TEST BANK for Essentials of Negotiation,7th Edition by
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Roy Lewicki, Bruce Barry Chapters 1 - 12
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, Table of Contents b b
1. The Nature of Negotiation
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2. Strategy and Tactics of Distributive Bargaining
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3. Strategy and Tactics of Integrative Negotiation
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4. Negotiation: Strategy and Planning
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5. Ethics in Negotiation
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6. Perception, Cognition, and Emotion
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7. Communication
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8. Finding and Using Negotiation Power
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9. Relationships in Negotiation
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10. Multiple Parties, Groups, and Teams in Negotiation
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11. International and Cross-Cultural Negotiation
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12. Best Practices in Negotiations
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, Chapter 1 b
Student: b b
1. People all the time.
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2. The termb is used to describe the competitive, win-lose situations such as
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hagglingover price that happens at yard sale, flea market, or used car lot.
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3. Negotiating parties always negotiate by
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4. There are times when you should
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5. Successful negotiation involves the management of _
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ofagreement) and also the resolution of
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6. Independent parties are able to meet their own
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ofothers.
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, 7. The mix of convergent and conflicting goals characterizes many
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8. The of people's goals, and the
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aregoing to negotiate, strongly shapes negotiation processes and outcomes.
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9. Whether you should or should not agree on something in a negotiation depends entirely upon
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theattractiveness to you of the best available
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10. When parties are interdependent, they have to find a way to
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11. Negotiation is a b b that transforms over time.
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12. Negotiations often begin with statements of opening
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13. When one party accepts a change in his or her position, a
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b b
b b b b b b b
Roy Lewicki, Bruce Barry Chapters 1 - 12
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, Table of Contents b b
1. The Nature of Negotiation
b b b b
2. Strategy and Tactics of Distributive Bargaining
b b b b b b
3. Strategy and Tactics of Integrative Negotiation
b b b b b b
4. Negotiation: Strategy and Planning
b b b b
5. Ethics in Negotiation
b b b
6. Perception, Cognition, and Emotion
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7. Communication
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8. Finding and Using Negotiation Power
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9. Relationships in Negotiation
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10. Multiple Parties, Groups, and Teams in Negotiation
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11. International and Cross-Cultural Negotiation
b b b b
12. Best Practices in Negotiations
b b b b
, Chapter 1 b
Student: b b
1. People all the time.
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2. The termb is used to describe the competitive, win-lose situations such as
b b b b b b b b b
hagglingover price that happens at yard sale, flea market, or used car lot.
b b b b b b b b b b b b b b
3. Negotiating parties always negotiate by
b b b b .
4. There are times when you should
b b b b b negotiate.
5. Successful negotiation involves the management of _
b b b b b b (e.g., the price or the terms
b b b b b
ofagreement) and also the resolution of
b b b b b b b .
6. Independent parties are able to meet their own
b b b b b b b without the help and assistance
b b b b
ofothers.
b b
, 7. The mix of convergent and conflicting goals characterizes many
b b b b b b b b relationships.
8. The of people's goals, and the
b b b b of the situation in which they
b b b b b
aregoing to negotiate, strongly shapes negotiation processes and outcomes.
b b b b b b b b b b
9. Whether you should or should not agree on something in a negotiation depends entirely upon
b b b b b b b b b b b b b b
theattractiveness to you of the best available
b b b b b b b b .
10. When parties are interdependent, they have to find a way to
b b b b b b b b b b their differences.
b
11. Negotiation is a b b that transforms over time.
b b b
12. Negotiations often begin with statements of opening
b b b b b b .
13. When one party accepts a change in his or her position, a
b b b b b b b b b b b has been made.
b b
