ESSENTIALS OF NEGOTIATION 6TH EDITION
BY ROY LEWICKI BRUCE BARRY, DAVID SAUNDERS TEST BANK
6TH EDITION
,Table Of Contents
Chapter 1: The Nature Of Negotiation ............................................................3
Chapter 2: Strategy And Tactics Of Distributive Bargaining........................ 44
Chapter 3: Strategy And Tactics Of Integrative Negotiation ....................... 85
Chapter 4: Negotiation: Strategy And Planning .......................................... 137
Chapter 5: Ethics In Negotiation ................................................................ 179
Chapter 6: Perception, Cognition, And Emotion ......................................... 206
Chapter 7: Communication ......................................................................... 245
Chapter 8: Finding And Using Negotiation Power ...................................... 262
Chapter 9: Relationships In Negotiation .................................................... 290
Chapter 10: Multiple Parties, Groups, And Teams In Negotiation.............. 319
Chapter 11: International And Cross-Cultural Negotiation ........................ 352
Chapter 12: Best Practices In Negotiations ............................................... 402
,Chapter 1: The Nature Of Negotiation
(WITH ANSWER KEY AT THE END OF CHAPTER)
Student:
1. People All The Time.
2. The Term Is Used To Describe The Competitive, Win-Lose Situations Such As Haggling Over
Price That Happens At Yard Sale, Flea Market, Or Used Car Lot.
3. Negotiating Parties Always Negotiate By .
4. There Are Times When You Should Negotiate.
5. Successful Negotiation Involves The Management Of _ (E.G., The Price Or The Terms Of
agreement) And Also The Resolution Of .
6. Independent Parties Are Able To Meet Their Own Without The Help And Assistance Of
Others.
7. The Mix Of Convergent And Conflicting Goals Characterizes Many Relationships.
8. The Of People's Goals, And The Of The Situation In Which They Are Going To Negotiate,
Strongly Shapes Negotiation Processes And Outcomes.
9. Whether You Should Or Should Not Agree On Something In A Negotiation Depends Entirely
Upon The Attractiveness To You Of The Best Available .
10. When Parties Are Interdependent, They Have To Find A Way To Their Differences.
, 11. Negotiation Is A That Transforms Over Time.
12. Negotiations Often Begin With Statements Of Opening .
13. When One Party Accepts A Change In His Or Her Position, A Has Been Made.
14. Two Of The Dilemmas In Mutual Adjustment That All Negotiators Face Are The Dilemma Of
And The Dilemma Of .
15. Most Actual Negotiations Are A Combination Of Claiming And Value Processes.
16. Is Analyzed As It Affects The Ability Of The Group To Make Decisions, Work Productively,
Resolve Its Differences, And Continue To Achieve Its Goals Effectively.
17. Most People Initially Believe That Is Always Bad Or Dysfunctional.
18. The Objective Is Not To Eliminate Conflict But To Learn How To Manage It To Control The
Elements While Enjoying The Productive Aspects.
19. The Two-Dimensional Framework Called The Postulates That People In Conflict Have Two
Independent Types Of Concern.
20. Parties Who Employ The Strategy Maintain Their Own Aspirations And Try To Persuade
The Other Party To Yield.
BY ROY LEWICKI BRUCE BARRY, DAVID SAUNDERS TEST BANK
6TH EDITION
,Table Of Contents
Chapter 1: The Nature Of Negotiation ............................................................3
Chapter 2: Strategy And Tactics Of Distributive Bargaining........................ 44
Chapter 3: Strategy And Tactics Of Integrative Negotiation ....................... 85
Chapter 4: Negotiation: Strategy And Planning .......................................... 137
Chapter 5: Ethics In Negotiation ................................................................ 179
Chapter 6: Perception, Cognition, And Emotion ......................................... 206
Chapter 7: Communication ......................................................................... 245
Chapter 8: Finding And Using Negotiation Power ...................................... 262
Chapter 9: Relationships In Negotiation .................................................... 290
Chapter 10: Multiple Parties, Groups, And Teams In Negotiation.............. 319
Chapter 11: International And Cross-Cultural Negotiation ........................ 352
Chapter 12: Best Practices In Negotiations ............................................... 402
,Chapter 1: The Nature Of Negotiation
(WITH ANSWER KEY AT THE END OF CHAPTER)
Student:
1. People All The Time.
2. The Term Is Used To Describe The Competitive, Win-Lose Situations Such As Haggling Over
Price That Happens At Yard Sale, Flea Market, Or Used Car Lot.
3. Negotiating Parties Always Negotiate By .
4. There Are Times When You Should Negotiate.
5. Successful Negotiation Involves The Management Of _ (E.G., The Price Or The Terms Of
agreement) And Also The Resolution Of .
6. Independent Parties Are Able To Meet Their Own Without The Help And Assistance Of
Others.
7. The Mix Of Convergent And Conflicting Goals Characterizes Many Relationships.
8. The Of People's Goals, And The Of The Situation In Which They Are Going To Negotiate,
Strongly Shapes Negotiation Processes And Outcomes.
9. Whether You Should Or Should Not Agree On Something In A Negotiation Depends Entirely
Upon The Attractiveness To You Of The Best Available .
10. When Parties Are Interdependent, They Have To Find A Way To Their Differences.
, 11. Negotiation Is A That Transforms Over Time.
12. Negotiations Often Begin With Statements Of Opening .
13. When One Party Accepts A Change In His Or Her Position, A Has Been Made.
14. Two Of The Dilemmas In Mutual Adjustment That All Negotiators Face Are The Dilemma Of
And The Dilemma Of .
15. Most Actual Negotiations Are A Combination Of Claiming And Value Processes.
16. Is Analyzed As It Affects The Ability Of The Group To Make Decisions, Work Productively,
Resolve Its Differences, And Continue To Achieve Its Goals Effectively.
17. Most People Initially Believe That Is Always Bad Or Dysfunctional.
18. The Objective Is Not To Eliminate Conflict But To Learn How To Manage It To Control The
Elements While Enjoying The Productive Aspects.
19. The Two-Dimensional Framework Called The Postulates That People In Conflict Have Two
Independent Types Of Concern.
20. Parties Who Employ The Strategy Maintain Their Own Aspirations And Try To Persuade
The Other Party To Yield.
