Test Bank for Essentials of Negotiation 6th Edition by Lewicki, Barry & Saunders – Verified A+ Complete PDF (Latest 2025 Updated)

TestBank
b

, Essentials of Negotiation - Test Bank for sixth edition by Roy J. Lewicki,
b b b b b b b b b b b b




Bruce Barry, David M. Saunders
b b b b b




Chapter 01 b




1. People all the time.
b b




negotiate




2. The termb is used to describe the competitive, win-lose situations such as
b b b b b b b b b



haggling over price that happens at yard sale, flea market, or used car lot.
b b b b b b b b b b b b b b




bargaining

Lewicki - Chapter 01 #2
b b b b




3. Negotiating parties always negotiate by
b b b b .


choice

Lewicki - Chapter 01 #3
b b b b




4. There are times when you should
b b b b b negotiate.


not

Lewicki - Chapter 01 #4
b b b b




5. Successful negotiation involves the management of _
b b b b b b (e.g., the price or the terms
b b b b b



of agreement) and also the resolution of
b b . b b b b b




tangibles; intangibles
b




https://www.stuvia.com/user/angelinas

, 6. Independent parties are able to meet their own
b b b b b b b without the help and assistance
b b b b



of others.
b b




needs

Lewicki - Chapter 01 #6
b b b b




7. The mix of convergent and conflicting goals characterizes many
b b b b b b b b relationships.


interdependent

Lewicki - Chapter 01 #7
b b b b




8. The of people's goals, and the b of the situation in which they are
b b b b b b b b b



going to negotiate, strongly shapes negotiation processes and outcomes.
b b b b b b b b b




interdependence; structure b




Lewicki - Chapter 01 #8
b b b b




9. Whether you should or should not agree on something in a negotiation depends entirely upon the
b b b b b b b b b b b b b b b



attractiveness to you of the best available
b b b . b b b b




alternative

Lewicki - Chapter 01 #9
b b b b




10. When parties are interdependent, they have to find a way to
b b b b b b b b b b their differences.
b




resolve

Lewicki - Chapter 01 #10
b b b b




https://www.stuvia.com/user/angelinas

, 11. Negotiation is a b b that transforms over time.
b b b




process

Lewicki - Chapter 01 #11
b b b b




12. Negotiations often begin with statements of opening
b b b b b b .


positions

Lewicki - Chapter 01 #12
b b b b




13. When one party accepts a change in his or her position, a
b b b b b b b b b b b has been made.
b b




concession

Lewicki - Chapter 01 #13
b b b b




14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
b b b b b b b b b b b b b b




and the dilemma of
b b b .


honesty; trust b




Lewicki - Chapter 01 #14
b b b b




15. Most actual negotiations are a combination of claiming and
b b b b b b b b value processes.
b




creating

Lewicki - Chapter 01 #15
b b b b




https://www.stuvia.com/user/angelinas