essentials of negotiation 6th edition by roy j lewicki irving test_bank

, Chapter 01W W




The Nature of Negotiation
W W W




FillWinWtheWBlankWQuestions


1. PeopleW allWtheWtime.
W




2. TheWtermW isW usedW toW describeW theW competitive, W win-
loseW situationsW suchW asWhagglingW overW priceW thatW happensW atW yardW sale,W fleaW market,
W orW used W carW lot.




3. NegotiatingW parties W alwaysW negotiateW byW .




4. ThereW areW timesWwhenWyouW shouldW Wnegotiate.




5. SuccessfulWnegotiationWinvolves WtheWmanagementWofW
W(e.g.,WtheWpriceWorWth
eWtermsWofWagreement)WandWalsoWtheWresolutionWofW .




6. IndependentWparties WareWableWtoWmeetWtheirWownW
WwithoutWtheWhelpWan
dWassistanceWofWothers.




7. TheW mixW ofWconvergent W andW conflictingW goalsW characterizes W manyW
relationships.




8. TheW ofWpeople'sWgoals,WandWtheW
ofWtheWsituationWinWwhichWtheyWareWgoingWtoWnegotiate,WstronglyWsha
pesWnegotiationWprocesses WandWoutcomes.

,9. WhetherWyouWshouldWorWshouldWnotWagreeWonWsomethingWinWaWnegotiationWdepen
dsWentirelyWuponWtheWattractiveness WtoWyouWofWtheWbestWavailableW .




10. WhenWpartiesWareWinterdependent, WtheyWhaveWtoWfindWaWwayWtoW
thei
W

rWdifferences.




11. NegotiationWisWaW WthatWtransforms W overWtime.




12. NegotiationsW oftenWbeginWwithWstatementsW ofWopeningW .




13. WhenWoneWpartyWacceptsWaWchangeWinWhisWorWherWposition,WaW
hasWbee
W

nWmade.




14. TwoWofWtheWdilemmasWinWmutualWadjustment WthatWallWnegotiatorsWfaceWareWtheWdilem
maWofW Wand W the W dilemma W ofW .




15. MostWactualWnegotiationsWareWaWcombinationWofWclaimingWandW
valu
W

eWprocesses.




16.
isWanalyzedWasWitWaffectsWtheWability WofWtheWgroupWtoWmakeWd
ecisions,WworkWproductively, WresolveWitsWdifferences,WandWcontinueWtoWachieveWitsWgoa
lsWeffectively.




17. MostWpeopleWinitially WbelieveWthatW WisW alwaysW badW orW dysfunctional.




18. TheW objectiveW isW notW toW eliminateW conflictW butW toW learnW howW toW manageW itW toW controlW the
elementsWwhileWenjoyingWtheWproductiveWaspects.

, 19. TheWtwo-dimensional Wframework WcalledWtheW
postulatesWthatWpeopleWinWconflictWhaveWtwoWindependent WtypesWofWconcern.




20. PartiesWwhoWemployWtheW
strategy WmaintainWtheirWownWaspirations WandWt
W

ryWtoWpersuadeWtheWotherWpartyWtoWyield.




TrueW /WFalseW Questions


21. NegotiationWisWaWprocessWreservedWonlyWforWtheWskilledWdiplomat,WtopWsalesperson,
W orW ardent W advocate W forW anW organized Wlobby.




True False

22. ManyWofWtheWmostWimportantWfactorsWthatWshapeWaWnegotiationWresultWdoWnotWoc
curWduringWtheWnegotiation,WbutWoccurWafterWtheWpartiesWhaveWnegotiated.

True False

23. NegotiationW situations W haveW fundamentally W theW sameW characteristics.

True False

24. AWcreativeWnegotiationWthatWmeetsWtheWobjectives WofWallWsidesWmayWnotWrequ
ireWcompromise.

True False

25. TheWpartiesWpreferWtoWnegotiateWandWsearchWforWagreementWratherWthanWtoWfightWope
nly,WhaveWoneWsideWdominateWandWtheWotherWcapitulate,Wpermanently WbreakWoffWcont
act,WorWtakeWtheirWdisputeWtoWaWhigherWauthority WtoWresolveWit.

True False

26. ItWisWpossibleWtoWignoreWintangibles,WbecauseWtheyWaffectWourWjudgmentWaboutWwha
tWisWfair,WorWright,WorWappropriateWinWtheWresolutionWofWtheWtangibles.

True False