Exam (elaborations)

Negotiation 7th Edition By Lewicki - Test Bank

0 purchase

Module
Negotiation - Test Bank

Institution
Negotiation - Test Bank

Chapter 02 Strategy and Tactics of Distributive Bargaining Fill in the Blank Questions 1. Distributive bargaining is basically a competition over who is going to get the most of a _______________________. ________________________________________ 2. Whether or not one or both par...

[Show more]

Preview 4 out of 656 pages

View example

Uploaded on September 18, 2023
Number of pages 656
Written in 2022/2023
Type Exam (elaborations)
Contains Questions & answers

complete test bank
negotiation 7th edition by lewicki test bank

ExamsExpert Member since 1 year 473 documents sold

£17.49

Add to cart

Save

100% satisfaction guarantee
Immediately available after payment
Both online and in PDF
No strings attached

, 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 ____________.

________________________________________

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.

________________________________________

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

,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 ____________.

________________________________________

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.

________________________________________

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

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

________________________________________

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

25. The parties prefer to negotiate and search for agreement rather than to fight openly,
have one side dominate and the other capitulate, permanently break off contact, or
take their dispute to a higher authority to resolve it.

True False

26. It is possible to ignore intangibles, because they affect our judgment about what is
fair, or right, or appropriate in the resolution of the tangibles.

True False

1-3
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

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

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

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 ExamsExpert. Stuvia facilitates payment to the seller.

Will I be stuck with a subscription?

No, you only buy these notes for £17.49. You're not tied to anything after your purchase.

Can Stuvia be trusted?

4.6 stars on Google & Trustpilot (+1000 reviews)

65630 documents were sold in the last 30 days

Founded in 2010, the go-to place to buy revision notes and other study material for 15 years now

Start selling

Exam (elaborations)

Negotiation 7th Edition By Lewicki - Test Bank

Document information

Subjects

Written for

Seller

Reviews received

Content preview