25
20
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OC
ED
IS
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, Essentials of Negotiation - Test Bank for sixth edition by Roy J.
Lewicki, Bruce Barry, David M. Saunders
@W
Chapter 01
1. People all the time.
IS
negotiate
2. The term is used to describe the competitive, win-lose situations such as
ED
haggling over price that happens at yard sale, flea market, or used car lot.
bargaining
OC
Lewicki - Chapter 01 #2
3. Negotiating parties always negotiate by .
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choice
Lewicki - Chapter 01 #3
4. There are times when you should negotiate.
20
not
Lewicki - Chapter 01 #4
25
5. Successful negotiation involves the management of _ (e.g., the price or the terms
of agreement) and also the resolution of .
tangibles; intangibles
,6. Independent parties are able to meet their own without the help and assistance
of others.
@W
needs
Lewicki - Chapter 01 #6
IS
7. The mix of convergent and conflicting goals characterizes many relationships.
interdependent
ED
Lewicki - Chapter 01 #7
8. The of people's goals, and the of the situation in which they are
going to negotiate, strongly shapes negotiation processes and outcomes.
OC
interdependence; structure
Lewicki - Chapter 01 #8
S@
9. Whether you should or should not agree on something in a negotiation depends entirely upon
the attractiveness to you of the best available .
alternative
20
Lewicki - Chapter 01 #9
10. When parties are interdependent, they have to find a way to their differences.
25
resolve
Lewicki - Chapter 01 #10
, 11. Negotiation is a that transforms over time.
@W
process
Lewicki - Chapter 01 #11
12. Negotiations often begin with statements of opening .
IS
positions
Lewicki - Chapter 01 #12
ED
13. When one party accepts a change in his or her position, a has been made.
concession
OC
Lewicki - Chapter 01 #13
14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
and the dilemma of .
S@
honesty; trust
Lewicki - Chapter 01 #14
20
15. Most actual negotiations are a combination of claiming and value processes.
creating
25
Lewicki - Chapter 01 #15
20
S@
OC
ED
IS
@W
, Essentials of Negotiation - Test Bank for sixth edition by Roy J.
Lewicki, Bruce Barry, David M. Saunders
@W
Chapter 01
1. People all the time.
IS
negotiate
2. The term is used to describe the competitive, win-lose situations such as
ED
haggling over price that happens at yard sale, flea market, or used car lot.
bargaining
OC
Lewicki - Chapter 01 #2
3. Negotiating parties always negotiate by .
S@
choice
Lewicki - Chapter 01 #3
4. There are times when you should negotiate.
20
not
Lewicki - Chapter 01 #4
25
5. Successful negotiation involves the management of _ (e.g., the price or the terms
of agreement) and also the resolution of .
tangibles; intangibles
,6. Independent parties are able to meet their own without the help and assistance
of others.
@W
needs
Lewicki - Chapter 01 #6
IS
7. The mix of convergent and conflicting goals characterizes many relationships.
interdependent
ED
Lewicki - Chapter 01 #7
8. The of people's goals, and the of the situation in which they are
going to negotiate, strongly shapes negotiation processes and outcomes.
OC
interdependence; structure
Lewicki - Chapter 01 #8
S@
9. Whether you should or should not agree on something in a negotiation depends entirely upon
the attractiveness to you of the best available .
alternative
20
Lewicki - Chapter 01 #9
10. When parties are interdependent, they have to find a way to their differences.
25
resolve
Lewicki - Chapter 01 #10
, 11. Negotiation is a that transforms over time.
@W
process
Lewicki - Chapter 01 #11
12. Negotiations often begin with statements of opening .
IS
positions
Lewicki - Chapter 01 #12
ED
13. When one party accepts a change in his or her position, a has been made.
concession
OC
Lewicki - Chapter 01 #13
14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
and the dilemma of .
S@
honesty; trust
Lewicki - Chapter 01 #14
20
15. Most actual negotiations are a combination of claiming and value processes.
creating
25
Lewicki - Chapter 01 #15
