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Negotiation 7th Edition By Lewicki - Test Bank

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Chapter 02 Strategy and Tactics of Distributive Bargaining Fill in the Blank Questions 1. Distributive bargaining is basically a competition over who is going to get the most of a _______________________. ________________________________________ 2. Whether or not one or both par...

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  • September 18, 2023
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, Chapter 01

The Nature of Negotiation


Fill in the Blank Questions


1. People ____________ all the time.

________________________________________

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.

________________________________________

3. Negotiating parties always negotiate by ____________.

________________________________________

4. There are times when you should _________ negotiate.

________________________________________

5. Successful negotiation involves the management of ____________ (e.g., the price or
the terms of agreement) and also the resolution of ____________.

________________________________________

6. Independent parties are able to meet their own ____________ without the help and
assistance of others.

________________________________________

7. The mix of convergent and conflicting goals characterizes many ____________
relationships.

________________________________________

8. The ____________ of people's goals, and the ____________ of the situation in which they
are going to negotiate, strongly shapes negotiation processes and outcomes.

________________________________________



1-1
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.

,9. Whether you should or should not agree on something in a negotiation depends
entirely upon the attractiveness to you of the best available _________.

________________________________________

10. When parties are interdependent, they have to find a way to ____________ their
differences.

________________________________________

11. Negotiation is a ____________ that transforms over time.

________________________________________

12. Negotiations often begin with statements of opening ____________.

________________________________________

13. When one party accepts a change in his or her position, a ____________ has been
made.

________________________________________

14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma
of ____________ and the dilemma of ____________.

________________________________________

15. Most actual negotiations are a combination of claiming and ____________ value
processes.

________________________________________

16. _______________________ is analyzed as it affects the ability of the group to make
decisions, work productively, resolve its differences, and continue to achieve its goals
effectively.

________________________________________

17. Most people initially believe that ____________ is always bad or dysfunctional.

________________________________________

18. The objective is not to eliminate conflict but to learn how to manage it to control the
____________ elements while enjoying the productive aspects.

________________________________________




1-2
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.

, 19. The two-dimensional framework called the _______________________ postulates that
people in conflict have two independent types of concern.

________________________________________

20. Parties who employ the ____________ strategy maintain their own aspirations and try
to persuade the other party to yield.

________________________________________




True / False Questions


21. Negotiation is a process reserved only for the skilled diplomat, top salesperson, or
ardent advocate for an organized lobby.

True False

22. Many of the most important factors that shape a negotiation result do not occur
during the negotiation, but occur after the parties have negotiated.

True False

23. Negotiation situations have fundamentally the same characteristics.

True False

24. A creative negotiation that meets the objectives of all sides may not require
compromise.

True False

25. The parties prefer to negotiate and search for agreement rather than to fight openly,
have one side dominate and the other capitulate, permanently break off contact, or
take their dispute to a higher authority to resolve it.

True False

26. It is possible to ignore intangibles, because they affect our judgment about what is
fair, or right, or appropriate in the resolution of the tangibles.

True False




1-3
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.

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