TEST BANK for Essentials of Negotiation, 7th Edition
by Roy Lewicki, Bruce Barry Chapters 1- 12 Covered
With Questions,Answers,Rationales And Case Study.
, TABLE OF CONTENT
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. Power and Influence in NegotiationFinding and Using
Negotiation Power
9. Relationships in Negotiation
10. Multiple Parties and Groups in Negotiations
11. International and Cross-Cultural Negotiation
12. Best Practices in Negotiations
,Chapter 1 – The Nature of Negotiation
Multiple Choice Questions
Q1. Negotiation can be defined as:
a) A one-time decision-making process
b) A process in which two or more parties attempt to
reach an agreement
c) A situation where one party imposes terms on
another
d) A formal legal procedure
Answer: b
Rationale: Negotiation involves multiple parties
working to reach a mutually acceptable agreement.
Q2. Which of the following is NOT a key feature of
negotiation?
a) Interdependence
b) Conflict
c) Win-lose outcome only
d) Communication
Answer: c
Rationale: Negotiation can have win-win, win-lose, or
compromise outcomes; it is not limited to win-lose.
, Q3. Distributive bargaining is also called:
a) Integrative bargaining
b) Zero-sum negotiation
c) Collaborative negotiation
d) Interest-based negotiation
Answer: b
Rationale: Distributive bargaining assumes a fixed
amount of resources, so one party’s gain is the other’s
loss.
Q4. Integrative bargaining focuses on:
a) Claiming value
b) Creating value
c) Avoiding negotiation
d) Dividing a fixed pie
Answer: b
Rationale: Integrative negotiation seeks mutual gains
and collaboration.
Q5. BATNA stands for:
a) Best Alternative to Negotiated Agreement
b) Basic Agreement to Negotiation Activities
c) Best Assessment of Negotiation Actions
d) Bargaining Agreement Terms Analysis
by Roy Lewicki, Bruce Barry Chapters 1- 12 Covered
With Questions,Answers,Rationales And Case Study.
, TABLE OF CONTENT
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. Power and Influence in NegotiationFinding and Using
Negotiation Power
9. Relationships in Negotiation
10. Multiple Parties and Groups in Negotiations
11. International and Cross-Cultural Negotiation
12. Best Practices in Negotiations
,Chapter 1 – The Nature of Negotiation
Multiple Choice Questions
Q1. Negotiation can be defined as:
a) A one-time decision-making process
b) A process in which two or more parties attempt to
reach an agreement
c) A situation where one party imposes terms on
another
d) A formal legal procedure
Answer: b
Rationale: Negotiation involves multiple parties
working to reach a mutually acceptable agreement.
Q2. Which of the following is NOT a key feature of
negotiation?
a) Interdependence
b) Conflict
c) Win-lose outcome only
d) Communication
Answer: c
Rationale: Negotiation can have win-win, win-lose, or
compromise outcomes; it is not limited to win-lose.
, Q3. Distributive bargaining is also called:
a) Integrative bargaining
b) Zero-sum negotiation
c) Collaborative negotiation
d) Interest-based negotiation
Answer: b
Rationale: Distributive bargaining assumes a fixed
amount of resources, so one party’s gain is the other’s
loss.
Q4. Integrative bargaining focuses on:
a) Claiming value
b) Creating value
c) Avoiding negotiation
d) Dividing a fixed pie
Answer: b
Rationale: Integrative negotiation seeks mutual gains
and collaboration.
Q5. BATNA stands for:
a) Best Alternative to Negotiated Agreement
b) Basic Agreement to Negotiation Activities
c) Best Assessment of Negotiation Actions
d) Bargaining Agreement Terms Analysis
