Negotiation 8th Edition By Roy Lewicki – Test Bank

Negotiation 8th Edition By Roy Lewicki – Test Bank

Negotiation, 8e (Lewicki)

Chapter 3   Strategy and Tactics of Integrative Negotiation

1) One author lists the characteristics of integrative negotiation as great listening skills, personal character and integrity, personal maturity, and something called “________ mentality,” referred to as a “win-win” or creating value mentality.

Answer:  Abundance

Topic:  Box 3.1: Characteristics of Integrative Negotiators

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

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

Answer:  context; process

Topic:  An Overview of the Integrative Negotiation Process

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

3) Effective ________ exchange promotes the development of good integrative solutions.

Answer:  information

Topic:  Creating a Free Flow of Information

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

4) Research shows that the failure to reach integrative agreements is often linked to the failure to exchange enough ________ to allow the parties to identify integrative options.

Answer:  information

Topic:  Creating a Free Flow of Information

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.

Accessibility:  Keyboard Navigation

5) Integrative negotiation requires a process fundamentally different than ________ bargaining, which approaches a problem in win-lose terms.

Answer:  distributive

Topic:  Searching for Solutions That Meet the Needs and Objectives of Both Sides

Learning Objective:  03-01 Understand the basic elements of integrative negotiation.