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.
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, 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
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