TEST BANK for Essentials of Negotiation,
b b b b b
7th Edition by Roy Lewicki, Bruce Barry
b b b b b b
Chapters 1 - 12
b b b
, Table of Contents
b b
1. bThe bNature bof bNegotiation
2. bStrategy band bTactics bof bDistributive bBargaining
3. bStrategy band bTactics bof bIntegrative bNegotiation
4. bNegotiation: bStrategy band bPlanning
5. bEthics bin bNegotiation
6. bPerception, bCognition, band bEmotion
7. bCommunication
8. bFinding band bUsing bNegotiation bPower
9. bRelationships bin bNegotiation
10. bMultiple bParties, bGroups, band bTeams bin bNegotiation
11. bInternational band bCross-Cultural bNegotiation
12. bBest bPractices bin bNegotiations
, Chapter 1 b
Student: b b
1. People all bthe btime.
2. The bterm is bused bto bdescribe bthe bcompetitive, bwin-lose bsituations bsuch bas
hagglingbover bprice bthat bhappens bat byard bsale, bflea bmarket, bor bused bcar blot.
b
3. Negotiating bparties balways bnegotiate bby .
4. There bare btimes bwhen byou bshould negotiate.
5. Successful bnegotiation binvolves bthe bmanagement bof b_ (e.g., bthe bprice bor bthe bterms bof
agreement) band balso bthe bresolution bof
b .
6. Independent bparties bare bable bto bmeet btheir bown without bthe bhelp band bassistance bof
others.
b
, 7. The bmix bof bconvergent band bconflicting bgoals bcharacterizes bmany relationships.
8. The of bpeople's bgoals, band bthe of bthe bsituation bin bwhich bthey
arebgoing bto bnegotiate, bstrongly bshapes bnegotiation bprocesses band boutcomes.
b
9. Whether byou bshould bor bshould bnot bagree bon bsomething bin ba bnegotiation bdepends bentirely bupon
thebattractiveness bto byou bof bthe bbest bavailable
b .
10. When bparties bare binterdependent, bthey bhave bto bfind ba bway bto their bdifferences.
11. Negotiation bis ba that btransforms bover btime.
12. Negotiations boften bbegin bwith bstatements bof bopening .
13. When bone bparty baccepts ba bchange bin bhis bor bher bposition, ba has bbeen bmade.
b b b b b
7th Edition by Roy Lewicki, Bruce Barry
b b b b b b
Chapters 1 - 12
b b b
, Table of Contents
b b
1. bThe bNature bof bNegotiation
2. bStrategy band bTactics bof bDistributive bBargaining
3. bStrategy band bTactics bof bIntegrative bNegotiation
4. bNegotiation: bStrategy band bPlanning
5. bEthics bin bNegotiation
6. bPerception, bCognition, band bEmotion
7. bCommunication
8. bFinding band bUsing bNegotiation bPower
9. bRelationships bin bNegotiation
10. bMultiple bParties, bGroups, band bTeams bin bNegotiation
11. bInternational band bCross-Cultural bNegotiation
12. bBest bPractices bin bNegotiations
, Chapter 1 b
Student: b b
1. People all bthe btime.
2. The bterm is bused bto bdescribe bthe bcompetitive, bwin-lose bsituations bsuch bas
hagglingbover bprice bthat bhappens bat byard bsale, bflea bmarket, bor bused bcar blot.
b
3. Negotiating bparties balways bnegotiate bby .
4. There bare btimes bwhen byou bshould negotiate.
5. Successful bnegotiation binvolves bthe bmanagement bof b_ (e.g., bthe bprice bor bthe bterms bof
agreement) band balso bthe bresolution bof
b .
6. Independent bparties bare bable bto bmeet btheir bown without bthe bhelp band bassistance bof
others.
b
, 7. The bmix bof bconvergent band bconflicting bgoals bcharacterizes bmany relationships.
8. The of bpeople's bgoals, band bthe of bthe bsituation bin bwhich bthey
arebgoing bto bnegotiate, bstrongly bshapes bnegotiation bprocesses band boutcomes.
b
9. Whether byou bshould bor bshould bnot bagree bon bsomething bin ba bnegotiation bdepends bentirely bupon
thebattractiveness bto byou bof bthe bbest bavailable
b .
10. When bparties bare binterdependent, bthey bhave bto bfind ba bway bto their bdifferences.
11. Negotiation bis ba that btransforms bover btime.
12. Negotiations boften bbegin bwith bstatements bof bopening .
13. When bone bparty baccepts ba bchange bin bhis bor bher bposition, ba has bbeen bmade.
