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Test Bank for Essentials of Negotiation, 7th Edition by Lewicki, Barry, and Saunders
Test Bank for Essentials of Negotiation, 7th Edition by Lewicki, Barry, and Saunders
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Test Bank for Essentials of Negotiation, 7th Edition byLewicki, Barry, and Saunders
, Chapter 1
Student:
1. Human beings all the time.
2. The word is used to describe the competitive, win-lose situations such as hagglingover price
that happens at yard sale, flea market, or used car lot.
3. Negotiating individuals or entities always negotiate by .
4. There are times when you should negotiate.
5. Successful negotiation involves the management of _ (e.g., the price or the words ofagreement) and also the
resolution of .
6. Independent individuals or entities 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 individuals'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 individuals or entities 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 individuals 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 individuals in conflict have two independent types of concern.
20. Individuals or entities who employ the strategy maintain their own aspirations and try to persuadethe
other party to yield.
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