TEST BANK for Essentials of Negotiation,
7th Edition by Roy Lewicki, Bruce Barry
Chapters 1 - 12
, Table of Contents
1. The Nature of Negotiation
2. Strategy and Tactics of Distributive Bargaining
3. Strategy and Tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
5. Ethics in Negotiation
6. Perception, Cognition, and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Relationships in Negotiation
10. Multiple Parties, Groups, and Teams in Negotiation
11. International and Cross-Cultural Negotiation
12. Best Practices in Negotiations
, Chapter 1
Student:
1. People all the time.
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.
3. Negotiating parties always negotiate by .
4. There sare stimes swhen syou sshould negotiate.
5. Successful snegotiation sinvolves sthe smanagement sof s_ (e.g., sthe sprice sor sthe sterms
sofsagreement) sand salso sthe sresolution sof .
6. Independent sparties sare sable sto smeet stheir sown without sthe shelp sand sassistance
sofsothers.
, 7. The smix sof sconvergent sand sconflicting sgoals scharacterizes smany relationships.
8. The of speople's sgoals, sand sthe of sthe ssituation sin swhich sthey
saresgoing sto snegotiate, s strongly sshapes snegotiation sprocesses sand soutcomes.
9. Whether syou sshould sor sshould snot sagree son ssomething sin sa snegotiation sdepends sentirely
supon sthesattractiveness sto syou sof sthe sbest savailable .
10. When sparties sare sinterdependent, sthey shave sto sfind sa sway sto their sdifferences.
11. Negotiation sis sa that stransforms sover stime.
12. Negotiations soften sbegin swith sstatements sof sopening .
13. When sone sparty saccepts sa schange sin shis sor sher sposition, sa has sbeen smade.
7th Edition by Roy Lewicki, Bruce Barry
Chapters 1 - 12
, Table of Contents
1. The Nature of Negotiation
2. Strategy and Tactics of Distributive Bargaining
3. Strategy and Tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
5. Ethics in Negotiation
6. Perception, Cognition, and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Relationships in Negotiation
10. Multiple Parties, Groups, and Teams in Negotiation
11. International and Cross-Cultural Negotiation
12. Best Practices in Negotiations
, Chapter 1
Student:
1. People all the time.
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.
3. Negotiating parties always negotiate by .
4. There sare stimes swhen syou sshould negotiate.
5. Successful snegotiation sinvolves sthe smanagement sof s_ (e.g., sthe sprice sor sthe sterms
sofsagreement) sand salso sthe sresolution sof .
6. Independent sparties sare sable sto smeet stheir sown without sthe shelp sand sassistance
sofsothers.
, 7. The smix sof sconvergent sand sconflicting sgoals scharacterizes smany relationships.
8. The of speople's sgoals, sand sthe of sthe ssituation sin swhich sthey
saresgoing sto snegotiate, s strongly sshapes snegotiation sprocesses sand soutcomes.
9. Whether syou sshould sor sshould snot sagree son ssomething sin sa snegotiation sdepends sentirely
supon sthesattractiveness sto syou sof sthe sbest savailable .
10. When sparties sare sinterdependent, sthey shave sto sfind sa sway sto their sdifferences.
11. Negotiation sis sa that stransforms sover stime.
12. Negotiations soften sbegin swith sstatements sof sopening .
13. When sone sparty saccepts sa schange sin shis sor sher sposition, sa has sbeen smade.
