Negotiation, 8e (Lewicki)
Chapter 1 The Nature of Negotiation
1) The term ________ refers to win-win situations such as those that occur when parties are
trying to find a mutually acceptable solution to a complex conflict.
Answer: negotiate, negotiating, negotiation
Topic: A Few Words about Our Style and Approach
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
2) The term ________ is used in the text to describe the competitive, win-lose situations such as
haggling over price that happens at yard sale, flea market, or used car lot.
Answer: bargaining
Topic: A Few Words about Our Style and Approach
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
3) Negotiating parties always negotiate by ________.
Answer: choice
Topic: Characteristics of a Negotiation Situation
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
4) The need to maintain a good relationship with the other party after the negotiation is over,
primarily by maintaining trust and reducing uncertainty is an example of a(n) ________ factor in
the negotiation process.
Answer: intangible
Topic: Characteristics of a Negotiation Situation
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
5) Successful negotiation involves the management of ________ (e.g., the price or the terms of
agreement) and also the resolution of ________.
Answer: tangibles
Topic: Characteristics of a Negotiation Situation
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
Chapter 1 The Nature of Negotiation
1) The term ________ refers to win-win situations such as those that occur when parties are
trying to find a mutually acceptable solution to a complex conflict.
Answer: negotiate, negotiating, negotiation
Topic: A Few Words about Our Style and Approach
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
2) The term ________ is used in the text to describe the competitive, win-lose situations such as
haggling over price that happens at yard sale, flea market, or used car lot.
Answer: bargaining
Topic: A Few Words about Our Style and Approach
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
3) Negotiating parties always negotiate by ________.
Answer: choice
Topic: Characteristics of a Negotiation Situation
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
4) The need to maintain a good relationship with the other party after the negotiation is over,
primarily by maintaining trust and reducing uncertainty is an example of a(n) ________ factor in
the negotiation process.
Answer: intangible
Topic: Characteristics of a Negotiation Situation
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
5) Successful negotiation involves the management of ________ (e.g., the price or the terms of
agreement) and also the resolution of ________.
Answer: tangibles
Topic: Characteristics of a Negotiation Situation
Learning Objective: 01-01 Understand the definition of negotiation, the key elements of a
negotiation process, and the distinct types of negotiation.
Accessibility: Keyboard Navigation
