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 time7
2. The term is used to describe the competitive, win-lose situations such as
hagglingover price that happens at yard sale, flea market, or used car lot7
3. Negotiating parties always negotiate by 7
4. There are times when you should negotiate7
5. Successful negotiation involves the management of _ (e7g7, the price or the terms
ofagreement) and also the resolution of 7
6. Independent parties are able to meet their own without the help and assistance
ofothers7
, 7. The mix of convergent and conflicting goals characterizes many relationships7
8. The of people's goals, and the of the situation in which they
are going to negotiate, strongly shapes negotiation processes and outcomes7
9. Whether you should or should not agree on something in a negotiation depends entirely
upon the attractiveness to you of the best available7
10. When parties are interdependent, they have to find a way to their differences7
11. Negotiation is a that transforms over time7
12. Negotiations often begin with statements of opening 7
13. When one party accepts a change in his or her position, a has been made7
