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Test Bank For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry| 978-1260399455| All Chapters 1-12| |Complete A+ Guide$17.99
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2. The term
f is used to describe the competitive, win-lose situations such as haggling
f f f f f f f f f f
over price that happens at yard sale, flea market, or used car lot.
f f f f f f f f f f f f f
3. Negotiating parties always negotiate by
f f f f .
4. There are times when you should
f f f f f negotiate.
5. Successful negotiation involves the management of _
f f f f f f (e.g., the price or the terms of
f f f f f f
agreement) and also the resolution of
f f f f f f .
6. Independent parties are able to meet their own
f f f f f f f without the help and assistance of
f f f f f
others.
f
,7. The mix of convergent and conflicting goals characterizes many
f f f f f f f f relationships. f
8. The of people's goals, and the
f f f f of the situation in which they are
f f f f f f
going to negotiate, strongly shapes negotiation processes and outcomes.
f f f f f f f f f f
9. Whether you should or should not agree on something in a negotiation depends entirely upon the
f f f f f f f f f f f f f f f
attractiveness to you of the best available
f f f f f f f . f
10. When parties are interdependent, they have to find a way to
f f f f f f f f f f their differences.
f f
11. Negotiation is a f f that transforms over time.
f f f f
12. Negotiations often begin with statements of opening
f f f f f f . f
13. When one party accepts a change in his or her position, a
f f f f f f f f f f f has been made.
f f f
, 14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
f f f f f f f f f f f f f f f
f and the dilemma of
f f f . f
15. Most actual negotiations are a combination of claiming and
f f f f f f f f value processes.f f
16. f is analyzed as it affects the ability of the group to make decisions,
f f f f f f f f f f f f
work productively, resolve its differences, and continue to achieve its goals effectively.
f f f f f f f f f f f f f
17. Most people initially believe that
f f f f is always bad or dysfunctional.
f f f f f
18. The objective is not to eliminate conflict but to learn how to manage it to control the
f f f f f f f f f f f f f f f f ff
elements while enjoying the productive aspects.
f f f f f f f
19. The two-dimensional framework called the
f f f f postulates
that people in conflict have two independent types of concern.
f f f f f f f f f f f
20. Parties who employ the f f f strategy maintain their own aspirations and try to persuade
f f f f f f f f
the other party to yield.
f f f f f f
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