TEST BANK for Essentials of Negotiation,
n n n n n
7th Edition by Roy Lewicki, Bruce Barry
n n n n n n
Chapters 1 - 12
n n n
, Table of Contents
n n
1.nThenNaturenofnNegotiation
2.nStrategynandnTacticsnofnDistributivenBargaining
3.nStrategynandnTacticsnofnIntegrativenNegotiation
4.nNegotiation:nStrategynandnPlanning
5.nEthicsninnNegotiation
6.nPerception,nCognition,nandnEmotion
7.nCommunication
8.nFindingnandnUsingnNegotiationnPower
9.nRelationshipsninnNegotiation
10.nMultiplenParties,nGroups,nandnTeamsninnNegotiation
11.nInternationalnandnCross-CulturalnNegotiation
12.nBestnPracticesninnNegotiations
, Chapter 1 n
Student:nn
1. People allnthentime.
2. Thenterm isnusedntondescribenthencompetitive,nwin-
losensituationsnsuchnasnhagglingnovernpricenthatnhappensnatnyardnsale,nfleanmarket,nornusedncarnlot.
3. Negotiatingnpartiesnalwaysnnegotiatenby .
4. Therenarentimesnwhennyounshould negotiate.
5. Successfulnnegotiationninvolvesnthenmanagementnofn_
(e.g.,nthenpricenornthentermsnofnagreement)nandnalsonthenresolutionnof .
6. Independentnpartiesnarenablentonmeetntheirnown
withoutnthenhelpnandnassistancenofnothers.
, 7. Thenmixnofnconvergentnandnconflictingngoalsncharacterizesnmany relationships.
8. The ofnpeople'sngoals,nandnthe
ofnthensituationninnwhichntheynarengoingntonnegotiate,nstronglynshapesnnegotiationnprocessesnandnoutcomes.
9. Whethernyounshouldnornshouldnnotnagreenonnsomethingninnannegotiationndependsnentirelynuponnthenattractivenessn
tonyounofnthenbestnavailable .
10. Whennpartiesnareninterdependent,ntheynhaventonfindnanwaynto theirndifferences.
11. Negotiationnisna thatntransformsnoverntime.
12. Negotiationsnoftennbeginnwithnstatementsnofnopening .
13. Whennonenpartynacceptsnanchangeninnhisnornhernposition,na hasnbeennmade.
n n n n n
7th Edition by Roy Lewicki, Bruce Barry
n n n n n n
Chapters 1 - 12
n n n
, Table of Contents
n n
1.nThenNaturenofnNegotiation
2.nStrategynandnTacticsnofnDistributivenBargaining
3.nStrategynandnTacticsnofnIntegrativenNegotiation
4.nNegotiation:nStrategynandnPlanning
5.nEthicsninnNegotiation
6.nPerception,nCognition,nandnEmotion
7.nCommunication
8.nFindingnandnUsingnNegotiationnPower
9.nRelationshipsninnNegotiation
10.nMultiplenParties,nGroups,nandnTeamsninnNegotiation
11.nInternationalnandnCross-CulturalnNegotiation
12.nBestnPracticesninnNegotiations
, Chapter 1 n
Student:nn
1. People allnthentime.
2. Thenterm isnusedntondescribenthencompetitive,nwin-
losensituationsnsuchnasnhagglingnovernpricenthatnhappensnatnyardnsale,nfleanmarket,nornusedncarnlot.
3. Negotiatingnpartiesnalwaysnnegotiatenby .
4. Therenarentimesnwhennyounshould negotiate.
5. Successfulnnegotiationninvolvesnthenmanagementnofn_
(e.g.,nthenpricenornthentermsnofnagreement)nandnalsonthenresolutionnof .
6. Independentnpartiesnarenablentonmeetntheirnown
withoutnthenhelpnandnassistancenofnothers.
, 7. Thenmixnofnconvergentnandnconflictingngoalsncharacterizesnmany relationships.
8. The ofnpeople'sngoals,nandnthe
ofnthensituationninnwhichntheynarengoingntonnegotiate,nstronglynshapesnnegotiationnprocessesnandnoutcomes.
9. Whethernyounshouldnornshouldnnotnagreenonnsomethingninnannegotiationndependsnentirelynuponnthenattractivenessn
tonyounofnthenbestnavailable .
10. Whennpartiesnareninterdependent,ntheynhaventonfindnanwaynto theirndifferences.
11. Negotiationnisna thatntransformsnoverntime.
12. Negotiationsnoftennbeginnwithnstatementsnofnopening .
13. Whennonenpartynacceptsnanchangeninnhisnornhernposition,na hasnbeennmade.
