TEST BANK ESSENTIALS OF NEGOTIATION 6TH EDITION Roy J. Lewicki, Bruce Barry, David M. Saunders

1. People ____________ all the time. ________________________________________ 2. The term ____________ is used to describe the competitive, win-lose situations such as haggling over price that happens at yard sale, flea market, or used car lot. ________________________________________ 3. Negotiating parties always negotiate by _________. ________________________________________ 4. There are times when you should _________ negotiate. ________________________________________ 5. Successful negotiation involves the management of ____________ (e.g., the price or the terms of agreement) and also the resolution of _________. ________________________________________ 6. Independent parties are able to meet their own ____________ without the help and assistance of others.