Essentials of Negotiation - Test Bank for sixth edition by Roy J. Lewicki, Bruce Barry, David M. Saunders

Essentials of Negotiation - Test Bank for sixth edition by Roy J. Lewicki, Bruce Barry, David M. Saunders 1. People ____________ all the time. negotiate Lewicki - Chapter 01 #1 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. bargaining Lewicki - Chapter 01 #2 3. Negotiating parties always negotiate by _________. choice Lewicki - Chapter 01 #3 4. There are times when you should _________ negotiate. not Lewicki - Chapter 01 #4 5. Successful negotiation involves the management of ____________ (e.g., the price or the terms of agreement) and also the resolution of _________. tangibles; intangibles Lewicki - Chapter 01 #5 Essentials of Negotiation - Test Bank for sixth edition by Roy J. Lewicki, Bruce Barry, David M. Saunders 6. Independent parties are able to meet their own ____________ without the help and assistance of others. needs Lewicki - Chapter 01 #6 7. The mix of convergent and conflicting goals characterizes many ____________ relationships. interdependent Lewicki - Chapter 01 #7 8. The ____________ of people's goals, and the ____________ of the situation in which they are going to negotiate, strongly shapes negotiation processes and outcomes. interdependence; structure Lewicki - Chapter 01 #8 9. Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available ______. alternative Lewicki - Chapter 01 #9 10. When parties are interdependent, they have to find a way to ____________ their differences. resolve