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Test Bank For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry| 978-1260399455| All Chapters 1-12| |Complete A+ Guide $17.99   Add to cart

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Test Bank For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry| 978-1260399455| All Chapters 1-12| |Complete A+ Guide

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Test Bank For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry| 978-1260399455| All Chapters 1-12| |Complete A+ Guide

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  • October 27, 2024
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  • Essentials Of Negotiation, 7e
  • Essentials Of Negotiation, 7e
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, Chapter 1 f




Student: f f


1. People all the time. f f




2. The term
f is used to describe the competitive, win-lose situations such as haggling
f f f f f f f f f f




over price that happens at yard sale, flea market, or used car lot.
f f f f f f f f f f f f f




3. Negotiating parties always negotiate by
f f f f .




4. There are times when you should
f f f f f negotiate.




5. Successful negotiation involves the management of _
f f f f f f (e.g., the price or the terms of
f f f f f f




agreement) and also the resolution of
f f f f f f .




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




others.
f

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




8. The of people's goals, and the
f f f f of the situation in which they are
f f f f f f




going to negotiate, strongly shapes negotiation processes and outcomes.
f f f f f f f f f f




9. Whether you should or should not agree on something in a negotiation depends entirely upon the
f f f f f f f f f f f f f f f




attractiveness to you of the best available
f f f f f f f . f




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




11. Negotiation is a f f that transforms over time.
f f f f




12. Negotiations often begin with statements of opening
f f f f f f . f




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

, 14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
f f f f f f f f f f f f f f f




f and the dilemma of
f f f . f




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




16. f is analyzed as it affects the ability of the group to make decisions,
f f f f f f f f f f f f




work productively, resolve its differences, and continue to achieve its goals effectively.
f f f f f f f f f f f f f




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




18. The objective is not to eliminate conflict but to learn how to manage it to control the
f f f f f f f f f f f f f f f f ff




elements while enjoying the productive aspects.
f f f f f f f




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




20. Parties who employ the f f f strategy maintain their own aspirations and try to persuade
f f f f f f f f




the other party to yield.
f f f f f f

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