Negotiation 7th Edition By Lewicki – Test Bank

Chapter 03

Technique and Ways of Integrative Negotiation

Fill within the Clean Questions

1.

Though the battle might seem initially to be win-lose to the events, ____________ and _____________ will normally counsel win-win options.

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2.

These wishing to realize integrative outcomes discover that they need to handle the ____________ and ____________ of the negotiation to be able to acquire the keen cooperation and dedication of the opposite get together.

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3.

Efficient ____________ change promotes the event of fine integrative options.

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4.

Profitable integrative negotiation requires that the negotiators seek for options that meet the ____________ and ____________ of each (all) sides.

________________________________________

5.

In an integrative negotiation, negotiators have to be ____________ about their main pursuits and wishes, however ____________ in regards to the method wherein these pursuits and wishes are met by options.

________________________________________

6.

In integrative negotiation, ____________ are measured by the diploma to which they meet each negotiators’ targets.

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7.

The __________________ step is commonly essentially the most tough step within the integrative negotiation course of.

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8.

As an issue is outlined collectively, it ought to precisely mirror each events’ ____________ and ____________.

________________________________________

9.

For constructive drawback fixing to happen, each events have to be dedicated to stating the issue in ____________ phrases.

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10.

Drawback definition ought to specify what ____________ have to be overcome for the aim to be attained.