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Test Bank Negotiation Readings, Exercises, and Cases seventh edition- by Roy J. Lewicki, Bruce Barry, David $3.99   Add to cart
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Test Bank Negotiation Readings, Exercises, and Cases seventh edition- by Roy J. Lewicki, Bruce Barry, David
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Test Bank Negotiation Readings, Exercises, and Cases seventh edition- by Roy J. Lewicki, Bruce Barry, David

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  • September 26, 2021
  • 788
  • 2021/2022
  • Exam (elaborations)
  • Questions & answers

Subjects

  • exercises
  • bruce barry
  • david
  • test bank negotiation readings
  • and cases seventh edition by roy j lewicki

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  • Test Bank
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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 ____________.



________________________________________




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

,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

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 ____________.



________________________________________




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

,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.



________________________________________


19. The two-dimensional framework called the _______________________ postulates that people in

conflict have two independent types of concern.



________________________________________




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

, 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




1-4
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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