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.
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| 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.
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| 3. | Negotiating parties always negotiate by _________.
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| 4. | There are times when you should _________ negotiate.
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| 5. | Successful negotiation involves the management of ____________ (e.g., the price or the terms of agreement) and also the resolution of _________.
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| 6. | Independent parties are able to meet their own ____________ without the help and assistance of others.
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| 7. | The mix of convergent and conflicting goals characterizes many ____________ relationships.
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| 8. | The ____________ of people’s goals, and the ____________ of the situation in which they are going to negotiate, strongly shapes negotiation processes and outcomes.
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| 9. | Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available ______.
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| 10. | When parties are interdependent, they have to find a way to ____________ their differences.
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