, Essentials of Negotiation -
j j j
Test Bank for sixth edition by Roy J. Lewicki, Bruce Barry,
j j j j j j j j j j j j
David M. Saunders j j
Chapter 01 j
1. People alljthejtime.
negotiate
2. Thejterm isjusedjtojdescribejthejcompetitive,jwin-
losejsituationsjsuchjasjhagglingjoverjpricejthatjhappensjatjyardjsale,jfleajmarket,jorjusedjca
rjlot.
bargaining
Lewickij-jChapterj01j#2
3. Negotiatingjpartiesjalwaysjnegotiatejby .
choice
Lewickij-jChapterj01j#3
4. Therejarejtimesjwhenjyoujshould negotiate.
not
Lewickij-jChapterj01j#4
5. Successfuljnegotiationjinvolvesjthejmanagementjofj_
(e.g.,jthejpricejorjthejtermsjofjagreement)ja
ndjalsojthejresolutionjof .
tangibles;jintangibles
,6. Independentjpartiesjarejablejtojmeetjtheirjown
withoutjthejhelpjandjassistancej
ofjothers.
needs
Lewickij-jChapterj01j#6
7. Thejmixjofjconvergentjandjconflictingjgoalsjcharacterizesjmany relationships.
interdependent
Lewickij-jChapterj01j#7
8. The ofjpeople'sjgoals,jandjthe
ofjthejsituationjinjwhichjtheyjarejgoingjtojnegotiate,jstronglyjshapesjnegotiati
onjprocessesjandjoutcomes.
interdependence;jstructure
Lewickij-jChapterj01j#8
9. Whetherjyoujshouldjorjshouldjnotjagreejonjsomethingjinjajnegotiationjdependsjentirelyjuponjthej
attractivenessjtojyoujofjthejbestjavailable .
alternative
Lewickij-jChapterj01j#9
10. Whenjpartiesjarejinterdependent,jtheyjhavejtojfindjajwayjto theirjdifferences.
resolve
Lewickij-jChapterj01j#10
, 11. Negotiationjisja thatjtransformsj overj time.
process
Lewickij-jChapterj01j#11
12. Negotiationsjoftenjbeginjwithjstatementsjofjopening .
positions
Lewickij-jChapterj01j#12
13. Whenjonejpartyjacceptsjajchangejinjhisjorjherjposition,ja hasjbeenjmade.
concession
Lewickij-jChapterj01j#13
14. Twojofjthejdilemmasjinjmutualjadjustmentjthatjalljnegotiatorsjfacejarejthejdilemmajof
andjthejdilemmajof .
honesty;j trust
Lewickij-jChapterj01j#14
15. Mostjactualjnegotiationsjarejajcombinationjofjclaimingjand valuej processes.
creating
Lewickij-jChapterj01j#15
j j j
Test Bank for sixth edition by Roy J. Lewicki, Bruce Barry,
j j j j j j j j j j j j
David M. Saunders j j
Chapter 01 j
1. People alljthejtime.
negotiate
2. Thejterm isjusedjtojdescribejthejcompetitive,jwin-
losejsituationsjsuchjasjhagglingjoverjpricejthatjhappensjatjyardjsale,jfleajmarket,jorjusedjca
rjlot.
bargaining
Lewickij-jChapterj01j#2
3. Negotiatingjpartiesjalwaysjnegotiatejby .
choice
Lewickij-jChapterj01j#3
4. Therejarejtimesjwhenjyoujshould negotiate.
not
Lewickij-jChapterj01j#4
5. Successfuljnegotiationjinvolvesjthejmanagementjofj_
(e.g.,jthejpricejorjthejtermsjofjagreement)ja
ndjalsojthejresolutionjof .
tangibles;jintangibles
,6. Independentjpartiesjarejablejtojmeetjtheirjown
withoutjthejhelpjandjassistancej
ofjothers.
needs
Lewickij-jChapterj01j#6
7. Thejmixjofjconvergentjandjconflictingjgoalsjcharacterizesjmany relationships.
interdependent
Lewickij-jChapterj01j#7
8. The ofjpeople'sjgoals,jandjthe
ofjthejsituationjinjwhichjtheyjarejgoingjtojnegotiate,jstronglyjshapesjnegotiati
onjprocessesjandjoutcomes.
interdependence;jstructure
Lewickij-jChapterj01j#8
9. Whetherjyoujshouldjorjshouldjnotjagreejonjsomethingjinjajnegotiationjdependsjentirelyjuponjthej
attractivenessjtojyoujofjthejbestjavailable .
alternative
Lewickij-jChapterj01j#9
10. Whenjpartiesjarejinterdependent,jtheyjhavejtojfindjajwayjto theirjdifferences.
resolve
Lewickij-jChapterj01j#10
, 11. Negotiationjisja thatjtransformsj overj time.
process
Lewickij-jChapterj01j#11
12. Negotiationsjoftenjbeginjwithjstatementsjofjopening .
positions
Lewickij-jChapterj01j#12
13. Whenjonejpartyjacceptsjajchangejinjhisjorjherjposition,ja hasjbeenjmade.
concession
Lewickij-jChapterj01j#13
14. Twojofjthejdilemmasjinjmutualjadjustmentjthatjalljnegotiatorsjfacejarejthejdilemmajof
andjthejdilemmajof .
honesty;j trust
Lewickij-jChapterj01j#14
15. Mostjactualjnegotiationsjarejajcombinationjofjclaimingjand valuej processes.
creating
Lewickij-jChapterj01j#15
