TEST BANK for Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry and David Saunders.

, Chapter1 r




Student: rrr


1. People all the time.
r r




2. Theterm
r isusedtodescribethecompetitive,win-losesituationssuchashagglingover
r r r r r r r r r r r




pricethathappensatyardsale,fleamarket,orusedcarlot.
r r r r r r r r r r r r




3. Negotiating partiesalwaysnegotiateby
r r r r .




4. Therearetimeswhenyoushould
r r r r r negotiate.




5. Successfulnegotiationinvolvesthemanagementof_
r r r r r r r (e.g.,the price or the
r r r




terms of agreement)andalsotheresolutionof
r f r r r r r r .




6. Independentparties areableto meet theirown
r r r r r r r withoutthe helpandassistanceof
r r r r r




others.
r

, 7. Themixofconvergentandconflictinggoalscharacterizesmany
r r r r r r r r relationships. rr




8. The ofpeople'sgoals, andthe
r r r r ofthesituation in whichthey are
r r r r r r




goingtonegotiate, strongly shapesnegotiation processes andoutcomes.
r r r r r r r r r rr




9. Whether you shouldorshould notagree on something in anegotiation depends entirelyupon the
r r r r r r r r r r r r r r r




attractivenesstoyouofthebestavailable
r r r r r r r . rr




10. Whenpartiesareinterdependent,they haveto find awayto
r r r r r r r r r r theirdifferences.
r rr




11. Negotiationisa r r thattransforms over time.
r r r rr




12. Negotiationsoftenbeginwithstatementsofopening
r r r r r r . rr




13. Whenonepartyaccepts a change inhis orherposition,a
r r r r r r r r r r r hasbeenmade.
r r rr

r

r

r
r

, 14. Twoofthe dilemmasinmutualadjustmentthat allnegotiatorsfacearethedilemma of
r r r r r r r r r r r r r r rr




r andthedilemma ofr r r . rr




15. Mostactualnegotiationsareacombinationof claimingand
r r r r r r r r valueprocesses. r rr




16. r isanalyzed asitaffectsthe abilityof the group to makedecisions,
r r r r r r r r r r r r




workproductively, resolve itsdifferences, andcontinue to achieve itsgoalseffectively.
r r r r r r r r r r r r rr




17. Mostpeopleinitiallybelieve that
r r r r is alwaysbad or dysfunctional.
r r r r rr




18. Theobjectiveisnottoeliminateconflictbuttolearnhowtomanageittocontrolthe
r r r r r r r r r r r r r r r r rrr r r




r elementswhileenjoyingtheproductiveaspects.
r r r r r rr




19. Thetwo-dimensionalframeworkcalledthe
r r r r postulates
thatpeople in conflict have two independent types of concern.
r r r r r r r r r r rr




20. Partieswhoemploy the r r r strategy maintain theirown aspirations and tryto persuade
r r r r r r r r




the otherpartyto yield.
r r r r r rr




r

r
r