Exam (elaborations)
TEST BANK for Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry and David Saunders.
TEST BANK for Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry and David Saunders.
[Show more]
Connected book
Book Title:
Author(s):
- Edition:
- ISBN:
- Edition:
Content preview
, Chapter1 rStudent: rrr
1. People all the time.
r r
2. Theterm
r isusedtodescribethecompetitive,win-losesituationssuchashagglingover
r r r r r r r r r r r
pricethathappensatyardsale,fleamarket,orusedcarlot.
r r r r r r r r r r r r
3. Negotiating partiesalwaysnegotiateby
r r r r .
4. Therearetimeswhenyoushould
r r r r r negotiate.
5. Successfulnegotiationinvolvesthemanagementof_
r r r r r r r (e.g.,the price or the
r r r
terms of agreement)andalsotheresolutionof
r f r r r r r r .
6. Independentparties areableto meet theirown
r r r r r r r withoutthe helpandassistanceof
r r r r r
others.
r
, 7. Themixofconvergentandconflictinggoalscharacterizesmany
r r r r r r r r relationships. rr
8. The ofpeople'sgoals, andthe
r r r r ofthesituation in whichthey are
r r r r r r
goingtonegotiate, strongly shapesnegotiation processes andoutcomes.
r r r r r r r r r rr
9. Whether you shouldorshould notagree on something in anegotiation depends entirelyupon the
r r r r r r r r r r r r r r r
attractivenesstoyouofthebestavailable
r r r r r r r . rr
10. Whenpartiesareinterdependent,they haveto find awayto
r r r r r r r r r r theirdifferences.
r rr
11. Negotiationisa r r thattransforms over time.
r r r rr
12. Negotiationsoftenbeginwithstatementsofopening
r r r r r r . rr
13. Whenonepartyaccepts a change inhis orherposition,a
r r r r r r r r r r r hasbeenmade.
r r rr
r
r
r
r
, 14. Twoofthe dilemmasinmutualadjustmentthat allnegotiatorsfacearethedilemma of
r r r r r r r r r r r r r r rr
r andthedilemma ofr r r . rr
15. Mostactualnegotiationsareacombinationof claimingand
r r r r r r r r valueprocesses. r rr
16. r isanalyzed asitaffectsthe abilityof the group to makedecisions,
r r r r r r r r r r r r
workproductively, resolve itsdifferences, andcontinue to achieve itsgoalseffectively.
r r r r r r r r r r r r rr
17. Mostpeopleinitiallybelieve that
r r r r is alwaysbad or dysfunctional.
r r r r rr
18. Theobjectiveisnottoeliminateconflictbuttolearnhowtomanageittocontrolthe
r r r r r r r r r r r r r r r r rrr r r
r elementswhileenjoyingtheproductiveaspects.
r r r r r rr
19. Thetwo-dimensionalframeworkcalledthe
r r r r postulates
thatpeople in conflict have two independent types of concern.
r r r r r r r r r r rr
20. Partieswhoemploy the r r r strategy maintain theirown aspirations and tryto persuade
r r r r r r r r
the otherpartyto yield.
r r r r r rr
r
r
r
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 or Stuvia-credit 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 SuccessMaestro. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $16.49. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
82215 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now