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Essentials of Negotiation - Test Bank for sixth edition by Roy J. Lewicki, Bruce Barry, David M. Saunders. $15.49   Add to cart

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Essentials of Negotiation - Test Bank for sixth edition by Roy J. Lewicki, Bruce Barry, David M. Saunders.

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Essentials of Negotiation - Test Bank for sixth edition by Roy J. Lewicki, Bruce Barry, David M. Saunders.

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  • June 9, 2022
  • 426
  • 2021/2022
  • Exam (elaborations)
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Essentials of Negotiation - Test Bank for sixth edition by Roy J.
Lewicki, Bruce Barry, David M. Saunders
Chapter 1 Key


1. People ____________ all the time.


negotiate

Lewicki - Chapter 01 #1



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.


bargaining

Lewicki - Chapter 01 #2



3. Negotiating parties always negotiate by _________.


choice

Lewicki - Chapter 01 #3



4. There are times when you should _________ negotiate.


not

Lewicki - Chapter 01 #4



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


tangibles; intangibles

Lewicki - Chapter 01 #5

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


needs

Lewicki - Chapter 01 #6



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


interdependent

Lewicki - Chapter 01 #7



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


interdependence; structure

Lewicki - Chapter 01 #8



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


alternative

Lewicki - Chapter 01 #9



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


resolve

Lewicki - Chapter 01 #10

,11. Negotiation is a ____________ that transforms over time.


process

Lewicki - Chapter 01 #11



12. Negotiations often begin with statements of opening _________.


positions

Lewicki - Chapter 01 #12



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


concession

Lewicki - Chapter 01 #13



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


honesty; trust

Lewicki - Chapter 01 #14



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


creating

Lewicki - Chapter 01 #15

, 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.


Intragroup conflict

Lewicki - Chapter 01 #16



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


conflict

Lewicki - Chapter 01 #17



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


destructive

Lewicki - Chapter 01 #18



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


dual concerns model

Lewicki - Chapter 01 #19



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


contending

Lewicki - Chapter 01 #20

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