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
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
