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.
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2. The term ff is used to describe the competitive, win-lose situations such as
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hagglingover price that happens at yard sale, flea market, or used car lot.
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3. Negotiating parties always negotiate by
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4. There are times when you should
f ff ff f ff negotiate.




5. Successful negotiation involves the management of _
ff ff ff ff ff ff (e.g., the price or the terms
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ofagreement) and also the resolution of
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,6. Independent parties are able to meet their own
ff ff ff ff ff ff ff without the help and assistance
f ff ff ff




ofothers.
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7. The mix of convergent and conflicting goals characterizes many
ff ff ff ff ff ff ff ff relationships.




8. The of people's goals, and the
ff ff ff ff of the situation in which they
f ff ff f ff




are going 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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theattractiveness to you of the best available
ff ff ff ff ff ff ff .




10. When parties are interdependent, they have to find a way to
f f f ff ff ff f ff f ff their differences.
f




11. Negotiation is a ff ff that transforms over time.
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12. Negotiations often begin withstatements of opening
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ffconsent f f ofMcGraw-Hill ffEducation.

, 13. When one party accepts a change in his or her position, a
f f ff ff ff ff ff ff ff ff ff has been made.
ff f




14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
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and the dilemma of
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15. Most actual negotiations are a combination of claiming and
ff ff ff ff ff ff ff ff value processes. f




16. f is analyzed as it affects the ability of the group to make decisions,
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ff work productively, resolve its differences, and continue to achieve its goals effectively.
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17. Most people initially believe that
f ff ff ff is always bador dysfunctional.
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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
ff ff ff ff postulates that people f ff



ff inconflict have two independent types of concern.
ff ff ff ff ff ff




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Copyright ff© ff2015 ffMcGraw-Hill ffEducation. ffAll ffrights ffreserved. ffNo ffreproduction ffor ffdistribution ffwithout ffthe ffprior ffwritten
ffconsent f f ofMcGraw-Hill ffEducation.