Negotiation 7th Edition By Lewicki – Test Bank
James: Nursing Care of Children: Principles and Practice, 3rd Edition
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Chapter 04
Negotiation: Strategy and Planning
Fill in the Blank Questions
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1. |
Without effective planning and target setting, results occur more by ____________ than by negotiator effort. |
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2. |
Effective strategy and ____________ are the most critically important precursors for achieving negotiation objectives. |
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3. |
Effective goals must be ____________, ____________, and ____________. |
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4. |
Tactics are subordinate to strategy; they are structured, directed and driven by ____________ considerations. |
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5. |
A negotiator’s unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the ____________ outcomes at stake in this negotiation, and how much concern does the negotiator have for the current and future quality of the ____________ with the other party? |
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6. |
A strong interest in achieving only substantive outcomes tends to support a ____________ strategy. |
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7. |
The decision to negotiate is closely related to the desirability of ___________________. |
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8. |
____________ strategies tend to create “we-they” or “superiority-inferiority” patterns, which often lead to distortions in judgment regarding the other side’s contributions and efforts, and to distortions in perceptions of the other side’s values, needs and positions. |
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9. |
____________ strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight. |
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10. |
Negotiation, like communication in problem-solving groups, proceeds through distinct ____________ or ____________. |
