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TEST BANK ESSENTIALS OF NEGOTIATION 6TH EDITION Roy J. Lewicki, Bruce Barry, Saunders 446 PAGES

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TEST BANK ESSENTIALS OF NEGOTIATION 6TH EDITION Roy J. Lewicki, Bruce Barry, David M. Saunders 446 PAGES 

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[Solved] TEST BANK ESSENTIALS OF NEGOTIATION 6TH EDITION Roy J. Lewicki, Bruce Barry, Saunders 446 PAGES

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TEST BANK with Complete Questions and Solutions. To clarify, this is the TEST BANK, not the textbook. You get immediate access to download your test bank. You will receive a complete test bank; in other words, all chapters will be there. Test banks come in PDF format; therefore, you do not need specialized software to open them. TEST BANK ESSENTIALS OF NEGOTIATION 6TH EDITION Roy J. Lewicki, Bruce Barry, David M. Saunders Chapter 1 Student: ___________________________________________________________________________ 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. ________________________________________ 11. Negotiation is a ____________ that transforms over time. ________________________________________ 12. Negotiations often begin with statements of opening _________. ________________________________________ 13. When one party accepts a change in his or her position, a ____________ has been made. ________________________________________ 14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ____________ and the dilemma of _________. ___________________...
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