Test Bank For Negotiation 7th Edition By Lewicki

Test Bank For Negotiation 7th Edition By Lewicki includes a variety of multiple choice, true/false, and essay questions. The Test Bank is perfect for professors who want to create a more challenging course for their students. The Test Bank questions are created by experienced negotiation scholars and provide students with an opportunity to practice their negotiation skills.

In addition, the Test Bank can be used as a study aid for students who are preparing for negotiation competitions. The Test Bank For Negotiation 7th Edition By Lewicki is an essential resource for anyone who wants to improve their negotiation skills.

 

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ISBN-10 ‏ : ‎ 1260570452
ISBN-13 ‏ : ‎ 978-1260570458
Authors: Lewicki, Barry, Saunders
Edition: 7th Edition
Publisher: McGraw-Hill
Copyright: 2015

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Original price was: $55.00.Current price is: $20.00.

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SKU:000786000169

Test Bank For Negotiation 7th Edition By Lewicki

Chapter 03

Strategy and Tactics of Integrative Negotiation

Fill in the Blank Questions

1.

Although the conflict may appear initially to be win-lose to the parties, ____________ and _____________ will usually suggest win-win alternatives.

________________________________________

2.

Those wishing to achieve integrative results find that they must manage the ____________ and ____________ of the negotiation in order to gain the willing cooperation and commitment of the other party.

________________________________________

3.

Effective ____________ exchange promotes the development of good integrative solutions.

________________________________________

4.

Successful integrative negotiation requires that the negotiators search for solutions that meet the ____________ and ____________ of both (all) sides.

________________________________________

5.

In an integrative negotiation, negotiators must be ____________ about their primary interests and needs, but ____________ about the manner in which these interests and needs are met through solutions.

________________________________________

6.

In integrative negotiation, ____________ are measured by the degree to which they meet both negotiators’ goals.

________________________________________

7.

The __________________ step is often the most difficult step in the integrative negotiation process.

________________________________________

8.

As a problem is defined jointly, it should accurately reflect both parties’ ____________ and ____________.

________________________________________

9.

For positive problem solving to occur, both parties must be committed to stating the problem in ____________ terms.

________________________________________

10.

Problem definition should specify what ____________ must be overcome for the goal to be attained.

________________________________________

11.

Instead of ____________ solutions, negotiators should develop standards by which potential solutions will be judged for how well they fit.

________________________________________

12.

_________ interests are related to how the negotiations unfold.

________________________________________

13.

Successful ____________ requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead, they are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties needs.

________________________________________

14.

____________________ is not directly related to the substantive issues being discussed.

________________________________________

15.

Research has shown that when brainstormers work at the process for a long period of time, the best ideas are most likely to surface during the ____________ part of the activity.

________________________________________

16.

Integrative negotiation solutions should be judged on two major criteria: how ____________ they are, and how ____________ they will be to those who have to implement them.

________________________________________

17.

The strategy of ____________ is effective not only in inventing options but also as a mechanism to combine options into negotiated packages.

________________________________________

18.

A ____________ goal is one in which both parties work toward a common end but one that benefits each party differently.

________________________________________

19.

Those who do not share a belief that they can work together in an integrative negotiation are less willing to invest the time and energy in the potential payoffs of a collaborative relationship and are more likely to assume a ____________ or ____________ approach to conflict.

________________________________________

20.

Integrative negotiation requires negotiators to accept both their own and the other’s attitudes, interests and desires as ____________.

________________________________________

21.

For integrative negotiation to succeed, the parties must be motivated to ____________ rather than to compete.

________________________________________

22.

Even cooperatively motivated negotiators have less trust, exchange less information about preferences and priorities, and achieve agreements of lower joint profit when they can ____________ the other party than when they do not have this capability.

________________________________________

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