TEST BANK NEGOTIATION Readings, Exercises and Cases 7TH EDITION Lewicki and Saunders

Exam (elaborations) TEST BANK NEGOTIATION Readings, Exercises and Cases 7TH EDITION Roy J. Lewicki, Bruce Barry, David M. Saunders TEST BANK NEGOTIATION Readings, Exercises and Cases 7TH EDITION Roy J. Lewicki, Bruce Barry, David M. Saunders 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 ____________. ________________________________________ 1-2 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 6. Independent parties are able to meet their own ____________ without the help and assistance of others. __________...

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