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 dare dtimes dwhen dyou dshould negotiate.
5. Successful dnegotiation dinvolves dthe dmanagement dof d_ (e.g., dthe dprice dor dthe dterms
dofdagreement) dand dalso dthe dresolution dof .
6. Independent dparties dare dable dto dmeet dtheir down without dthe dhelp dand dassistance
dofdothers.
, 7. The dmix dof dconvergent dand dconflicting dgoals dcharacterizes dmany relationships.
8. The of dpeople's dgoals, dand dthe of dthe dsituation din dwhich dthey
daredgoing dto dnegotiate, dstrongly dshapes dnegotiation dprocesses dand doutcomes.
9. Whether dyou dshould dor dshould dnot dagree don dsomething din da dnegotiation ddepends dentirely
dupon dthedattractiveness dto dyou dof dthe dbest davailable .
10. When dparties dare dinterdependent, dthey dhave dto dfind da dway dto their ddifferences.
11. Negotiation dis da that dtransforms dover dtime.
12. Negotiations doften dbegin dwith dstatements dof dopening .
13. When done dparty daccepts da dchange din dhis dor dher dposition, da has dbeen dmade.
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 dare dtimes dwhen dyou dshould negotiate.
5. Successful dnegotiation dinvolves dthe dmanagement dof d_ (e.g., dthe dprice dor dthe dterms
dofdagreement) dand dalso dthe dresolution dof .
6. Independent dparties dare dable dto dmeet dtheir down without dthe dhelp dand dassistance
dofdothers.
, 7. The dmix dof dconvergent dand dconflicting dgoals dcharacterizes dmany relationships.
8. The of dpeople's dgoals, dand dthe of dthe dsituation din dwhich dthey
daredgoing dto dnegotiate, dstrongly dshapes dnegotiation dprocesses dand doutcomes.
9. Whether dyou dshould dor dshould dnot dagree don dsomething din da dnegotiation ddepends dentirely
dupon dthedattractiveness dto dyou dof dthe dbest davailable .
10. When dparties dare dinterdependent, dthey dhave dto dfind da dway dto their ddifferences.
11. Negotiation dis da that dtransforms dover dtime.
12. Negotiations doften dbegin dwith dstatements dof dopening .
13. When done dparty daccepts da dchange din dhis dor dher dposition, da has dbeen dmade.
