Negotiation 7th Edition By Lewicki – Test Bank

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 ____________. 
 
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