Essentials of Negotiation 6th Edition By Roy J Lewicki Irving Test Bank

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Edition:  6th Edition

Format: Downloadable ZIP Fille

Resource Type: Test bank

Duration: Unlimited downloads

Delivery: Instant Download

Essentials of Negotiation 6th Edition By Roy J Lewicki Irving Test Bank

Chapter 01

The Nature of Negotiation

 

Fill in the Blank Questions

1. People ____________ all the time.

________________________________________

 

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.

________________________________________

 

3. Negotiating parties always negotiate by _________.

________________________________________

 

4. There are times when you should _________ negotiate.

________________________________________

 

5. Successful negotiation involves the management of ____________ (e.g., the price or the terms of agreement) and also the resolution of _________.

________________________________________

 

6. Independent parties 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 people’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 parties are interdependent, they have to find a way to ____________ their differences.

________________________________________

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