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