TEST BANK for Essentials of Negotiation,
7th Edition by Roy Lewicki, Bruce Barry
Chapters 1 - 12
, Table of Contents
4a 4a
1.4aThe4aNature4aof4aNegotiation
2.4aStrategy4aand4aTactics4aof4aDistributive4aBargaining
3.4aStrategy4aand4aTactics4aof4aIntegrative4aNegotiation
4.4aNegotiation:4aStrategy4aand4aPlanning
5.4aEthics4ain4aNegotiation
6.4aPerception,4aCognition,4aand4aEmotion
7.4aCommunication
8.4aFinding4aand4aUsing4aNegotiation4aPower
9.4aRelationships4ain4aNegotiation
10.4aMultiple4aParties,4aGroups,4aand4aTeams4ain4aNegotiation
11.4aInternational4aand4aCross-Cultural4aNegotiation
12.4aBest4aPractices4ain4aNegotiations
, Chapter 1 4a
Student:4a4a
1. People all4athe4atime.
2. The4aterm is4aused4ato4adescribe4athe4acompetitive,4awin-
lose4asituations4asuch4aas4ahagglingao
4 ver4aprice4athat4ahappens4aat4ayard4asale,4aflea4amarket,4aor4aused4a
car4alot.
3. Negotiating4aparties4aalways4anegotiate4aby .
4. There4aare4atimes4awhen4ayou4ashould negotiate.
5. Successful4anegotiation4ainvolves4athe4amanagement4aof4a_
(e.g.,4athe4aprice4aor4athe4aterms4aofa4agreement)4aand4aalso4athe4aresolution4aof .
6. Independent4aparties4aare4aable4ato4ameet4atheir4aown
without4athe4ahelp4aand4aassistance4aofao
4 thers.
, 7. The4amix4aof4aconvergent4aand4aconflicting4agoals4acharacterizes4amany relationships.
8. The of4apeople's4agoals,4aand4athe
of4athe4asituation4ain4awhich4athey4aare4agoing4ato4anegotiate,4astrongly4ashapes4anegotiation4apro
cesses4aand4aoutcomes.
9. Whether4ayou4ashould4aor4ashould4anot4aagree4aon4asomething4ain4aa4anegotiation4adepends4aentirely4
a upon4athe4aattractiveness4ato4ayou4aof4athe4abest4aavailable .
10. When4aparties4aare4ainterdependent,4athey4ahave4ato4afind4aa4away4ato their4adifferences.
11. Negotiation4ais4aa that4atransforms4aover4atime.
12. Negotiations4aoften4abegin4awith4astatements4aof4aopening .
13. When4aone4aparty4aaccepts4aa4achange4ain4ahis4aor4aher4aposition,4aa has4abeen4amade.
7th Edition by Roy Lewicki, Bruce Barry
Chapters 1 - 12
, Table of Contents
4a 4a
1.4aThe4aNature4aof4aNegotiation
2.4aStrategy4aand4aTactics4aof4aDistributive4aBargaining
3.4aStrategy4aand4aTactics4aof4aIntegrative4aNegotiation
4.4aNegotiation:4aStrategy4aand4aPlanning
5.4aEthics4ain4aNegotiation
6.4aPerception,4aCognition,4aand4aEmotion
7.4aCommunication
8.4aFinding4aand4aUsing4aNegotiation4aPower
9.4aRelationships4ain4aNegotiation
10.4aMultiple4aParties,4aGroups,4aand4aTeams4ain4aNegotiation
11.4aInternational4aand4aCross-Cultural4aNegotiation
12.4aBest4aPractices4ain4aNegotiations
, Chapter 1 4a
Student:4a4a
1. People all4athe4atime.
2. The4aterm is4aused4ato4adescribe4athe4acompetitive,4awin-
lose4asituations4asuch4aas4ahagglingao
4 ver4aprice4athat4ahappens4aat4ayard4asale,4aflea4amarket,4aor4aused4a
car4alot.
3. Negotiating4aparties4aalways4anegotiate4aby .
4. There4aare4atimes4awhen4ayou4ashould negotiate.
5. Successful4anegotiation4ainvolves4athe4amanagement4aof4a_
(e.g.,4athe4aprice4aor4athe4aterms4aofa4agreement)4aand4aalso4athe4aresolution4aof .
6. Independent4aparties4aare4aable4ato4ameet4atheir4aown
without4athe4ahelp4aand4aassistance4aofao
4 thers.
, 7. The4amix4aof4aconvergent4aand4aconflicting4agoals4acharacterizes4amany relationships.
8. The of4apeople's4agoals,4aand4athe
of4athe4asituation4ain4awhich4athey4aare4agoing4ato4anegotiate,4astrongly4ashapes4anegotiation4apro
cesses4aand4aoutcomes.
9. Whether4ayou4ashould4aor4ashould4anot4aagree4aon4asomething4ain4aa4anegotiation4adepends4aentirely4
a upon4athe4aattractiveness4ato4ayou4aof4athe4abest4aavailable .
10. When4aparties4aare4ainterdependent,4athey4ahave4ato4afind4aa4away4ato their4adifferences.
11. Negotiation4ais4aa that4atransforms4aover4atime.
12. Negotiations4aoften4abegin4awith4astatements4aof4aopening .
13. When4aone4aparty4aaccepts4aa4achange4ain4ahis4aor4aher4aposition,4aa has4abeen4amade.
