Exam (elaborations) TEST BANK NEGOTIATION Readings, Exercises and Cases 7TH EDITION Roy J. Lewicki, Bruce Barry, David M. Saunders

TEST BANK NEGOTIATION Readings, Exercises and Cases 7TH EDITION Roy J. Lewicki, Bruce Barry, David M. Saunders The Nature of Negotiation Fill in the Blank Questions 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 ____________. ________________________________________ 1-2 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 6. Independent parties are able to meet their own ____________ without the help and assistance of others. ________________________________________ 7. The mix of convergent and conflicting goals characterizes many ____________ relationships. ________________________________________ 8. The ____________ of people's goals, and the ____________ of the situation in which they are going to negotiate, strongly shapes negotiation processes and outcomes. ________________________________________ 9. Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _________. ________________________________________ 10. When parties are interdependent, they have to find a way to ____________ their differences. ________________________________________ 11. Negotiation is a ____________ that transforms over time. ________________________________________ 12. Negotiations often begin with statements of opening ____________. ________________________________________ 1-3 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 13. When one party accepts a change in his or her position, a ____________ has been made. ________________________________________ 14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ____________ and the dilemma of ____________. ________________________________________ 15. Most actual negotiations are a combination of claiming and ____________ value processes. ________________________________________ 16. _______________________ is analyzed as it affects the ability of the group to make decisions, work productively, resolve its differences, and continue to achieve its goals effectively. ________________________________________ 17. Most people initially believe that ____________ is always bad or dysfunctional. ________________________________________ 18. The objective is not to eliminate conflict but to learn how to manage it to control the ____________ elements while enjoying the productive aspects. ________________________________________ 19. The two-dimensional framework called the _______________________ postulates that people in conflict have two independent types of concern. ________________________________________ 1-4 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 20. Parties who employ the ____________ strategy maintain their own aspirations and try to persuade the other party to yield. ________________________________________ True / False Questions 21. Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby. True False 22. Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated. True False 23. Negotiation situations have fundamentally the same characteristics. True False 24. A creative negotiation that meets the objectives of all sides may not require compromise. True False 1-5 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 25. The parties prefer to negotiate and search for agreement rather than to fight openly, have one side dominate and the other capitulate, permanently break off contact, or take their dispute to a higher authority to resolve it. True False 26. It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles. True False 27. When the goals of two or more people are interconnected so that only one can achieve the goal