TEST BANK for Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry and David Saunders. (Complete 12 Chapters) (GET DOWNLOAD LINK INSIDE)

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,Fill in the Blank Questions
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1. People all the time. ll ll




2. The term ll is used to describe the competitive, win-lose situations such as
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ll hagglingover price that happens at yard sale, flea market, or used car lot.
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3. Negotiating parties always negotiate by ll ll ll ll _.




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




5. Successful negotiation involves the management of _ ll ll ll ll ll ll (e.g., the price or the terms
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ll ofagreement) and also the resolution of
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,6. Independent parties are able to meet their own ll ll ll ll ll ll ll without the help and assistance
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ll ofothers.
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7. The mix of convergent and conflicting goals characterizes many
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8. The of people's goals, and the
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ll aregoing to negotiate, strongly shapes negotiation processes and outcomes.
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9. Whether you should or should not agree on something in a negotiation depends entirely upon
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ll theattractiveness to you of the best available
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10. When parties are interdependent, they have to find a way to
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11. Negotiation is a ll ll that transforms over time.
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12. Negotiations often begin with statements of opening ll ll ll ll ll ll .




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, 13. When one party accepts a change in his or her position, a
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14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
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ll and the dilemma of
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15. Most actual negotiations are a combination of claiming and
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16. ll is analyzed as it affects the ability of the group to make decisions,
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ll workproductively, resolve its differences, and continue to achieve its goals effectively.
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17. Most people initially believe that
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18. The objective is not to eliminate conflict but to learn how to manage it to control the
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elements while enjoying the productive aspects.
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19. The two-dimensional framework called the
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inconflict have two independent types of concern.
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ofMcGraw-Hill Education. ll l ll