg tog describeg theg competitive, g win-
loseg situationsg suchg asghagglingg overg priceg thatg happensg atg yardg sale,g fleag market,g org u
sedg carg lot.




3. Negotiatingg parties g alwaysg negotiateg byg .




4. Thereg areg timesgwhengyoug shouldg gnegotiate.




5. Successfulgnegotiationginvolves gthegmanagement gofg
(e.g.,gthegpricegorgthegt
g

ermsgofgagreement)gandgalsogthegresolutiongofg .




6. Independentgparties garegablegtogmeetgtheirgowng
withoutgtheghelpgandg
g

assistancegofgothers.




7. Theg mixg ofgconvergent g andg conflictingg goalsg characterizes g manyg
relationships.




8. Theg ofgpeople'sggoals,gandgtheg
ofgthegsituationgingwhichgtheygareggoinggtognegotiate,gstrongly gshapesg
negotiationgprocesses gandgoutcomes.

,9. Whethergyougshouldgorgshouldgnotgagreegongsomethinggingagnegotiationgdepends gen
tirelygupongthegattractiveness gtogyougofgthegbestgavailableg .




10. Whengpartiesgareginterdependent, gtheyghavegtogfindgagwaygtog
their
g

differences.
g




11. Negotiationgisgag thatg transforms g overgtime.
g




12. Negotiationsg oftengbegingwithgstatementsg ofgopeningg .




13. Whengonegpartygacceptsgagchangeginghisgorghergposition,gag
hasgbeen
g

g made.




14. Twogofgthegdilemmasgingmutualgadjustmentgthatgallgnegotiatorsgfacegaregthegdilemmago
fg gand gthe gdilemma gofg .




15. Mostgactualgnegotiations garegagcombinationgofgclaiminggandg
value
g

g processes.




16.
isganalyzedgasgitgaffectsgthegabilitygofgtheggroupgtogmakegdecisi
ons,gworkgproductively, gresolvegitsgdifferences,gandgcontinuegtogachievegitsggoalsgeffecti
vely.




17. Mostgpeopleginitially gbelievegthatg isg alwaysg badg org dysfunctional.
g




18. Theg objectiveg isg notg tog eliminateg conflictg butg tog learng howg tog manageg itg tog controlg the
elementsgwhilegenjoyinggthegproductivegaspects.

, 19. Thegtwo-dimensional gframework gcalledgtheg
postulatesgthatgpeoplegingconflictghavegtwogindependent gtypesgofgconcern.




20. Partiesgwhogemploygtheg
strategy gmaintaingtheirgowngaspirations gandgtrygt
g

ogpersuadegthegothergpartygtogyield.




Trueg /gFalseg Questions


21. Negotiationgisgagprocessgreservedgonlygforgthegskilledgdiplomat,gtopgsalesperson,gorga
rdentgadvocategforgangorganizedglobby.

True False

22. Manygofgthegmostgimportant gfactorsgthatgshapegagnegotiationgresultgdognotgoccurgd
uringgthegnegotiation,gbutgoccurgaftergthegparties ghavegnegotiated.

True False

23. Negotiationg situations g haveg fundamentally g theg sameg characteristics.

True False

24. Agcreativegnegotiationgthatgmeetsgthegobjectives gofgallgsidesgmaygnotgrequiregc
ompromise.

True False

25. Thegpartiesgprefergtognegotiategandgsearchgforgagreementgrathergthangtogfightgopenly,gh
avegonegsidegdominategandgthegothergcapitulate,gpermanently gbreakgoffgcontact,gorgtak
egtheirgdisputegtogaghighergauthority gtogresolvegit.

True False

26. Itgisgpossiblegtogignoregintangibles,gbecausegtheygaffectgourgjudgmentgaboutgwhatgisgf
air,gorgright,gorgappropriategingthegresolutiongofgthegtangibles.

True False