TestBank
,
, Essentials of Negotiation -Test Bank forsixth edition by Roy J. Lewicki,
, , , , , , , , , , , ,
Bruce Barry, David M. Saunders
, , , , ,
Chapter 01 ,
1. People all the time.
, ,
negotiate
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.
, , , , , , , , , , , , , ,
bargaining
Lewicki - Chapter 01 #2
, , , ,
3. Negotiating parties always negotiate by
, , , , .
choice
Lewicki - Chapter 01 #3
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4. There are times when you should
, , , , , negotiate.
not
Lewicki - Chapter 01 #4
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5. Successful negotiation involves the management of _
, , , , , , (e.g., the price or the terms of
, , , , , ,
agreement) and also the resolution of
, , . , , , ,
tangibles; intangibles,
https://www.stuvia.com/user/angelinas
, 6. Independent parties are able to meet their own
, , , , , , , without the help and assistance
, , , ,
of others.
, ,
needs
Lewicki - Chapter 01 #6
, , , ,
7. The mix of convergent and conflicting goals characterizes many
, , , , , , , , relationships.
interdependent
Lewicki - Chapter 01 #7
, , , ,
8. The of people's goals, and the of the situation in which they are
, , , , , , , , , ,
going to negotiate, strongly shapes negotiation processes and outcomes.
, , , , , , , , ,
interdependence; structure ,
Lewicki - Chapter 01 #8
, , , ,
9. Whether you should or should not agree on something in a negotiation depends entirely upon the
, , , , , , , , , , , , , , ,
attractiveness to you of the best available
, , ., , , , ,
alternative
Lewicki - Chapter 01 #9
, , , ,
10. When parties are interdependent, they have to find a way to
, , , , , , , , , , their differences.
,
resolve
Lewicki - Chapter 01 #10
, , , ,
https://www.stuvia.com/user/angelinas
, 11. Negotiation is a , , that transforms over time.
, , ,
process
Lewicki - Chapter 01 #11
, , , ,
12. Negotiations often begin with statements of opening
, , , , , , .
positions
Lewicki - Chapter 01 #12
, , , ,
13. When one party accepts a change in his or her position, a
, , , , , , , , , , , has been made.
, ,
concession
Lewicki - Chapter 01 #13
, , , ,
14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
, , , , , , , , , , , , , ,
and the dilemma of
, , , .
honesty; trust ,
Lewicki - Chapter 01 #14
, , , ,
15. Most actual negotiations are a combination of claiming and
, , , , , , , , value processes.
,
creating
Lewicki - Chapter 01 #15
, , , ,
https://www.stuvia.com/user/angelinas
,
, Essentials of Negotiation -Test Bank forsixth edition by Roy J. Lewicki,
, , , , , , , , , , , ,
Bruce Barry, David M. Saunders
, , , , ,
Chapter 01 ,
1. People all the time.
, ,
negotiate
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.
, , , , , , , , , , , , , ,
bargaining
Lewicki - Chapter 01 #2
, , , ,
3. Negotiating parties always negotiate by
, , , , .
choice
Lewicki - Chapter 01 #3
, , , ,
4. There are times when you should
, , , , , negotiate.
not
Lewicki - Chapter 01 #4
, , , ,
5. Successful negotiation involves the management of _
, , , , , , (e.g., the price or the terms of
, , , , , ,
agreement) and also the resolution of
, , . , , , ,
tangibles; intangibles,
https://www.stuvia.com/user/angelinas
, 6. Independent parties are able to meet their own
, , , , , , , without the help and assistance
, , , ,
of others.
, ,
needs
Lewicki - Chapter 01 #6
, , , ,
7. The mix of convergent and conflicting goals characterizes many
, , , , , , , , relationships.
interdependent
Lewicki - Chapter 01 #7
, , , ,
8. The of people's goals, and the of the situation in which they are
, , , , , , , , , ,
going to negotiate, strongly shapes negotiation processes and outcomes.
, , , , , , , , ,
interdependence; structure ,
Lewicki - Chapter 01 #8
, , , ,
9. Whether you should or should not agree on something in a negotiation depends entirely upon the
, , , , , , , , , , , , , , ,
attractiveness to you of the best available
, , ., , , , ,
alternative
Lewicki - Chapter 01 #9
, , , ,
10. When parties are interdependent, they have to find a way to
, , , , , , , , , , their differences.
,
resolve
Lewicki - Chapter 01 #10
, , , ,
https://www.stuvia.com/user/angelinas
, 11. Negotiation is a , , that transforms over time.
, , ,
process
Lewicki - Chapter 01 #11
, , , ,
12. Negotiations often begin with statements of opening
, , , , , , .
positions
Lewicki - Chapter 01 #12
, , , ,
13. When one party accepts a change in his or her position, a
, , , , , , , , , , , has been made.
, ,
concession
Lewicki - Chapter 01 #13
, , , ,
14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
, , , , , , , , , , , , , ,
and the dilemma of
, , , .
honesty; trust ,
Lewicki - Chapter 01 #14
, , , ,
15. Most actual negotiations are a combination of claiming and
, , , , , , , , value processes.
,
creating
Lewicki - Chapter 01 #15
, , , ,
https://www.stuvia.com/user/angelinas
