Test Bank For Essentials of Negotiation 6th Edition By Roy J. Lewicki, Bruce Barry, David M. Saunders||ISBN NO;9780077862466||ISBN NO;9780077862466||All Chapters Covered||Complete Guide A+

TestBank
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, Essentials of Negotiation - Test Bank forsixth edition by Roy J. Lewicki,
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Bruce Barry, David M. Saunders
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Chapter 01 N




1. People all the time.
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negotiate




2. The term
N is used to describe the competitive, win-lose situations such as
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haggling over price that happens at yard sale, flea market, or used car lot.
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bargaining

Lewicki - Chapter 01 #2
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3. Negotiating parties always negotiate by
N N N N .


choice

Lewicki - Chapter 01 #3
N N N N




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


not

Lewicki - Chapter 01 #4
N N N N




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




agreement) and also the resolution of
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tangibles; intangiblesN




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, 6. Independent parties are able to meet their own
N N N N N N N without the help and assistance
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of others.
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needs

Lewicki - Chapter 01 #6
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7. The mix of convergent and conflicting goals characterizes many
N N N N N N N N relationships.


interdependent

Lewicki - Chapter 01 #7
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8. The of people's goals, and the N of the situation in which they are
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going to negotiate, strongly shapes negotiation processes and outcomes.
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interdependence; structure N




Lewicki - Chapter 01 #8
N N N N




9. Whether you should or should not agree on something in a negotiation depends entirely upon the
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attractiveness to you of the best available
N N N . N N N N




alternative

Lewicki - Chapter 01 #9
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10. When parties are interdependent, they have to find a way to
N N N N N N N N N N their differences.
N




resolve

Lewicki - Chapter 01 #10
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, 11. Negotiation is a N N that transforms over time.
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process

Lewicki - Chapter 01 #11
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12. Negotiations often begin with statements of opening
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positions

Lewicki - Chapter 01 #12
N N N N




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




concession

Lewicki - Chapter 01 #13
N N N N




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


honesty; trust N




Lewicki - Chapter 01 #14
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15. Most actual negotiations are a combination of claiming and
N N N N N N N N value processes.
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creating

Lewicki - Chapter 01 #15
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