100% satisfaction guarantee Immediately available after payment Both online and in PDF No strings attached
logo-home
Previously searched by you
Previously searched by you
logo
Test Bank Negotiation Readings, Exercises, and Cases seventh edition- by Roy J. Lewicki, Bruce Barry, David £3.07   Add to cart
Quickly navigate to
Preview
  2.  
  3. Test Bank
  4.  
  5. Test Bank

Exam (elaborations)

Test Bank Negotiation Readings, Exercises, and Cases seventh edition- by Roy J. Lewicki, Bruce Barry, David
 4 views  0 purchase
  • Module
  • Test Bank
  • Institution
  • Test Bank

Test Bank Negotiation Readings, Exercises, and Cases seventh edition- by Roy J. Lewicki, Bruce Barry, David

Preview 4 out of 788  pages

Document information

  • 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

Written for

  • Test Bank
All documents for this subject (351)

Seller

avatar-seller
solutions

Reviews received

Content preview

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.

The benefits of buying summaries with Stuvia:

Guaranteed quality through customer reviews

Guaranteed quality through customer reviews

Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.

Quick and easy check-out

Quick and easy check-out

You can quickly pay through credit card for the summaries. There is no membership needed.

Focus on what matters

Focus on what matters

Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!

Frequently asked questions

What do I get when I buy this document?

You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.

Satisfaction guarantee: how does it work?

Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.

Who am I buying these notes from?

Stuvia is a marketplace, so you are not buying this document from us, but from seller solutions. Stuvia facilitates payment to the seller.

Will I be stuck with a subscription?

No, you only buy these notes for £3.07. You're not tied to anything after your purchase.

Can Stuvia be trusted?

4.6 stars on Google & Trustpilot (+1000 reviews)

76449 documents were sold in the last 30 days

Founded in 2010, the go-to place to buy revision notes and other study material for 14 years now

Start selling
£3.07
  • (0)
  Add to cart