TEST BANK for Essentials of Negotiation,
7th Edition by Roy Lewicki, Bruce Barry
Chapters 1 - 12
, Table of Contents
, ,
1.,The,Nature,of,Negotiation
2.,Strategy,and,Tactics,of,Distributive,Bargaining
3.,Strategy,and,Tactics,of,Integrative,Negotiation
4.,Negotiation:,Strategy,and,Planning
5.,Ethics,in,Negotiation
6.,Perception,,Cognition,,and,Emotion
7.,Communication
8.,Finding,and,Using,Negotiation,Power
9.,Relationships,in,Negotiation
10.,Multiple,Parties,,Groups,,and,Teams,in,Negotiation
11.,International,and,Cross-Cultural,Negotiation
12.,Best,Practices,in,Negotiations
, Chapter 1 ,
Student:,,
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.
9. Whether,you,should,or,should,not,agree,on,something,in,a,negotiation,depends,entirely,upon,the,attra
ctiveness,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.