TEST BANK for Essentials of Negotiation,
7th Edition by Roy Lewicki, Bruce Barry
Chapters 1 - 12
,Table of Contents
qw qw
1. Theqw Natureqw ofqw Negotiation
2. Strategyqw andqw Tacticsqw ofqw Distributiveq w Bargaining
3. Strategyqw andqw Tacticsqw ofqw Integrativeq w Negotiation
4. Negotiation:qw Strategyqw andqw Planning
5. Ethicsq w inq w Negotiation
6. Perception,qw Cognition,qw andqw Emotion
7. Communication
8. Findingqw andqw Usingqw Negotiationqw Power
9. Relationshipsqw inqw Negotiation
10. Multipleqw Parties,qw Groups,qw andq w Teamsqw inqw Negotiation
11. InternationalqwandqwCross-CulturalqwNegotiation
12. Bestq w Practicesqw inq w Negotiations
, Chapter 1 qw
Student:q w
1. People allqwtheqwtime.
2. Theqwterm isqwusedqwtoqwdescribeqwtheqwcompetitive,qwwin-
loseqwsituationsqwsuchqwasqwhagglingoverqwpriceqwthatHhappensqwatqwyardqwsale,qwfleaqwmarket,qworqwusedqwcarqwlo
3. Negotiatingqwpartiesqwalwaysqwnegotiateqwby .
4. Thereqwareqwtimesqwwhenqwyouqwshould negotiate.
5. SuccessfulqwnegotiationqwinvolvesqwtheqwmanagementHofqw_
(e.g.,qwtheqwpriceqworqwtheqwtermsqwofagreement)qwandqwalsoqwtheqwresolutionqwof.
6. Independentqwpartiesqwareqwableqwtoqwmeetqwtheirqw
ownqwwithoutHtheqwhelpqwandqwassistanceqwofot
hers.
, 7. Theqwmixqwofqwconvergentqwandqwconflictingqwgoalsqwcharacterizesqwmany relationships.
8. The ofqwpeople'sqwgoals,qwandqwthe
ofqwtheqwsituationqwinqwwhichqwtheyqwaregoingqwtoqwnegotiate,qwstronglyqwshapesqwnegotiationqwp
rocessesqwandqwoutcomes.
9. Whetherqwyouqwshouldqworqwshouldqwnotqwagreeqwonqwsomethingqwinqwaqwnegotiationqwdependsqwentir
elyqwuponqwthqweattractivenessqwtoqwyouqwofqwtheqwbestqwavailable .
10. Whenqwpartiesqwareqwinterdependent,qwtheyqwhaveqwtoqwfindqw aqwwayqwto theirqwdifferences.
11. Negotiationqwisqwa thatqwtransformsqwoverqwtime.
12. Negotiationsqwoftenqwbeginqwwithqwstatementsqwofqwopening .
13. Whenqwoneqwpartyqwacceptsq w aqwchangeqw inqwhisqworqwherqwposition,qwa hasqwbeenq w made.
7th Edition by Roy Lewicki, Bruce Barry
Chapters 1 - 12
,Table of Contents
qw qw
1. Theqw Natureqw ofqw Negotiation
2. Strategyqw andqw Tacticsqw ofqw Distributiveq w Bargaining
3. Strategyqw andqw Tacticsqw ofqw Integrativeq w Negotiation
4. Negotiation:qw Strategyqw andqw Planning
5. Ethicsq w inq w Negotiation
6. Perception,qw Cognition,qw andqw Emotion
7. Communication
8. Findingqw andqw Usingqw Negotiationqw Power
9. Relationshipsqw inqw Negotiation
10. Multipleqw Parties,qw Groups,qw andq w Teamsqw inqw Negotiation
11. InternationalqwandqwCross-CulturalqwNegotiation
12. Bestq w Practicesqw inq w Negotiations
, Chapter 1 qw
Student:q w
1. People allqwtheqwtime.
2. Theqwterm isqwusedqwtoqwdescribeqwtheqwcompetitive,qwwin-
loseqwsituationsqwsuchqwasqwhagglingoverqwpriceqwthatHhappensqwatqwyardqwsale,qwfleaqwmarket,qworqwusedqwcarqwlo
3. Negotiatingqwpartiesqwalwaysqwnegotiateqwby .
4. Thereqwareqwtimesqwwhenqwyouqwshould negotiate.
5. SuccessfulqwnegotiationqwinvolvesqwtheqwmanagementHofqw_
(e.g.,qwtheqwpriceqworqwtheqwtermsqwofagreement)qwandqwalsoqwtheqwresolutionqwof.
6. Independentqwpartiesqwareqwableqwtoqwmeetqwtheirqw
ownqwwithoutHtheqwhelpqwandqwassistanceqwofot
hers.
, 7. Theqwmixqwofqwconvergentqwandqwconflictingqwgoalsqwcharacterizesqwmany relationships.
8. The ofqwpeople'sqwgoals,qwandqwthe
ofqwtheqwsituationqwinqwwhichqwtheyqwaregoingqwtoqwnegotiate,qwstronglyqwshapesqwnegotiationqwp
rocessesqwandqwoutcomes.
9. Whetherqwyouqwshouldqworqwshouldqwnotqwagreeqwonqwsomethingqwinqwaqwnegotiationqwdependsqwentir
elyqwuponqwthqweattractivenessqwtoqwyouqwofqwtheqwbestqwavailable .
10. Whenqwpartiesqwareqwinterdependent,qwtheyqwhaveqwtoqwfindqw aqwwayqwto theirqwdifferences.
11. Negotiationqwisqwa thatqwtransformsqwoverqwtime.
12. Negotiationsqwoftenqwbeginqwwithqwstatementsqwofqwopening .
13. Whenqwoneqwpartyqwacceptsq w aqwchangeqw inqwhisqworqwherqwposition,qwa hasqwbeenq w made.
