Test Bank
Essentials Of Negotiation,
By Roy Lewicki, Bruce Barry
7th Edition
,Table Of Content
Chapter 1. The Nature Of Negotiation
Chapter 2. Strategy And Tactics Of Distributive Bargaining
Chapter 3. Strategy And Tactics Of Integrative Negotiation
Chapter 4, Negotiation Strategy And Planning
Chapter 5. Ethics In Negotiation
Chapter 6. Perception, Cognition, And Emotion
Chapter 7. Communication
Chapter 8. Power And Influence In Negotiationfinding And Using Negotiation Power
Chapter 9. Relationships In Negotiation
Chapter 10. Multiple Parties And Groups In Negotiations
Chapter 11. International And Cross-Cultural Negotiation
Chapter 12. Best Practices In Negotiations
, Chapter 1
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.
Essentials Of Negotiation,
By Roy Lewicki, Bruce Barry
7th Edition
,Table Of Content
Chapter 1. The Nature Of Negotiation
Chapter 2. Strategy And Tactics Of Distributive Bargaining
Chapter 3. Strategy And Tactics Of Integrative Negotiation
Chapter 4, Negotiation Strategy And Planning
Chapter 5. Ethics In Negotiation
Chapter 6. Perception, Cognition, And Emotion
Chapter 7. Communication
Chapter 8. Power And Influence In Negotiationfinding And Using Negotiation Power
Chapter 9. Relationships In Negotiation
Chapter 10. Multiple Parties And Groups In Negotiations
Chapter 11. International And Cross-Cultural Negotiation
Chapter 12. Best Practices In Negotiations
, Chapter 1
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.
